Manager of Mortgage Sales

The Mortgage Sales Manager oversees and directly manages a sales team of retail Mortgage Loan Officers (MLOs). The Mortgage Sales Manager leads and develops MLOs to build strong borrower, branch network, and partner relationships and ensures team success in meeting defined sales goals with a large focus on growing sales capability and enhancing sales potential within the team. Provides retail/branch-level sales leadership with primary accountability for branch-assigned Mortgage Loan Officers (MLOs), overseeing recruitment, selection, training, and performance management to achieve defined sales targets, deliver exceptional member service, strengthen internal branch partnerships, expand in-market referral partner relationships and drive growth of the mortgage portfolio.

Leads the branch-assigned MLO team with a servant leadership approach, fostering a high-accountability, coaching-first culture grounded in motivation, emotional intelligence, compliance-first execution, and respectful partnership with internal and external partners. Drives improved sales performance while reinforcing the Credit Union’s Member First philosophy and “people helping people” culture.

Sets clear performance expectations and drives results through ongoing counseling, mentoring, and coaching. Responsible for goal setting, performance monitoring, and evaluation of individual and team outcomes, proactively addressing production volumes, results, and growth opportunities.

Deepens and maintains strong relationships across the branch network while building and expanding Realtor/community referral partner relationships within the local market. Ensures MLOs are effective in both internal branch partnership development and external business generation to support member engagement, business development, and mortgage portfolio growth.

Reinforces a compliance sales culture by coaching MLOs on adherence to applicable mortgage regulations and operational requirements, including ECOA, Reg B, TRID, RESPA, fair lending expectations, disclosure timing, and rate lock management, while escalating risks and ensuring timely corrective action when needed

Fosters a high-performance, growth-oriented sales culture with a strong emphasis on accountability, continuous learning, and skill development.

Serves as the primary education and enablement resource for the retail MLO team, designing and executing comprehensive sales training programs that equip team members to excel in mortgage production.

Acts as the subject matter expert on sales systems and tools (e.g., LOS, CRM, pricing, disclosures, e-signature, and communication platforms), ensuring adoption and effective utilization of credit union technologies and updates.

Trains and coaches the team on product knowledge and underwriting guideline awareness to improve loan quality, conversion rates, and overall member experience, while holding the team accountable to established sales goals and performance expectations.

Oversees lead intake, assignment, follow-up, and conversion activity across branch, digital, Realtor, community partner, and member referral channels to ensure timely engagement and consistent sales execution.

Manages the MLO pipeline to ensure consistent production flow, effective lead progression, compliance, and achievement of sales goals.

Generates and analyzes reports on loan production, pipeline status, and overall sales performance, using data and systems to diagnose bottlenecks, improve conversion rates, and drive pipeline efficiency.

Ensures strong file structure, high documentation quality, and underwriting-ready loan packaging through coaching, quality checks, and process discipline.

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