Director of Residential Lending

Job description:

The following is a list of essential functions, which may be subject to change at any time and without advance notice. Management may assign new duties, reassign existing duties, or eliminate a function.

• Own the pipeline management function of the Residential and Consumer Lending department, directing the Sales and support group accordingly.
• Manage all leads, opportunities, and prospects through Salesforce, ensuring timely MLO follow up and milestone tracking throughout the sales cycle.
• Further develop the MLO skill set, enhancing their ability to network, prospect, negotiate terms, overcome objections, and compete for business using an approved sales model.
• Close the volume of loans required by the bank's financial plan, achieving annual portfolio growth and fee income goals.
• Ensure the delivery of a "best in class" customer experience, with special attention to customer survey results and application conversion percentages.
• Prepare an annual business plan to formally communicate and monitor KPIs, department goals, and updated tactics.
• Oversee critical stages of loan origination process, using key reports from the bank's Loan Origination System (currently Encompass) to ensure compliance with Bank policies and procedures.
• Work with Commercial Loan and Cash Management Officers, Financial Center Managers, and Sales Administration executives to create and share business development opportunities in support of the bank's integrated sales culture.
• Manage up to fifteen (15) subordinates — some directly and others indirectly; carry out supervisory responsibilities in accordance with Bank policies and applicable laws; responsible for interviewing, hiring, and training Team Members; planning, assigning, and directing work; appraising performance; administering awards and corrective action as needed; addressing complaints, and solving problems.
• Deal directly with customers, applicants, and prospects as appropriate: leading by example in production and customer service.
• Maintain strategic ownership of all residential and consumer lending production initiatives, to include management of third‑party origination (TPO) programs (correspondent and broker/wholesale).
• Construct and manage network of secondary marketing and investor relationships, to effectively manage mortgage pipeline and pricing effectiveness.
• Support the bank's fair lending and attainable housing initiatives, documenting tactics and measuring results in key performance metrics.

• Comply with all applicable regulations and Bank policies regarding employment and employment law.
• Participate in annual compliance and other job-related training.
• Comply with applicable bank regulations, Bank policies and procedures.
• Comply with Bank's internal privacy and ethics standards.

Internal: Reports to the Chief Operations Officer; frequent contact with Team Members of various levels throughout the Bank, especially Department Managers and Senior Management.

External: Contact with vendors who support the Retail Lending function as needed. Contact with referral sources such as the Board of Directors, brokers, and correspondent lenders.

• Bachelor's degree in Business, Finance, and/or Marketing.
• Minimum of 5–7 years’ experience in retail banking, preferably in either consumer loan originations, sales, or consumer loan product management.
• Over 5 years’ sales management experience with a successful sales track record.
• Over 5 years’ credit experience with a strong understanding of the full credit cycle.
• Proven track record for developing and executing successful sales and service training programs, preferably for retail lending products.
• Must meet NMLS Registration requirements as required for Mortgage Originations.

• Documented experience with Salesforce (or similar customer relationship management software).
• Knowledge of secondary marketing and investor concepts.
• Strong leadership and strategic thinking skills with the ability to execute tactical plans flawlessly.
• Creative, action‑based, and results‑oriented attitude.
• Self‑motivated and proficient in time…