Area Sales Manager

Job Title:
Area Sales Manager

Department:
Sales and Growth

Location:
Determined by Area

Responsible To:
Regional Manager

Overview:

Hire, train and direct the Sales Force in order to achieve the operation's new growth and production goals while operating within the company's specific policies and procedures.

ESSENTIAL DUTIES AND RESPONSIBILITIES
include the following. Other duties may be assigned.

Recruit and hire capable Partners.

1. Recruiting/Growth: Conduct personal self-sourced recruiting for your assigned area including individual Loan Officers, Teams, and Mergers/Acquisitions. Identify, develop and maintain relationships with Retail Recruiters for any other recruiting sources for current and future sales personnel needs.
2. Assisting with expansion to new cities and markets
3. Follow-UHM Growth Training Guidelines including acknowledgement of prohibitions (see UHM Team Leader/Branch Manager Manual exhibit)
4. Interview Partner Candidates personally and with Branch Managers
5. Drive growth through the Branch Managers including setting monthly goals in accordance with Growth Manager Recruiting Minimum Standards (15 prospecting calls weekly, 2 morning Coffee/Breakfast meetings weekly, 1 "meet and greet" networking meeting weekly), track and provide growth updates, communication and status updates with National Sales Management and weekly internal coaching program/"PCP" calls.
6. Setting up Round-Table sessions and logistics
7. Hiring: Ensure that the documented sales hiring process (UHM Pre-Hire to Transition) is utilized effectively and consistently when working with the National Sales Manager to present offer letters and employment agreements.

Loan Officer On-Boarding

1. Complete new LO Set-Up protocols and system registration with Management and IT.
2. Review license status, set up license transfer through Administration or prepare the new Partner for the licensing process. Set time-frames and expectations (30 days or less) and follow-through until completion.
3. Notify HR of special transition financial guidelines; maintain a date log for incentive periods.
4. Validate space, equipment and supplies prior to the start date.
5. Ensure all new Loan Officers and Branch Managers join a formal UHM Transition Training session within 30 days of hire.
6. Set up Loan Officer Compensation Structures by independent plan coaching, plan completion, forwarding updated plans initially and quarterly to Secondary, General and National Sales Managers
7. You are an ambassador of UHM and responsible for maintaining a positive work culture.

New Office Development/On-Boarding

1. At times, you will be required to assist the UHM Office On-Boarding Team in building a new branch in your market or an expansion market. Please refer to the Branch Manager's training guide for all requirements relevant to space requirements, lease negotiations, furniture & supply out-fitting, time-frames, etc.

Forecasting

1. Present Area production forecasts to the GAP Committee based on Branch "Break-Even/20% ROI" reports.
2. Forecasting includes both recruiting and production estimates.

Coaching and Training

1. Take ownership for the success of all new hires.
2. Ensure that a "Quick Start" is explicitly implemented for all initial sales training
3. Ensure all new Loan Officers, Team Leaders and Branch Managers join a formal UHM Transition Training session within 30 days of hire.
4. Ensure all Team Leaders/Branch Managers complete Post-Transition Training for 90 days after initial training, meeting with new Loan Officers weekly during their transition
5. Implement UHM Core Training with the Partner Success Tracker, through Branch Managers and for those branches under direct supervision. This process includes productive sales meetings at the Branch level and corporately directed conference calls focusing on skill development. Review call reports as a coaching tool, debrief in detail with Branch Managers and Team Members bi-weekly.
6. Determine the developmental level and objectives for each Manager and Loan Officer.
7. Develop new corrective action plans for each Loan Officer and Branch Manager utilizing directive and supportive coaching styles.
8. Maintain an effective field coaching process
9. Plan and commit to a schedule with each Loan Officer and Branch Manager based on tenured productivity and developmental level
10. Review Branch P & L statements if applicable and drive production based on 20% ROI goals
11. The Area Sales Manager is responsible for field training all Team Leaders and Branch Managers

Implement an effective and ongoing sales support program based on UHM LO Support protocols

1. All Team Leaders and Branch Managers report to the Area Sales Manager
2. Team Leaders and Branch Managers are the first wave of support for Loan Officers. In addition to a vast on-line reference library, Managers will work with Trainers, Transition Coordinators and General Sales Management to ensure Loan Officer Inquiries receive a quick response.
3. Utilize UHM Underwriting Efficiency Initiative
4. Utilize the Senior Leadership Team
5. Understand when a Loan Officer must complete research prior to forwarding a formal request for assistance
6. Complete Limited Scope Exception Pre-Approval first-reviews in the absence of a Team Leader or Branch Manager

Corporate Policies and Procedures

1. All Partners must be fully trained on the UHM Franchise Manual, Field Operations Guide/Training and Policy
2. All Partners must be fully trained and tested on PartnerNet with complete knowledge of search functionality, Critical Numbers, understanding of the UHM Organizational Chart, Code of Conduct, Committee Responsibilities including Leadership, Risk, IT Support, Investor Support and the Online Investor Library
3. Must maintain all Loan Officers are following UHM Minimum Origination Standards and 3/2 policies
4. Must ensure all Loan Officers are following regulatory rules including RESPA, TILA, Safe Act and Appraisal Anti-Coercion.
5. Responsible for managing Team Leaders, Branch Managers and Loan Officers ensuring attendance during corporate meetings and conference call sessions.
6. Each Area Sales Manager is responsible for monitoring Pipeline Management for the Area. This includes following all submission and date policies.
7. Maintaining strict privacy standards for the company and all Partners in the Area setting for Customers, Referral Sources and fellow Partners. Please consult all privacy and confidentiality policies available in PartnerNet.

Administration – Monitor and control administrative functions

1. Control administrative functions within the department to assure timeliness and accuracy of reports.
2. Work within the sales budget, communicate with the National Sales Manager of projections versus actual expenses
3. Maintain an accurate and complete file of knowledge on each competitor in the market.
4. Ensure the Branch follows the GBSB model for positive economic growth
5. Team Leaders and Branch Managers are responsible to track Loan Officer licensing yearly.

Personal Production

1. Producing Managers must follow all standards set forth for the origination staff, leading by example with all corporate initiatives, policies and procedures.

Corporate Support

1. Responsible for maintaining actions within the UHM Code of Conduct at all times
2. At times, a Team Leader/Branch Manager may act as a liaison to the Area Sales Manager, General Sales Manager, National Sales Manager and Operations Team

Skills/Qualifications

• Meeting Sales Goals
• Negotiation
• Motivation for Sales
• Sales Planning
• Building Relationships
• Coaching
• Managing Processes
• Market Knowledge
• Developing Budgets
• Staffing
• Strong Decision Making
• High Ethical Standards
• Professionalism
• Quality Focus
• Supervisory Responsibilities

EDUCATION & EXPERIENCE

• At least five years of loan origination experience
• At least two years of supervisory experience
• High School Diploma or GED

CERTIFICATES, LICENSES, & REGISTRATIONS

• Must have an active NMLS license in good standing

This is not necessarily an exhaustive list of all responsibilities, skills, duties, requirements, efforts or working conditions associated with this job. While this is intended to be an accurate reflection of the current job, management reserves the right to revise the job or to require that other or different tasks be performed.

This job description is subject to review and change. This is not a contract.

This employer participates in E-Verify. If hired, the employer will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S.

Union Home Mortgage Corp. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.