Area Sales Manager

Weichert, Realtors(R)
Reston, VA
Jul 30, 2018
Aug 13, 2018
Management, Sales
Full Time
The Area Sales Manager is responsible for managing and coaching a team of Mortgage Loan Originators (MLOs) and/or Sales Managers within multiple offices within an assigned region. The position ensures loans are originated which meet secondary market guidelines and yield targets of the Company. The position also manages the staff to meet the Company's budget targets on an annual basis. In addition, the Area Sales Manager originates loans within their assigned territory. The position supervises a team of MLOs, and may supervise assigned Sales Managers. Responsible for the achievement of the financial goals and objectives of the department and the Company through the individual and collective efforts of the MLOs and Sales Managers, and management of channels. Hires, manages, and coaches the team in order to maintain full coverage within prospective regions. Provides ongoing sales training to the team to include product, service and sales skills. Monitors the team's mortgage pipelines, call volume, in-person customer meetings, rate locks, and closing volume on a daily basis to ensure all team members are meeting their respective call/contact quotas, new business goals, quality standards and closing budgets. Ensures the team is in compliance with all applicable federal and state law and regulations, all Company's policies and procedures, and all applicable investor guidelines. Ensures the team maintains proper licenses in the states they conduct business. Responsible for quality control over all mortgage loan submissions. Works with senior management to ensure all strategies are being employed that support maximum sales results. Manages the team's response to customer inquiries and resolution of customer complaints and problems. Monitors the team's relationships with new and current customers, as well as sources of business, including realtors, builders and attorneys. Sets and monitors monthly, as well as annual opportunity and sales goals for each MLO and Sales Manager. Reports and communicates performance and sales results to senior management. Develops a written marketing plan with each sales person in accordance with the Company's guidelines and goals. Facilitates delivery of mortgage products and services to prospective borrowers. Meets with Operations Manager to assure timely processing of loan applications, identify problem areas and initiate solutions. Ensures that MLOs and Sales Managers submit complete and accurate mortgage loan packages that provide all of the information needed to make an underwriting decision. Responsible for the origination of residential mortgage loans for an assigned territory. Performs other duties as assigned. Education, Certification, and License Requirements High school diploma or GED Associate's or Bachelor's degree preferred Individual state loan originator licenses necessary for specific states in which loans are originated Valid driver's license Experience Four (4) or more years of mortgage banking experience, with at least two (2) years of sales management experience of mortgage loan originators preferred Knowledge, Skills, and Abilities Ability to determine appropriate rate quote to customer and to determine maximum qualification amounts based on investor guidelines Understanding of product features based on investor guidelines Ability to apply investor guidelines to specific sales situations Ability to use discretion and judgment to recommend the most appropriate products to customers based on qualifications and needs identified by customer analysis Strong people management skills Ability to set goals and divide processes into timelines Good problem solving skills Proficient in Microsoft Office Suite and able to quickly gain proficiency in the Company's proprietary mortgage software products Strong written and oral communication skills Proficient at one-on-one contact and group presentations

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