Mortgage Area Sales Manager
Key Mortgage Services · Schaumburg
About Key Mortgage Services
When you show your people some love, good things happen. As an independent, family-owned business, Key Mortgage feels like a big family because that’s exactly what we are. Our secret is we invest in our people, and they keep getting better — so our company does, too. Support starts on day one, so you can focus on what’s most important — delivering the highest quality home financing services to our customers. At Key Mortgage, we’ve got your back.
Job Summary
The Area Sales Manager (ASM) is a production leader responsible for developing retail Loan Officers and driving measurable growth in production, partnerships, and performance within Key Mortgage and Baird & Warner offices. The ASM is accountable for the performance, development, and professionalism of the Loan Officers within their region while strengthening One Company alignment with Baird & Warner. The goal is growth of people, production, and partnerships.
Core Responsibilities
Retention & Engagement
Retain and develop a high-performing, engaged retail Loan Officer team.
- Drive Loan Officer performance through consistent coaching, accountability, and clear production and quality expectations
- Execute a standardized, company-wide operating rhythm, including weekly pipeline reviews, bi-weekly one-on-ones, and quarterly business reviews (QBRs) for all assigned Loan Officers.
- Utilize a standardized coaching framework and scorecard to ensure uniform performance management across all regions.
- Conduct weekly shadowing or joint sales calls with Loan Officers to provide real-time feedback and model best practices.
- Identify and address performance gaps or disengagement early to maintain momentum
- Reinforce disciplined execution across pipeline management, agent engagement, and professional standards
- Maintain strong alignment with Managing Brokers to ensure service quality and team integration
Recruitment
Attract and onboard Loan Officers who align with Key Mortgage’s performance and culture.
- Actively identify and engage high-quality recruiting opportunities within the market
- Leverage relationships with Managing Brokers and industry networks to build a consistent talent pipeline
- Participate in and support the interview, selection, and onboarding process
- Ensure new hires are positioned for success through clear expectations, coaching, and integration into offices
Growth & Productivity
Drive measurable increases in production, partnerships, and performance.
- Establish and manage production expectations, business plans, and performance metrics across the team
- Audit individual Loan Officer business plans quarterly, ensuring their daily prospecting activities align with their volume and unit targets.
- Monitor pipeline, conversion, and capture to drive measurable improvement
- Coach Loan Officers on relationship development, sales strategy, and competitive positioning
- Ensure 100% adoption of company-provided CRM, marketing platforms, and sales technology among the Loan Officer team.
- Expand office-level performance, partnerships, and overall market share through partnering with branch managers and developing relationships with top brokers.
- Identify bottom-quartile producers and implement 30-60-90 day performance improvement plans with strict, measurable activity requirements.
Customer Experience & Quality
- Actively monitor Net Promoter Score (NPS) and customer feedback for the region, identifying trends and implementing corrective coaching for any Loan Officers falling below company benchmarks.
- Enforce company-defined Service Level Agreements (SLAs) regarding communication and response times with borrowers, agents, and internal operations staff.
- Intervene and act as an escalation point for complex customer or agent issues, ensuring rapid resolution and preserving the client relationship.
- Partner closely with Operations (processing/underwriting) to review regional quality metrics, including file submission completeness, pull-through rates, and conditions per file.
- Hold Loan Officers accountable to Key Express usage and scorecard metrics, ensuring files are submitted cleanly to reduce operational drag.
- Provide targeted training for Loan Officers who consistently exhibit high error rates or slow submission-to-close timelines.
Capture Rate & Partnerships
- Lead joint monthly business planning sessions with Baird & Warner Managing Brokers to review specific capture rate data, identify lost opportunities, and map out agent-engagement strategies.
- Present capture rate progress, market updates, and mortgage strategies at weekly/monthly real estate office sales meetings to increase visibility.
- Identify 'low-adoption' real estate agents within assigned offices and partner with Loan Officers to build targeted relationship-building campaigns to win their business.
Success Measure
- Build, retain, and grow a high-performing team that delivers consistent production and strengthens the One Company strategy
Requirements
Experience & Background
- Prior Origination Track Record: Minimum of 5+ years of success as a top-producing retail Loan Officer or Sales Manager. This foundational experience is critical for establishing credibility and deep subject matter expertise among the sales team.
- Leadership & Recruitment: 3+ years of documented experience managing or mentoring loan officers, demonstrating a proven ability to actively recruit, seamlessly onboard, and retain high-performing talent in a competitive market.
- Real Estate Partnership Expertise: A strong history of working alongside real estate leadership (such as Managing Brokers and top-tier agents) to successfully drive joint venture production and meet aggressive branch capture goals (e.g., 30%+ capture rate target).
- Minimum years in a production leadership or coaching role
- Track record managing/developing a team of retail Loan Officers
- Prior production history
Technical Mastery & Sales Orientation
- Purchase Process & Deal Structuring: Comprehensive mastery of purchase mortgage workflows, changing industry guidelines, and complex deal structuring.
- Sales Execution & Technology: A dynamic, highly sales-oriented leader capable of leading by example. Must be comfortable conducting joint sales calls, shadowing field agents, and driving 100% adoption of organizational sales technology, CRM systems, and automated marketing platforms.
- Operational & Quality Standard Enforcement: Thorough understanding of processing and underwriting timelines. Must enforce SLAs firmly, manage file submission quality strictly (e.g., maximizing Key Express utilization), and continuously work to minimize conditions per file.
Benefits
- Medical
- Dental
- 401k
- PTO
- VTO
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