Overview:
The Mortgage Market Leader reports to the Director of Residential Lending and is responsible for maximizing mortgage lending production in the assigned area. Primary sales focus should be growing mortgage market share, the establishment of new customers for the bank, cross-sell, pipeline management, recruiting, compliance, training, and the development of aligned direct reports.
Mortgage Market Leader (MML) is to maintain a minimum headcount of 3-5 MBs and is expected to produce and contribute to the overall production of the area.
Principal Duties & Responsibilities:
Effective management of residential lending production for a team of Mortgage Bankers ( MBs ) and Loan Production Assistants (LPAs) , while maximizing mortgage and MBs production, and business development efforts in accordance with CNB core values.
Grows, retains and cultivates a diverse, inclusive and effective sales team to cover the geography of the market or assigned area.
Oversees the business integrity of the market or assigned area.
Manages and coordinates the activities of mortgage loan officers engaged in promoting and providing products and/or services.
Drives productivity through sales initiatives and market strategies.
Develop proactive sales plans to maximize the growth and retention of all real estate product and service customers.
Manage sales process, procedures and activities for the MBs to ensure an exceptional client experience is provided to all existing and potential customers. (Monitor, coach and Manage towards a best-in-class client experience.)
Implement any and all policy changes in the assigned area.
Analyze and recommend resources and staffing changes, evaluate, and assess direct reports, and promote initiatives to support the professional development of the team.
Identify qualified MBs candidates and maintain a recruitment pipeline to minimize extended sales position vacancies.
Responsible for the oversight and management of pipeline, upfront loan process and any procedures set regarding quality file submission.
Responsible for meeting any production budget goals assigned to the market.
Manage to ensure minimum production standards are met by all direct reports. ( Comply and execute on any performance improvement plan or corrective action plan when necessary.)
Responsible for continuing education of MBs and rolling out any new strategic initiatives for the Bank and/or Residential line of business.
Manage the capabilities of the MBs and sales systems to ensure maximum cross-sell efforts are in place in a continued effort to create complete customer relationships.
Partner Relations: Maximizes market opportunity by collaborating with internal and external business partners to establish long- and short-term sales strategies. Establish collaborative partnerships with other lines of business, including Retail, Wealth, and Commercial where applicable.
Respond timely and appropriately to escalations and issues that may arise.
Promote and nurture a collaborative and inclusive work environment that increases employee engagement and enables us to show and -develop the best we each have to offer.
Maintains comprehensive knowledge of mortgage banking markets, products, pricing, laws, compliance and regulations, practices, competitors, technology, and current industry issues.
Managing Risk - Assessing and effectively managing all of the risks associated with their business objectives and activities to ensure they adhere to and support CNB Risk Management Framework.
Ensures compliance with appropriate bank policies and regulatory guidelines, including Fair Lending.
Ensures all required compliance training is completed on time by direct reports.
Meets the requirements of the S.A.F.E. Act and expected to follow procedures including notifying Human Resources of any changes in current status.
Effective Communications: Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
Strategic Sales Planning: Knowledge of sales principles, processes, techniques and tools; ability to develop sales plans that are future-oriented, support business strategy and reflect understanding of emerging, as well as existing, opportunities and markets.
Mortgage Products: Knowledge of and ability to utilize residential mortgage instruments and apply them to specific situations.
Sales Tasks And Activities: Knowledge of and the ability to sell an organization's products and services.
Selling: Applies knowledge of banking products and services to meet customer needs and enable them to achieve their financial goals. Identifies prospecting approaches to identify potential customers and create opportunities to sell financial solutions and ideas to customers
Customer Experience Management: Implements the strategies and techniques used to ensure that customers have a positive experience with the organization and its products and services at every touch point.
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