The Senior Lending Manager is responsible for executing the mortgage sales business within a defined geographic area. This manager is responsible for a market volume in excess of $250 million; approximately 40 Financial Centers; and has direct management of 12 - 15 home lending specialists. This position is responsible for managing the sales team which drives community based loans as well as complex/high net worth individual loans to drive results while maximizing customer satisfaction to meet the needs of the clients. Position Responsibilities: Sales Management: Delivers upon the bank goal for mortgages with the assigned geographic area. Focus on the consistent deployment of all management routines that drive performance, including LMS usage (contacts, appointments, conversion rates) and outbound calling by encouraging and rewarding daily participation. Establish and maintain key relationships and business contacts within the community and targeted industry segments to create opportunities for growth. Go outside to key referral relationships (Reators, CPA's, Builders, etc.) to drive mortgage business into the bank. Coach / mentor all home lending specialists to ensure they achieve their individual performance plan (ensure they all have). Spends majority of time in the field with sales team and bank branch personnel. Conducts frequent sales meetings for team. Prioritize, manage and communicate promotional campaigns and product initiatives. Utilizing analytical information provided and real time experience in the area, analyze trends in both local/niche market and customer profiles to identify potential sales opportunities. Maximize the profit contribution from retail originations Works in partnership with the branch business to execute delivery of mortgage products Works in partnership with the other business segments in executing cross-sell opportunities Maintains strategic focus on CRA eligible loans utilizing Community BDO in assigned area Accountable for attaining origination, revenue, recruiting/attrition, compliance and profitability goals set by the National Mortgage Sales Director. Establishes and implements marketing strategies for the designated geography. Identify appropriate local business industry conferences and events for staff members to attend, prepare business justification, organize and present when appropriate. Serves as mortgage expert for all branch and field personnel in assigned area. Operations: Manage all possible related operations subject to volume/expense/regulatory/compliance issues by originating high quality mortgage loans for resale in secondary markets and portfolio. Liaison for escalated issues both from an operations and customer service standpoint People Management: Identify and develop existing staff to build bench strength. Responsible for hiring home lending specialists in assigned area. Responsible for the execution of the performance management process of the area sales team. No Relocation Available The information listed within this description summary is intended to indicate the general nature and level of work. It is not designed to contain or be interpreted as a comprehensive account of all the responsibilities, and/or minimum qualifications required of an employee assigned to this position. Education: High school diploma/GED required; Undergraduate degree in Business, or equivalent experience strongly preferred; MBA a plus. Working knowledge of branch based business.Qualifications Proven experience in leading, managing, motivating and retaining a Retail Mortgage sales force 5 -10 years of management experience with proven experience in growing Retail Mortgage business in different economic cycles and achieving sales targets. Proven ability to source new business from exernal Centers of Influence, i.e., Reators, CPA's, Builders, etc. Expert on product knowledge Expert knowledge of the US mortgage industry and competitive environment - or ability to learn quickly. Proven ability to identify key customer needs and to develop programs, processes or products that meet those needs. Strong negotiator and solid influence management skills. Team player with demonstrated ability to work with all levels of internal and external management. Good communication and presentation skills.Strong analytical, planning and organizational skills with the ability to multi task and prioritize effectively. Maintains high standards of product, service and process quality; manages the business with attention to detail and data integrity; possesses good follow-up skills and manages projects to agreed upon timelines. Process orientated, results driven. Ability to lead and manage a diverse sales force, using multiple channels with a diverse client population. This position requires the employee to register as a mortgage loan originator with the Nationwide Mortgage Licensing System and Registry ("Registry") and obtain a unique identifier from the Registry before engaging in mortgage loan originator activities, to maintain and renew that registration on an annual basis, to update registration information with the Registry on a timely basis, and to provide that unique identifier to consumers as required by applicable SAFE Act regulations and Citi policies and procedures.
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