VP, Mortgage Lending Sales Manager

The VP, Mortgage Lending Sales Manager is responsible for the successful management of all aspects of Technology Credit Union’s (Tech CU’s) mortgage related sales efforts, including retail, wholesale, and other indirect lending origination channels, as well as management of a team of Mortgage Loan Originators (MLOs) in multiple geographic locations while meeting individual mortgage loan production goals and sales objectives.

The incumbent manages sales staff, establishes sales objectives and business plans for the department, analyzes sales statistics, and develops sales campaigns. In addition, the incumbent promotes the development of Tech CU’s retail, wholesale, and other indirect mortgage lending channels as a key strategy to grow its relevance as a mortgage and indirect lender among real estate professionals and the community.

Essential Duties

Retail Mortgage Lending

• Generates new mortgage business by building an ongoing mortgage referral network and developing relationships within the real estate community, including realtors, builders and developers.
• Develops and implements proactive business/referral contacts and attracts a new base of mortgage prospects.
• Mentors, monitors, and coaches sales staff to build referral network and meet sales goals.
• Maintains and manages individual mortgage loan pipeline and meets or exceeds loan production goals and sales objectives.
• Recruits, hires, develops, and retains qualified, high-performing mortgage origination staff.
• Provides leadership, guidance, training and support to a team of MLOs in different geographic markets.
• Develops and implements a business plan annually designed to facilitate the achievement of identified goals.
• Establishes sales goals for the mortgage origination team, consistent with the mortgage sales program.
• Assists the CLO with meeting mortgage loan origination goals and standards by contributing to strategic plan reviews, and implementing production, productivity, quality, and member service standards.
• Ensure compliance with all Investor requirements.,.
• Provides guidance in resolving complex or challenging loan transactions, assists with loan scenarios, re-structuring applications, evaluating loan documentation, investor guidelines and pricing, to achieve the best possible outcomes, while giving staff the opportunity to develop and contribute to the solution.
• Monitors the frequency and analyzes the causes for expenses and cure fees paid by Tech CU, resulting from errors and/or oversights, and takes the actions necessary, including but not limited to training, changes in processes and procedures, and disciplinary action, as needed.
• Works with the CLO and Marketing to develop marketing strategies, identify areas of opportunity, attend business development events, as needed, and providess new business and member relations by representing and promoting Tech CU at external functions while maintaining a positive and professional image.
• Works closely with the VP Mortgage Lending & Servicing to shape the strategy, processes, and available product mix of our real estate member journey.
• Demonstrates commitment to technology by working with the VP Mortgage Lending & Servicing to maximize the use of current technology platforms to provide the appropriate delivery and efficiency needed for the mortgage origination team, mortgage operations, and members.
• Conducts annual performance reviews for direct reports.
• Provides an exceptional member experience.

Third Party Originations

• Works with the Director Strategic Mortgage Products to develop and implement an annual strategic business plan to define success of the wholesale mortgage program in alignment with over-arching Tech CU goals and creates a roadmap to achieve it.
• Oversees and develops Tech CU’s wholesale and correspondent lending channels as well as assisting Strategic Lending on third party origination relationships.
• Supports the Director of Strategic Mortgage Products to cultivate and manage relationships with brokers or third-party originators to promote Tech CU mortgage products and increase the volume of applications originated through the wholesale/indirect channel.
• Maximizes Tech CU visibility in the real estate marketplace through membership in relevant trade associations, as well as through participation in events that provide the forum to present Tech CU solutions and promote its personnel as subject matter experts.
• Represents Tech CU at trade association meetings promoting the organization’s mortgage loan products.
• Supports the Director of Strategic Mortgage Products in making site visits and regular connections with mortgage brokers to develop and cultivate strong business relationships.
• Supports the Direct of Strategic Mortgage Products in performing due diligence on new brokers for consideration of program approval.
• Delivers presentations and educational seminars as appropriate to raise market awareness of Tech CU solutions and its brand.

Supervisory Functions

• Establishes scope of authority, schedule and responsibility for direct reports.
• Engages with direct reports and peers to align goals with organizational goals and objectives, establish performance metrics, provide feedback and develop talent.
• Manages and monitors budget to maximize operating efficiencies.
• Reviews and responds to issues identified in audit and regulatory reports.
• Supports established policy and procedures, recommending changes as needed.
• Effectively manages a hybrid workforce (onsite and remote) through strong communication, collaboration and engagement practices.

Work Schedule

• Full-time; typically 40+ hours/week
• Flexible within core business hours, Pacific Time, M-F
• Occasional extended early morning or late evening hours, and weekends, typically with advance notice

Workplace Essentials

• Supports Tech CU’s Mission and Vision and consistently demonstrates Tech CU’s Values (Accelerate, Collaborate, Innovate and Cultivate).
• Meets with manager on a regular basis to discuss goal alignment, performance metrics, and development plans.
• Complies with Tech CU policies and procedures.
• Upholds employee Code of Conduct and Business Ethics and ensures confidentiality of the workplace.
• Complies with requirements imposed by federal, state and local regulatory agencies.
• Adheres to internal control and security measures designed to ensure regulatory compliance and mitigate losses and errors.

Education: Bachelor’s Degree in Business, or related field (or equivalent experience).

Experience: 10+ years’ increasing experience in related disciplines, including sales program development, sales management and mortgage/ lending in a credit union or other financial institution environment.

Knowledge/Skills/Abilities:

• In-depth knowledge of residential real estate and mortgage originations, especially with Federal Home Loan Mortgage Association (FHLMC or Freddie Mac) and Federal National Mortgage Association (FNMA or Fannie Mae) underwriting guidelines.
• Strong sales management and sales program development competencies.
• Strong analytical ability and mindset to make data driven recommendations and decisions.
• Thorough knowledge of sales and lending operations.
• Excellent written and verbal communication and presentation skills
• Commitment to make excellence a habit.
• Initiative, self-motivation, and drive to achieve sales objectives.
• Solid Microsoft Office and keyboarding skills
• Ability to work independently, utilizing tools to find information
• Highly adaptive and open to changes as the organization grows and its needs evolve.

Licensing/Certifications: Upon employment, must enroll and maintain registration with Nationwide Multistate Licensing System (NMLS) under Tech CU’s company registration.

Travel: Will be required to travel to Tech CU locations, attend offsite training, meetings or events, typically with advance notice. Occasional overnight travel, typically with advance notice.

Typical Working Conditions: Office environment with interaction with a variety of internal and external parties. May work remotely as determined by business need and individual performance.

Equipment Used: Routinely uses standard office equipment, including computer, phone, copier and other devices.

Physical Requirements:

• Speaking and listening to interact with internal and external parties in person or via phone.
• Reading a computer screen and performing keyboarding tasks for up to 70% of the day.
• Sitting at desk and/or conference table for extended periods of time.
• Mobility to attend meetings within office building and offsite.

EQUAL EMPLOYMENT OPPORTUNITY

Technology Credit Union is an Equal Opportunity Employer. All qualified employees and applicants receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetic information, age, disability, veteran status or any other legally protected basis. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

This is a grade 109 position, with a salary range from $146,400 to $219,600 with bonus potential of 20%. The anticipated range for new hires is between the low-end and midpoint of the range, depending on experience. Tech CU is a pay-for performance organization that benchmarks base pay to the 50^th percentile of our market and we provide incentive-based compensation aligned with successful accomplishment of individual and corporate goals. The salary mentioned above is based on working in San Jose, CA. Salaries are based on the geographic location in which you live if working remotely.

Additionally, Tech CU provides health care benefits, life and disability insurance, 12 paid holidays and 401k with a company match; along with employee paid voluntary benefits. 7.08 Paid Time Off (PTO) hours accrue per bi-weekly paycheck (23 days per year) and will increase with length of service. Eight hours of Voluntary Time Off (VTO) are granted to full time employees annually to dedicate time to charitable organizations. Leaves of absences are available in adherence with state and federal regulations.