Residential Lending Sales Manager

First American Bank was founded in Chicago, and over the years has expanded throughout Wisconsin and Florida. As the largest privately held bank in Illinois, we now have over 60 locations and assets of $5+ billion. We are a community bank at heart with international expertise, traditional values, and a forward-looking philosophy. Our employees have the experience and vision to meet the needs of savers, borrowers, and businesses in the 21st century. First American Bank can offer employees a level of visibility, career growth, and stability that is difficult to find in many larger corporations.

The Residential Lending Sales Manager is responsible for leading and driving the performance of the residential lending sales team to achieve individual and collective sales goals. This role encompasses the development and execution of sales strategies to grow residential loan production, ensuring regulatory compliance, and cultivating strong relationships with clients and referral sources. Additionally, this position oversees a team of outside Mortgage Loan Officers, a reverse mortgage origination team, and an indirect auto lending channel.

DUTIES AND RESPONSIBILITIES:

Team Leadership

Directly oversee and manage a multi-faceted lending team comprised of outside Mortgage Loan Officers, a Reverse Mortgage Origination team, and an Indirect Auto Lending channel, ensuring alignment across all three areas in support of broader sales and organizational objectives.
• Coordinate and prioritize daily assignments across all reporting teams, monitoring productivity, work quality, and adherence to company policies and performance standards.
• Compose and deliver timely, constructive performance evaluations for all direct reports, holding team members accountable to established expectations.
• Lead all aspects of the employee lifecycle within the team, including hiring, onboarding, training, staff development, timecard approval, and scheduling.
• Provide direct assistance with daily workload coverage as needed and facilitate cross-training initiatives to ensure adequate staffing and operational continuity across all teams and shifts.
• Establish sales goals and performance metrics for each team and channel, regularly monitoring progress and adjusting strategies to maintain momentum toward targets.
• Conduct regular one-on-one meetings and team training sessions to continuously enhance skills, product knowledge, and sales effectiveness across all reporting areas.

Sales Strategy Development

• Develop and implement effective sales strategies to increase residential loan production and market share.
• Analyze market trends, competitor offerings, and customers' needs to identify and capitalize on new business opportunities.
• Collaborate with the marketing team to develop promotional materials and campaigns that support residential loan product growth.

Client Relationship Management

• Build and maintain strong relationships with real estate agents, builders, and other referral sources to drive consistent loan volume.
• Deliver exceptional customer service by ensuring a seamless, efficient loan application and approval experience.
• Respond to client inquiries and resolve issues related to loan products and services in a timely and professional manner.

Compliance and Risk Management

• Ensure all sales activities comply with applicable federal and state regulations, as well as internal bank policies and procedures.
• Monitor and manage risks associated with residential lending, including credit risk assessment and mitigation strategies.

Performance Reporting

• Track and report on key sales performance metrics, providing actionable insights and recommendations to drive continuous improvement.
• Prepare and present regular performance and market condition reports to senior management.

Product Knowledge

• Stay current on industry trends, emerging loan products, and regulatory changes affecting the residential lending landscape.
• Educate the sales team and clients on available residential loan options, product features, and benefits.
• Undertake additional assignments and projects as designated by management.

QUALIFICATIONS:

• High school diploma or equivalent required.
• Bachelor's degree in Finance, Marketing, Business Administration, or a related field is highly preferred.
• This position requires the individual to take loan applications and close loans.
• Registration and ongoing maintenance of registration with the Nationwide Mortgage Licensing System & Registry (NMLS) may be required.
• Minimum of five (5) years of experience in residential lending, with a demonstrated track record of success in sales management.
• Strong knowledge of mortgage products, underwriting processes, and regulatory compliance requirements.
• Must be professional, comfortable speaking with external and internal contacts with a demonstrated ability to tailor the message appropriately to the audience and situation effectively.
• Demonstrated ability to convey thoughts and ideas effectively and succinctly via written formats, including emails, letters, and electronic platforms.
• Maintain professional standards relating to spelling and grammar.
• Maintain credibility through professional demeanor, appearance, and presence by modeling standards appropriate to our environment and industry.
• Maintain good working relationships with internal partners by exhibiting exemplary interpersonal skills, adopting a constructive, solutions-focused approach.
• Use sound professional judgment to balance the interests of the organization and customer, understanding and using available resources to mitigate risks.
• Demonstrated cold-calling and business development ability, with an assertive, positive, and persistent approach to driving results.
• Ability to analyze data, establish meaningful goals, and consistently execute against them.
• Proficient in loan origination systems and mortgage origination software.
• Proficient in CRM systems used to manage client relationships and pipeline activity.
• Proficient in Microsoft 365 products and applications, including the ability to prepare and review documents, reports, and procedures effectively.
• Demonstrated ability to learn new systems and applications, and to adapt workflows in response to system upgrades or process changes.
• Periodic travel is required to attend in-person meetings and fulfill onsite responsibilities. Occasional travel outside of Illinois to visit sales teams may be required.
• Typical schedule is Monday through Friday, 8:00 a.m. - 5:00 p.m. Additional hours may be required based on business need.