Overview
Mortgage Sales Manager Job Description
The Mortgage Sales Manager is responsible for leading, developing, and growing a high-performing mortgage team while personally originating residential mortgage loans. This role combines production leadership, strategic growth, talent development, and operational excellence to ensure the team meets or exceeds monthly volume and profitability goals. The ideal candidate is an experienced mortgage professional with strong sales, leadership, and compliance skills who can balance personal production with team oversight.
The Mortgage Sales Manager is an exempt position and reports to Senior Manager, Mortgage Loan Production.
About UFCU
Our Credit Union was founded in 1936 and has grown to serve members throughout Texas and beyond. At UFCU, we are more than just a financial institution, and our people are more than just employees. We are dedicated to our purpose of
empowering our Members to achieve financial success and build brighter futures .
In Pursuit Of Our Aspiration That UFCU Is Loved By Millions Of Members And Built To Thrive For Generations, We Are Guided By Our Values
Purposefully Member-Obsessed
We are driven by a profound sense of empathy to deeply understand our Members’ needs and preferences, what brighter futures means to them, and the obstacles in their way. We act in our Members’ best interests, forever seeking to empower their financial success.
Possibilities Reimagined
We are inspired to courageously experiment, learn, and iterate in pursuit of positive impact for our Members, UFCU, and coworkers. We challenge assumptions, embrace diverse perspectives, and make use of data and insights.
Performance Excellence Rooted in Unwavering Integrity
We do the right thing, always. We champion teamwork, accountability, continuous improvement, and celebrate successful outcomes of others, fostering an inclusive environment of excellence and collaboration.
Essential Functions Branch Leadership & Management
Lead, manage, and mentor a team of Loan Officers.
Drive a strong, service-oriented culture focused on communication, accountability, and results.
Oversee daily team operations to ensure efficiency, accuracy, and alignment with company policies.
Build a healthy, collaborative team environment that attracts and retains top talent.
Conduct regular team meetings, pipeline reviews, and one-on-one coaching sessions.
Business Development & Growth
Develop and execute a team growth strategy focused on increasing market share and brand visibility.
Build relationships with realtors, builders, financial professionals, and community partners to generate referral business.
Collaborate with UFCU lending including the retail branches, consumer lending and business banking to increase member cross-selling opportunities.
Monitor local market trends and adjust business strategies accordingly.
Personal Production
Originate residential mortgage loans, ensuring high levels of customer satisfaction and file quality.
Manage your personal pipeline from application through funding while meeting monthly production goals.
Communicate proactively with borrowers, referral partners, processors, and underwriters to ensure a smooth loan process.
Operations, Compliance & Quality
Ensure team production meets company standards for quality, compliance, and service.
Review pipelines for accuracy, completeness, and adherence to regulatory and company guidelines.
Partner with underwriting, processing, and closing to drive efficient turn times and issue resolution.
Maintain a culture of compliance and ethical lending practices across the branch.
Other
Adheres to all company policies, procedures, and business ethics codes.
Completes required regulatory training as assigned.
Maintains strict adherence to and compliance with all laws, rules, regulations, and internal controls specific to the role, including but not limited to Bank Secrecy Act, Anti-Money Laundering, USA Patriot Act, OFAC and Fair Lending regulations.
Knowledge/Skills/Abilities
Displays strong interpersonal skills through fostering teamwork and demonstrating patience and respect when dealing with difficult situations.
Strong relationship-building skills with REALTORS®, builders, and referral partners.
Fully competent in Microsoft Office, Encompass, and other related software programs. Demonstrates the ability to use loan origination software to efficiently perform job functions.
Knowledgeable in all aspects of the Federal and State Regulations dealing with Mortgage and Home Equity lending, required. These include but are not limited to: HMDA, RESPA, Fair Housing, ECOA, TIL, and Section 50, Article XVI of the Texas Constitution.
Ability to present ideas and thoughts in a clear, concise manner. Ability to make oral presentations with persuasiveness and confidence. Ability to use clear and simple language to get the message across to members and co-workers.
Able to quickly build rapport and establish credibility with members and co-workers.
Ability to manage multiple projects, under tight deadlines while maintaining the accuracy and integrity of loan documentation.
Core Competencies
Demonstrating Member Obsession
Puts themselves in the Member’s shoes
Looks for friction points
Makes it personalized and easy
Demonstrating Performance Excellence
Sets standards for elevating excellence
Ensures elevated quality
Takes responsibility
Conducts continuous improvement
Demonstrating Innovation
Challenges current thinking
Approaches change with a positive mindset
Experience
Minimum 5 years mortgage origination experience.
Proven success as a high-producing Loan Officer and/or Branch Manager.
Strong leadership, coaching, and motivational skills.
In-depth knowledge of mortgage guidelines, loan products, and regulatory requirements (FHA, VA, Conventional, USDA, state programs).
Excellent communication, interpersonal, and relationship-building abilities.
Strong problem-solving skills and the ability to make sound decisions under pressure.
High School Diploma or Equivalent
Must be bondable – requirement for all UFCU roles
Preferred Requirements
Experience leading a branch or mortgage sales team.
Existing referral network in local market.
Proficiency with LOS, CRM systems, and digital mortgage tools.
Consistent monthly personal production.
Positive relationships with referral partners and internal departments.
High customer satisfaction ratings and strong repeat/referral business.
Physical Demands The physical demands described are representative of those that must be met by an employee, with or without accommodation, to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
Frequent: While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle or feel; reach with hands and arms; and talk or hear.
Specific vision abilities required: close vision, distance vision, peripheral vision, and ability to adjust focus.
Employee will make extensive use of the telephone and virtual communications requiring the ability to explain complex information effectively and accurately.
Work Environment The work environment characteristics described are representative of those an employee encounters while performing the essential functions of this job.
This position requires frequently working onsite at UFCU Plaza in Austin, Texas.
This position may involve periodic stressful conditions.
May occasionally require an adjusted work schedule, overtime, and evening/weekend hours.
May occasionally move from one work location/branch to another.
Public contact position, requiring appropriate professional appearance.
Frequent computer use at a workstation of up to two hours at a time.
The noise level in the work environment is usually quiet to moderate.
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The Mortgage Sales Manager is responsible for leading, developing, and growing a high-performing mortgage team while personally originating residential mortgage loans. This role combines production leadership, strategic growth, talent development, and operational excellence to ensure the team meets or exceeds monthly volume and profitability goals. The ideal candidate is an experienced mortgage professional with strong sales, leadership, and compliance skills who can balance personal production with team oversight.
The Mortgage Sales Manager is an exempt position and reports to Senior Manager, Mortgage Loan Production.
About UFCU
Our Credit Union was founded in 1936 and has grown to serve members throughout Texas and beyond. At UFCU, we are more than just a financial institution, and our people are more than just employees. We are dedicated to our purpose of
empowering our Members to achieve financial success and build brighter futures .
In Pursuit Of Our Aspiration That UFCU Is Loved By Millions Of Members And Built To Thrive For Generations, We Are Guided By Our Values
Purposefully Member-Obsessed
We are driven by a profound sense of empathy to deeply understand our Members’ needs and preferences, what brighter futures means to them, and the obstacles in their way. We act in our Members’ best interests, forever seeking to empower their financial success.
Possibilities Reimagined
We are inspired to courageously experiment, learn, and iterate in pursuit of positive impact for our Members, UFCU, and coworkers. We challenge assumptions, embrace diverse perspectives, and make use of data and insights.
Performance Excellence Rooted in Unwavering Integrity
We do the right thing, always. We champion teamwork, accountability, continuous improvement, and celebrate successful outcomes of others, fostering an inclusive environment of excellence and collaboration.
Essential Functions Branch Leadership & Management
Lead, manage, and mentor a team of Loan Officers.
Drive a strong, service-oriented culture focused on communication, accountability, and results.
Oversee daily team operations to ensure efficiency, accuracy, and alignment with company policies.
Build a healthy, collaborative team environment that attracts and retains top talent.
Conduct regular team meetings, pipeline reviews, and one-on-one coaching sessions.
Business Development & Growth
Develop and execute a team growth strategy focused on increasing market share and brand visibility.
Build relationships with realtors, builders, financial professionals, and community partners to generate referral business.
Collaborate with UFCU lending including the retail branches, consumer lending and business banking to increase member cross-selling opportunities.
Monitor local market trends and adjust business strategies accordingly.
Personal Production
Originate residential mortgage loans, ensuring high levels of customer satisfaction and file quality.
Manage your personal pipeline from application through funding while meeting monthly production goals.
Communicate proactively with borrowers, referral partners, processors, and underwriters to ensure a smooth loan process.
Operations, Compliance & Quality
Ensure team production meets company standards for quality, compliance, and service.
Review pipelines for accuracy, completeness, and adherence to regulatory and company guidelines.
Partner with underwriting, processing, and closing to drive efficient turn times and issue resolution.
Maintain a culture of compliance and ethical lending practices across the branch.
Other
Adheres to all company policies, procedures, and business ethics codes.
Completes required regulatory training as assigned.
Maintains strict adherence to and compliance with all laws, rules, regulations, and internal controls specific to the role, including but not limited to Bank Secrecy Act, Anti-Money Laundering, USA Patriot Act, OFAC and Fair Lending regulations.
Knowledge/Skills/Abilities
Displays strong interpersonal skills through fostering teamwork and demonstrating patience and respect when dealing with difficult situations.
Strong relationship-building skills with REALTORS®, builders, and referral partners.
Fully competent in Microsoft Office, Encompass, and other related software programs. Demonstrates the ability to use loan origination software to efficiently perform job functions.
Knowledgeable in all aspects of the Federal and State Regulations dealing with Mortgage and Home Equity lending, required. These include but are not limited to: HMDA, RESPA, Fair Housing, ECOA, TIL, and Section 50, Article XVI of the Texas Constitution.
Ability to present ideas and thoughts in a clear, concise manner. Ability to make oral presentations with persuasiveness and confidence. Ability to use clear and simple language to get the message across to members and co-workers.
Able to quickly build rapport and establish credibility with members and co-workers.
Ability to manage multiple projects, under tight deadlines while maintaining the accuracy and integrity of loan documentation.
Core Competencies
Demonstrating Member Obsession
Puts themselves in the Member’s shoes
Looks for friction points
Makes it personalized and easy
Demonstrating Performance Excellence
Sets standards for elevating excellence
Ensures elevated quality
Takes responsibility
Conducts continuous improvement
Demonstrating Innovation
Challenges current thinking
Approaches change with a positive mindset
Experience
Minimum 5 years mortgage origination experience.
Proven success as a high-producing Loan Officer and/or Branch Manager.
Strong leadership, coaching, and motivational skills.
In-depth knowledge of mortgage guidelines, loan products, and regulatory requirements (FHA, VA, Conventional, USDA, state programs).
Excellent communication, interpersonal, and relationship-building abilities.
Strong problem-solving skills and the ability to make sound decisions under pressure.
High School Diploma or Equivalent
Must be bondable – requirement for all UFCU roles
Preferred Requirements
Experience leading a branch or mortgage sales team.
Existing referral network in local market.
Proficiency with LOS, CRM systems, and digital mortgage tools.
Consistent monthly personal production.
Positive relationships with referral partners and internal departments.
High customer satisfaction ratings and strong repeat/referral business.
Physical Demands The physical demands described are representative of those that must be met by an employee, with or without accommodation, to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
Frequent: While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle or feel; reach with hands and arms; and talk or hear.
Specific vision abilities required: close vision, distance vision, peripheral vision, and ability to adjust focus.
Employee will make extensive use of the telephone and virtual communications requiring the ability to explain complex information effectively and accurately.
Work Environment The work environment characteristics described are representative of those an employee encounters while performing the essential functions of this job.
This position requires frequently working onsite at UFCU Plaza in Austin, Texas.
This position may involve periodic stressful conditions.
May occasionally require an adjusted work schedule, overtime, and evening/weekend hours.
May occasionally move from one work location/branch to another.
Public contact position, requiring appropriate professional appearance.
Frequent computer use at a workstation of up to two hours at a time.
The noise level in the work environment is usually quiet to moderate.
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