Area Sales Manager

Area Sales Manager 1

Performs a wide range of duties relating to the origination of residential mortgage loans for Financial Center offices and outside referrals. Meets standards and objectives defined by management for personal mortgage loan sales and cross‑selling objectives. Assumes overall responsibility for the residential mortgage loan from application to closing on personal production. Is also responsible for the overall production of the team and the day‑to‑day management of each Mortgage Loan Originator (MLO).

Effectively partners with Fulfillment Operations to drive closed volume. Responsible and accountable for risk by openly exchanging ideas and opinions, elevating concerns, and personally following policies and procedures as defined. Accountable for always doing the right thing for customers and colleagues, ensuring that actions and behaviors drive a positive customer experience. While operating within the Bank’s risk appetite, achieves results by consistently identifying, assessing, managing, monitoring, and reporting risks of all types.

• Develop and foster referral source relationships (realtors, builders, professional and personal contacts, etc.).
• Develop a sales culture and sales focused environment within the team.
• Develop and foster relationships with Financial Center personnel to build business and referrals.
• Maintain knowledge of Fifth Third Mortgage Company's policies and procedures.

Responsible for providing employees timely, candid and constructive performance feedback; developing employees to their fullest potential and providing challenging opportunities that enhance employee career growth; developing the appropriate talent pool to ensure adequate bench strength and succession planning; recognizing and rewarding employees for accomplishments.

• Manage a team of at least 5 MLOs.
• Manage personal and team production via local and Bancorp reporting and KPIs.
• Hold business plan reviews with the sales team.
• Build strategic and tactical plans for driving volume growth in the assigned area.
• Participate in sales calls with MLOs.
• Assist departmental management in identifying possible improvements in systems and procedures.
• Ensure that MLOs provide a high level of customer service to external customers based on Gallup customer engagement data and actively participate in ongoing efforts to continually improve customer service for both internal and external customers.
• Monitor compliance issues, including that all loan originators attend required meetings and are in compliance with state and federal regulation, as well as policies and procedures set by the bank.
• Monitor quality levels of loan originators to ensure adherence to standards.
• Serve as an intermediary for loan issues with the processing manager and underwriting manager.
• Perform Human Resource tasks for the team, such as exception time reporting, performance reviews, coaching, performance management, commission administration and identifying training issues.
• Recruit, hire, and train new loan officers.

• High school diploma or GED equivalent. Two or four‑year college degree preferred.
• 2–4 years residential mortgage sales experience required.
• In‑depth knowledge of conventional, government, and portfolio guidelines.
• Previous management experience preferred.
• Knowledge of residential mortgage processing, underwriting, and closing procedures.
• Knowledge of federal lending regulations governing real estate lending.
• Demonstrated leadership, organizational, teamwork, and customer service skills.
• Must lead by example and have a high level of integrity.
• Ability to analyze policies, procedures, and guidelines in a way that maximizes productivity while protecting the desired level of risk.
• In‑depth sales technique/sales coaching skills.
• Strong desire to excel in a competitive environment.
• Strong interpersonal and communication skills.
• Strong analytical and problem‑solving skills required.
• Excellent verbal, written, presentation, people, and diplomacy skills required.
• Ability to multi‑task and be flexible.
• PC proficient in Windows‑based software programs (Outlook,…