Sales Manager

Scope/Purpose of the Position

The Producing Sales Manager will originate mortgage loan products offered by the company. Primary job responsibilities include soliciting new business, recruiting successful mortgage loan originators and other Branch Associates. Continuously identifies, develops and maintains a network of business relationships to establish a constant referral source to originate new loans.

Key Responsibilities and Essential Functions

• Production
  • Makes outside sales calls and performs related sales activities which include but are not limited to: meet and call on clients, referral sources, realtors, and business prospects at their homes and places of employment or in other social settings away from any HomeBridge office.
  • Build a network of referral sources such as Real Estate professionals, Builders, professional and personal contacts, as well as participate in business related development opportunities, community efforts to promote HomeBridge and our products and services.
  • Collecting and analyzing the customer's financial information;
  • Assisting in assessing the customer's financial circumstances to determine whether the customer and the property qualify for a particular loan;
  • Analyzing the information provided by the customer and advising on an array of options and variables, all of which make up the various components of the loan;
  • Advising the customer about the risks and benefits of various mortgage loan alternatives in light of their individual financial circumstances;
  • Advising the customer about avenues to obtain a more advantageous loan program, including assisting the customer in understanding and clearing credit problems;
  • Maintaining regular contact with the customer, referral partners and HomeBridge between application and closing to apprise them of the status of the application and gather any additional information as needed;
  • Otherwise marketing and promoting the Employer's products; and
  • Performing such other duties related to the origination of mortgage loans as Employer may assign
  • Responsible for originating loans of residential real estate transactions and supervising the loan origination process of such loan files through closing of the transaction.
• Management
  • Manager will be responsible for the day-to-day operations of their assigned team members which includes, but is not limited to:
    • actively recruiting successful Mortgage Loan Originators and other branch associates.
    • coaching, directing, developing, and motivating staff to perform at their best. Creates a positive work environment; sets clear objectives and monitors performance.
    • manages performance issues in accordance with company policy
    • managing and overseeing appropriately the daily operations of the area so as to control expenses and minimize risk to the Company.
    • understanding the company's Customer Commitment and Net Promoter Score® (NPS) platform, as well as maintain a NPS equal to or greater than the company's corporate standard of 76.
    • ensuring that all persons performing any services for the Company through the Area are Company employees, properly licensed and registered, as applicable, and are approved to start by Company and, as applicable approved by the Company to originate loans.
    • ensuring that all websites or other social media used by the Area or any Area Employees that relate in any way to financing residential real estate are approved by the Company prior to posting to/access by the general public.
    • responsible for immediately reporting any lawsuits, complaints; investigations or other similar actions which involve Employee's duties on behalf of the Company and/or which could potentially affect Employee's licensing status or ability to perform his/her job for the Company.
• Compliance
  • informing the Company immediately of any and all events, incidents, occurrences, complaints, lawsuits, investigations, findings, or good faith concerns of illegal, improper, or unethical or other material information or matters concerning the Company and/or Branch operations
  • remaining familiar with and ensuring that all loans originated by your assigned team member's are handled in accordance with the Company's policies, guidelines, quality control, applicable federal, state, and local laws, and investor guidelines.
  • ensuring that all proper documentation is prepared, kept and maintained in accordance with all applicable laws, and is readily available for inspection at Company's discretion.
  • ensuring that all borrowers are advised of the most appropriate financing options and are only advised to close loans if there is a good faith basis to believe that the borrower will be able to re-pay the loan.
  • must at all times be able to meet any and all applicable qualifications and standards required for MLO licensing under the SAFE Act. Employee must remain current on any and all applicable registration, licensing and training obligations required under the SAFE Act and/or any other state, federal or local laws pertaining to MLO certification or standards.
• Administration
  • informing Company of all expenses on a timely basis in order to ensure prompt payment thereof
  • forwarding all fees, checks, deposits, etc. in the possession of Manager to Company's Corporate Headquarters in a timely manner.
  • ensuring that all closed loan documents are stored in Company's document storage system and accessible to Company upon demand.

Key Performance Indicators

• Meet the Initial Production Targets:
  • Days 0 - 30: You must submit at least one (1) application Sent to Processing ("STP") within the first thirty days after obtaining your license (or if you are licensed when hired, then within thirty days after your start date).
  • Days 31-60: You must submit an additional two (2) applications "STP" during the next thirty (30) days of your employment (3 total by day 60).
  • Days 61-90: You must submit a minimum of six (6) applications "STP" and at least one (1) loan must be Funded by day ninety (90) ("6 plus 1" total).
• Meet the Minimum Production Standards after the Initial Period of Employment:
  • Four (4) units or $1,000,000 funded in the prior three months or eight (8) units or $2,000,000 funded in the prior six months
• Monthly units and volume is met, per agreement.
• Net MLO Headcount Growth

Work Experience and Knowledge, Skills and Abilities

• Knowledge of the mortgage process, underwriting, and closing guidelines.
• Understanding of Federal Regulations governing Real Estate Lending as well as the company's Fair Lending policies.
• Excellent knowledge of FNMA, FHLMC, FHA, USDA and VA product guidelines.
• Excellent analytic skills, attention to detail, and ability to work within time constraints.
• Excellent level of interpersonal skills to work effectively with others.
• Excellent level of oral and written communication skills. Ability to communicate across a variety of audiences.
• Professional and effective interpersonal skills. Solid decision-making skills with display of professionalism in maintaining confidentiality. Ability to build strong relationships with internal business partners to achieve success.
• Proven ability to motivate, develop, coach and mentor staff at all levels.
• Proven ability to recruit, interview, hire, develop and retain staff.
• Ability to direct and manage through superior leadership skills.
• Ability to rapidly acquire detailed knowledge of departmental policies, practices and procedures.
• Ability to be assertive, persuasive while managing the bottom line.
• Ability to establish credibility and be decisive while recognizing and supporting the company's preferences and priorities.
• Ability to supervise and manage the workflow of subordinate(s) through superior leadership skills.
• Strong time management skills, fast learner, self-motivated, and comfortable taking initiative and handling multiple projects simultaneously.
• Committed to taking responsibility and ownership for agreed actions and delivery.

Minimum Qualifications

• Minimum of two (2) year's sales management experience at a mortgage company, bank or other financial institution. Prior experience in generating refinance loans, purchase loans, as well as a comprehensive understanding of related guidelines.
• Tactical demonstration of sales techniques.
• Must be knowledgeable on the methods and procedures for promoting and marketing of products and services.
• NMLS License.
• Must at all times be able to meet any and all applicable qualifications and standards required for MLO licensing under the SAFE Act. Associate must remain current on any and all applicable registration.
• Required at all times to possess a valid motor vehicle driver's license and shall provide evidence thereof at time of employment and thereafter at any time requested by Homebridge. Required to possess valid motor vehicle insurance as required by the state in which the motor vehicle is licensed. Required to provide evidence thereof at time of employment and thereafter at any time requested by Homebridge. If your driver's license or insurance is revoked, suspended or discontinued you must notify Human Resources immediately of the revocation, suspension or discontinuance action.