Mortgage Banking District Manager I

M&I Coporation financial services company, which focuses upon developing long-term customer relationships, involvement in local community, and high quality service with a strong customer service focus.

We are currently looking for a Mortgage Banking Dicstrict Manager for our Central States region. Hours are M-F to vary.

PRIMARY FUNCTION:
Following bank policy and guidelines, provide overall direction and risk decisions for the mortgage origination in the district. Responsible for independent for mortgage production sales and real estate calling program. Recruitment and development of mortgage originators.

SPECIFIC DUTIES:
Sales - 50%
- Develops, implements, communicates and monitors the bank's mortgage sales plan, supporting the defined corporate retail strategies to meet established goals.
- Assigns and monitors individual sales goals which result in the achievement of the bank and individual branch sales plan.
- Conducts sales and service meetings as required which include sales strategies, recognition, coaching feedback and status updates on achieving individual & bank performance plans.
- Displays strong negotiation skills and good business judgement when waiving fees, granting pricing concessions or granting mortgage underwriting exceptions.
- Utilizes the weekly and monthly mortgage sales reports to effectively manage the sales process, including the tracking of new applications, pipeline & loan closings.
- Actively participates in sales meetings held at individual branches.

Coaching – 25%
- Assist Mortgage Sales Regional Manager in product development and communicating needs of field originators to senior management.
- Has the ability to effectively select, hire, motivate, and develop individuals who will excel and advance within the corporation.
- Coaches mortgage lending personnel in the establishment of individuals sales plans and performance objectives and clearly communicates and reinforces expectations.
- Implements, monitors, and provides daily feedback to mortgage lending personnel on their ability to successfully execute the steps to successful sales and customer service: Prospecting, Interviewing, Presentation, Overcoming Objections, Implementation, Retention and Referrals.
- Leads by example and clearly demonstrates the positive behaviors need to be successful.
- Focuses primary coaching efforts with the top performers to encourage continued success and to recognize the efforts being put forth by those individuals.
- Effectively manages the non-performers in sales to include: review of sales goals and expectations, placing on performance probation, and termination when appropriate.

Profit and Loss - 5%
- Successfully manages the growth of non-interest income which includes target yields for secondary market fixed rate mortgage loans and all applicable processing & doc fees.
- Monitors and manages controllable expenses including salaries, incentives, and other compensation. Also includes fee waivers, service charges, and controllable operating expenses.


Balance Sheet/Audit - 5%
- Implements and manages strategies which attain loan growth goals for the bank.
- Exercises executive and administrative control over the mortgage functions of the bank, including implementation of policies and explanation of company programs, procedures, and objectives.
- Maintains prescribed security controls to protect the bank against criminal and fraudulent operations and unnecessary risk or exposure.
- Adheres to documentation and compliance of policies and procedures.

Retail Training - 5%
- Ensures all appropriate mortgage lending personnel participate in identified retail training programs on a timely basis.
- Attends and participates in all retail training programs which directly impact the growth of identified core products, and incorporates the information from those programs into their daily coaching practices.
- Maintains a high level of financial knowledge by participating in or conducting in-house and external training.
- Trains and manages by example. Effectively teaches employees by "showing," not just by "telling".

Customer Service - 5%
- Ensures that customer services are provided, providing customers with information, and resolving routine bank problems for customers in a timely manner.
- Provides feedback to the appropriate individuals on client concerns, product features, pricing, and new product development.
- Responsible for ensuring that all steps are implemented and adhered to regarding quality customer service as measured by the identified corporate customer satisfaction survey/shop program.
- Ensures mortgage lending personnel provide quality, personalized service in an efficient manner which guarantees customer satisfaction/retention in order to meet established corporate goals.
- Requires customer profile forms be completed, and inspects them on a regular basis to ensure that the quality standards are met.
- Follows up on customer dissatisfaction issues on a timely basis and provides immediate feedback to appropriate bank personnel.

Other - 5%
- Performs all other reasonable related business duties as required.
- Establishes a strong partnership with other bank personnel and communicates regularly with those individuals regarding attainment of goals.
- Demonstrates strong leadership, presentation, and problem-solving skills.
- Meets regularly with Market Mangers and Branch Mangers to review attainment of sales goals, personnel issues, marketing initiatives and updates to the sales process.
- Communicates areas of concern to Market Managers and Branch Managers regarding all performance and compliance related issues.
- Conducts periodic written employee evaluations and assessments.
- Understands and is able to communicate profitability issues to employees.
- Promotes all lines of business offered at M&I
- Holds employees accountable for job performance.

Required Contacts with Branch Managers:
- Daily phone contact with each Mortgage Lender for updates on overall sales and operations.
- Weekly phone contact with each Market/Branch Manager for updates on overall sales and operational issues.
- Weekly, formal coaching sessions by phone with each Mortgage Lender to review individual sales goals, proposals for improvement, and implementation of sales strategies.
- Monthly, in-person meetings with each Mortgage Lender in which the bank & individual sales plan is reviewed and additional strategies are identified.
- Monthly meeting with all Mortgage Lenders in which sales results are reviewed, team members recognized and quality customer service issues are discussed.
REQUIREMENTS
KNOWLEDGE AND EXPERIENCE REQUIRED:
1. Excellent sales, interpersonal and communication skills.
2. Strong sales orientation with proven track record in real estate sales.
3. 3-5 yrs experience in mortgage loans, including underwriting, loan processing guidelines, financial calculations/analysis and procedures.
4. Advanced knowledge of the real estate/financial industry and the products/services.
5. Ability to work independently.
6. Bachelor’s degree or equivalent experience preferred.
7. Good computer skills.
8. Weekend and evening hours required.

PERFORMANCE MEASUREMENT:
- Achieves annual mortgage origination goal as determined by sales manager.
- Meets minimum sales call goals as determined by sales manager.
- Meets sales goals for other retail banking products and services.
- Meets qualified referral goals.
- Minimizes pricing exceptions.
- Adherence to documentation and compliance policies and procedures.
- Meets guidelines for lender analysis as set forth by lender scorecards.
- Maintains a high profile in branch assigns as a sales leader and mentor to branch personnel.


M&I Corporation offers a competitive salary and benefits package. For additional information about M&I Corporation, please refer to our Website at www.micorp.com.

Please apply on-line at www.micorp.com or click on apply now button.

EEOE M/F/D/V This company is an equal-opportunity employer.