Mortgage Business Development Specialist

Mortgage Business Development Specialist

The Retail Mortgage Business Development Specialist is an in‑field, relationship‑driven role designed to expand residential mortgage opportunities through the Retail Bank branch network. This position spends the vast majority of time onsite at assigned branches, partnering directly with branch leadership and frontline staff to educate, coach, and reinforce strategies for identifying customers who may benefit from residential mortgage financing solutions.

The role is not responsible for personally originating mortgage loans. Instead, it serves as a critical connector between the Retail Bank and the centralized Mortgage Origination team, ensuring qualified customer opportunities are consistently identified, positioned appropriately, and referred for pre‑qualification, application, and fulfillment.

A successful incumbent brings prior experience as a retail mortgage loan officer, a deep understanding of mortgage products and processes, and a strong ability to influence without direct authority.

Activate Retail Bank branches as a consistent and sustainable source of qualified residential mortgage opportunities

Increase mortgage awareness, confidence, and referral effectiveness among branch personnel

Drive high‑quality customer introductions to the centralized mortgage origination team

Strengthen collaboration and alignment between Retail Banking and Mortgage Lending

Spend the majority of working time in assigned Retail Bank branches

Build strong working relationships with branch managers, assistant managers, and frontline staff

Serve as the primary mortgage subject‑matter expert supporting branch‑based customer conversations

Train and educate all branch personnel on:

• Mortgage fundamentals and product overviews
• Effective discovery questions and needs‑based referral conversations
• Reinforce compliant, customer‑centric sales behaviors aligned with Bank standards
• Provide ongoing coaching, refreshers, and reinforcement based on observed needs

Support branch teams in identifying customer opportunities across:

• Purchase, refinance, construction, and portfolio lending needs
• Life events such as relocation, family growth, or financial restructuring

Guide branch staff on proper handoff of opportunities to the centralized mortgage origination team

Ensure referrals are well‑positioned and include appropriate customer context

Act as a liaison between Retail Banking and the Mortgage Origination team

Collaborate with mortgage leadership to align on priorities, programs, and feedback

Support smooth transition of customers from branch introduction through application and fulfillment

Track branch engagement activity and referral trends

Identify gaps in knowledge, execution, or opportunity capture

Provide feedback and recommendations to Retail and Mortgage leadership to enhance results

Influences mortgage production indirectly through education, coaching, and referral activation

Supports multiple Retail Bank branches within an assigned territory

Does not carry an individual loan production goal or personal pipeline

Plays a key role in strengthening the Bank’s overall residential mortgage growth strategy

Prior experience as a Retail Mortgage Loan Officer with hands‑on origination responsibility

Comprehensive understanding of residential mortgage products, processes, and customer lifecycle

Strong knowledge of regulatory requirements impacting mortgage referrals and origination

Proven ability to educate, coach, and influence frontline teams

Excellent interpersonal, presentation, and communication skills

Ability to work independently in a highly field‑based environment

Experience partnering with retail branch networks or consumer banking teams

Demonstrated success in mortgage business development or branch activation roles

Familiarity with centralized or consumer‑direct mortgage operating models

SAFE Act registration (or…