Regional Sales Manager

Job Type
Full-time

Description

Position Summary

The Regional Sales Manager is responsible for leading, developing, and expanding HUNT Mortgage's sales operations throughout the Buffalo/Niagara and Rochester regions while maintaining an active personal mortgage origination business.

This is a producing management position requiring the individual to balance personal loan production with responsibility for regional sales performance, Mortgage Consultant development, recruiting, business growth, and relationship management.

A primary focus will be increasing HUNT Mortgage's market penetration and mortgage capture rate among HUNT Real Estate Sales Professionals while building a high-performing team committed to exceptional customer service, professionalism, and production growth.

The Regional Sales Manager will work closely with executive management, Mortgage Consultants, HUNT Real Estate leadership, and operational departments to achieve established business objectives.

Key Responsibilities

1. Regional Sales Leadership & Production Management

- Provide sales leadership and direction to Mortgage Consultants throughout the Buffalo/Niagara and Rochester regions.
- Establish and monitor individual and regional production goals consistent with company objectives.
- Review applications, written business, closed loan volume, pipeline activity, conversion rates, and overall sales performance.
- Conduct regular individual meetings with Mortgage Consultants to review production, business development activities, challenges, and opportunities.
- Develop strategies to improve productivity and performance among existing Mortgage Consultants.
- Identify underperforming areas and implement action plans to achieve improvement. Promote accountability, teamwork, professionalism, and a results-oriented sales culture.

2. Personal Mortgage Production

- Maintain an active Mortgage Loan Originator license and originate residential mortgage loans.
- Develop and maintain a personal referral network and mortgage production pipeline. Meet established individual production expectations while fulfilling regional management responsibilities.
- Provide borrowers with appropriate mortgage financing options and exceptional service. Maintain compliance with all applicable federal and state lending regulations and company policies.
- Serve as a positive example of effective business development, customer service, and professional conduct.

3. HUNT Real Estate Relationship Development

- Develop and maintain strong working relationships with HUNT Real Estate Regional Vice Presidents, Branch Directors, and Sales Professionals.
- Implement strategies to increase the percentage of HUNT Real Estate transactions financed through HUNT Mortgage.
- Work collaboratively with real estate leadership to identify opportunities for stronger mortgage engagement and improved capture rates.
- Encourage consistent Mortgage Consultant participation in branch meetings, sales activities, training programs, and real estate events.
- Promote HUNT Mortgage's financing programs, service capabilities, and value proposition.
- Address relationship challenges proactively and constructively.
- Foster a collaborative, One HUNT One Team culture throughout the assigned regions.

4. Recruiting, Training & Mortgage Consultant Development

- Identify, recruit, and assist with onboarding qualified Mortgage Consultants.
- Develop strategies to attract experienced originators and individuals with strong potential for success.
- Provide ongoing coaching, mentoring, and professional development.
- Assist new Mortgage Consultants in building referral relationships, developing business plans, and establishing productive sales habits.
- Identify training needs and coordinate educational opportunities related to products, guidelines, sales techniques, and business development.
- Support succession planning and the development of future sales leaders.
- Participate in performance evaluations and personnel recommendations.

5. Business Development & Regional Growth

- Develop and execute regional business plans designed to increase loan production, market share, and profitability.
- Identify opportunities to expand relationships with real estate professionals, builders, financial professionals, and other referral sources.
- Analyze regional market conditions, competitive activity, and emerging business opportunities.
- Promote company mortgage programs and identify opportunities for additional products.
- Collaborate with Marketing to develop effective regional campaigns, events, and sales initiatives.
- Recommend strategies to improve customer acquisition, referral conversion, and retention.

6. Operational Collaboration & Compliance

- Maintain productive working relationships with Processing, Underwriting, Closing, Secondary Marketing, and Compliance.
- Assist in resolving escalated loan issues and identifying appropriate solutions. Reinforce expectations for complete loan applications, accurate documentation, timely communication, and quality submissions.
- Promote adherence to company procedures, investor guidelines, and regulatory requirements.
- Identify operational obstacles affecting sales performance and collaborate on practical improvements.
- Ensure Mortgage Consultants conduct business ethically and in accordance with company policies.

Requirements

Required Qualifications

- Active Mortgage Loan Originator license, including authorization to originate mortgage loans in New York State, with required NMLS registration.
- Demonstrated success in residential mortgage loan origination.
- Strong knowledge of conventional, FHA, VA, USDA, and other residential mortgage products.
- Experience in mortgage sales leadership, coaching, or team development preferred. Strong understanding of mortgage underwriting guidelines, lending regulations, and loan origination procedures.
- Demonstrated ability to develop referral relationships and generate mortgage business.
- Excellent leadership, communication, organizational, and problem-solving skills. Ability to balance personal production with management responsibilities.
- Willingness to travel throughout the Buffalo/Niagara and Rochester regions.

Performance Expectations

Performance will be measured through:

- Achievement of regional mortgage production goals.
- Achievement of individual mortgage production expectations.
- Improvement in HUNT Real Estate mortgage capture rates.
- Mortgage Consultant productivity, development, and retention.
- Successful recruiting and onboarding of new Mortgage Consultants.
- Growth in referral relationships and market penetration.
- Pipeline management, loan quality, and customer satisfaction.
- Effective collaboration with HUNT Real Estate leadership and internal departments. Compliance with regulatory and company requirements.

Position Objective

The Regional Sales Manager is expected to be both a successful producing Mortgage Consultant and an effective sales leader who develops people, strengthens relationships, increases mortgage capture, and drives sustainable production growth throughout Buffalo/Niagara and Rochester.

Additional Compensation

Bonuses, Commissions

Salary Description
$50,000/year (Bonuses and Commissions)