Manager, Mortgage Sales

Overview

Reporting directly to the Director of Mortgage Sales, the Mortgage Sales Manager provides strategic leadership for the mortgage sales team, driving growth and market share through effective recruitment, coaching, and performance management. This role is responsible for building and leading a high-performing team of mortgage loan officers, with a focus on exceptional member service and sustainable production growth. The Mortgage Sales Manager serves as the primary driver of sales culture, ensuring alignment with organizational objectives while maintaining regulatory compliance.

Essential Functions

• Team Leadership and Development: Recruit, coach, motivate, and train both credit union branch loan officers and independent/self-sourcing loan officers. Develop an effective sales culture utilizing daily, weekly, and monthly sales management tools, processes, and techniques.
• Strategic Growth Management: Drive market share increase in associated markets through targeted sales strategies.
• Performance Monitoring: Monitor and execute reporting covering Key Performance Indicators (KPIs) and Key Risk Indicators (KRIs). Utilize analytics to identify trends and opportunities for improvement.
• Relationship Building: Identify and develop key business relationships with realtors, builders, non-profits, and other industry professionals to expand referral networks and business opportunities.
• Compliance Oversight: Ensure mortgage loan officers understand and comply with policies, procedures, and Credit Union requirements. Work closely with management, Compliance, and the Real Estate Operations and Underwriting departments to support consistent communication of policies and objectives.
• Member Experience Excellence: Establish and maintain best-in-class member service standards. Ensure all mortgage sales activities prioritize exceptional member experience throughout the mortgage process.
• Staff Development: Provide comprehensive development and training in all areas: sales, service, policies and procedures, product knowledge, operations, and compliance. Lead, coach, and motivate Mortgage Loan Officers to achieve sales, service, and operational goals.
• Business Development: Assist Mortgage Loan Officers in developing and sourcing new member opportunities. Support strategic initiatives to expand the mortgage loan portfolio.
• Cross-Functional Collaboration: Promote teamwork with internal partners (Real Estate Operations, Underwriting, Secondary Markets, Retail and other departments) to support organizational priorities while achieving monthly production goals.
• Other Duties: Perform other duties as assigned.

Knowledge, Skills and Abilities

• Highly developed customer service and sales management skills
• Excellent written and oral communication abilities
• Proven leadership, recruitment, and team development expertise
• Strong interpersonal skills with ability to motivate diverse sales teams
• Self-directed with ability to function under limited supervision
• Highly organized with ability to prioritize multiple competing tasks
• Competent in underwriting guidelines for agency and government loans including, but not limited to Fannie Mae, Freddie Mac, VA, and FHA
• Proficient in income analysis for mortgage qualification including tax return analysis
• Demonstrated skill in performance metrics tracking and analysis
• Strong understanding of mortgage industry trends and competitive landscape
• Computer skills with Windows, Excel, and mortgage origination software (e.g., Encompass)

Qualifications

Required

• Bachelor's degree in business, finance, or related field, or equivalent experience
• Minimum of five years mortgage sales experience with demonstrated success
• Proven track record of meeting or exceeding sales targets and growing market share
• Knowledge of mortgage industry regulations and compliance requirements
• Experience with performance tracking and KPI/KRI monitoring

Preferred

• Previous management or supervisory experience leading sales teams
• Experience recruiting, developing, and retaining high-performing mortgage professionals strongly preferred
• Experience in credit union, bank, or other regulated financial institution environment
• Proven history of successful realtor and builder relationship development
• Knowledge of local real estate markets and competitive landscape
• Mortgage industry certifications (e.g., CMB, NMLS)

At OnPoint, we believe a workplace that reflects the richness of the world fosters a welcoming and empowering environment for everyone. We're committed to equity and inclusion, and consider all qualified applicants embracing every race, religion, color, sex, national origin, age, sexual orientation, gender identity, disability or veteran status, and your unique background.

We encourage you to apply if you're passionate about this opportunity and have the core qualifications. Your unique experiences and skills are what make you a strong candidate. Don't let imposter syndrome hold you back! Our recruitment process is designed to be inclusive and accessible to all. If you need any accommodations during the application or interview stage, please let us know. We're dedicated to providing what's necessary to ensure a fair and inclusive experience.