Regional Sales Manager

Responsible for branch pipeline management, onboarding and training of branch loan originators, loan openers and loan processors. Spread the company culture and vision through constant communication with operations and branches within ABSM.

Duties and responsibilities

• Hold weekly calls with the branch manager and processor in a set format defined by management to review pipeline for timeliness, for all loans to be within benchmark at each milestone, lock expiration, estimated closing date, loan disclosures and re-disclosures, loan conditions, etc.
• Works with entire fulfillment team, including loan openers, processors, and underwriters, to manage the pipeline to ensure we meet the COE date, for loans to close within 30 business days and escalate issues to operations management when needed.
• Reviews/validates file with loan processor and MLO’s for completeness and to ensure quality and eligibility of submission.
• Supports sales team by training and reviewing product and pricing.
• Supports sales team to resolve or escalate file level issues to Operations Manager and Production Manager if needed.
• Reviews rush request and escalates to Operations Manager and Production Manager if necessary.
• Communicate training needs as needed to the management team.
• Review and track monthly prospects, applications, locks, closings, and funding projections for the branch.
• Review Branch Scorecard report for file start date and files not yet triggered as application.
• Review loans that are in processing that are not yet submitted to underwriting for conditional approval and final approval.
• Review files that are suspended by underwriting for training opportunity between ops and sales.
• Review pipeline of loans for pre-funding QC factors to build in required additional training in process and meet expected closing date.
• Meet with LO/Branch Managers to review pipeline as needed.
• Ensure loan originators are following company operational and compliance policies as determined by operations management, including clearing Mavents, use of checklist, etc.
• Coordinate with management monthly meeting for Loan Originators, Branch Manager, processor and openers to review policy changes/updates.
• Assist new LO's with Encompass questions and DU/LP finding.
• Monitor loans that need lock extension via the lock desk for locks that are expiring.
• Create training videos and maintain MLO, processor and opener manuals.
• Provides input to the development of product strategy and research and development of new and emerging products.
• Trains and ensures all assigned branch employees are aware of and comply with company, government, and customer policies, procedures, and regulations.

• Demonstrate advanced product knowledge of FHA, VA, Conventional and other loan programs such as Home Equity Lines of Credit, 2nd Mortgages, Home Improvement, down payment assistance and bond programs, reverse mortgages, and non-QM products.
• Demonstrate working knowledge of federal and state guidelines, rules and regulations such as RESPA, TILA, HMDA, TRID etc.
• Advanced ability to analyze complex tax returns and accurately calculate income for all types of borrowers.
• Ability to maintain a high level of professionalism, customer service, and communication with all parties involved in the loan cycle.
• Proficient with Encompass, or other paperless mortgage loan origination systems.
• Understanding of all compliance regulations and investor guidelines.
• Strong PC Skills. Must be proficient in MS Windows, Excel, Outlook and Work. Intermediate Excel skills a plus.
• Has knowledge of commonly used terminology, concepts and practices and procedures within the mortgage industry.
• Ability to meet time deadlines while working under pressure.
• Ability to effectively handle simultaneous tasks and projects in a fast paced environment.
• Able to effectively and efficiently work independently or as a member of a team.
• Strong business writing and math skills.
• Ability to effectively analyze loan account related problems and define and create solutions.
• Must be able to work a flexible schedule that may include some evening and weekend hours
• Oral and Written Communication Skills
• Reading Skills
• Customer Service
• Math Aptitude
• Budgeting
• Organization, Planning, and Time Management
• Computer Literacy – Microsoft Office, Excel
• High School Diploma or Equivalent.
• NMLS license is a plus

Working conditions

This job may require frequent sitting or standing for long periods of time, and traveling. This job profile is not intended to be an all-inclusive list of job duties and responsibilities, as one may perform additional related duties as assigned in order to meet the needs of the organization.

Physical requirements

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Must be able to lift up to ten pounds. Primary functions require sufficient physical ability and mobility to work in an office setting; to stand or sit for prolonged periods of time; to occasionally stoop, bend, kneel, crouch, reach, and twist; to lift, carry, push, and/or pull light to moderate amounts of weight; to operate office equipment requiring repetitive hand movement and fine coordination including use of a keyboard; and to verbally communicate to exchange information.

VISION: See in the normal visual range with or without correction.

HEARING: Hear in the normal audio range with or without correction.