Mortgage Sales Manager (Call Center Leadership)

Mortgage Sales Manager (Call Center Leadership)

Position Overview

FocusOne is seeking an experienced Mortgage Sales Manager to build, lead, and scale a high-performing call center team of Mortgage Loan Officers. This role is designed for a proven mortgage leader who understands how to drive volume through people, systems, and structure — not someone limited to personal production.

This individual will own recruiting, coaching, performance management, and sales execution across a growing mortgage sales platform.

Key Responsibilities

Sales Leadership & Team Development

• Build, lead, and scale a call-center-based team of Mortgage Loan Officers
• Recruit, hire, onboard, and develop LOs to meet and exceed production goals
• Establish clear performance expectations, KPIs, and accountability frameworks
• Conduct regular pipeline reviews, coaching sessions, and performance evaluations
• Implement sales scripts, call strategies, and best practices to improve conversion
• Lead daily/weekly sales meetings focused on results, activity, and growth

Production Strategy & Performance

• Drive team-based mortgage production across inbound and outbound channels
• Monitor and manage lead flow, pull-through rates, and conversion metrics
• Partner with operations, processing, and underwriting to ensure efficient execution
• Identify performance gaps and proactively implement corrective action plans

Operational & Compliance Oversight

• Ensure compliance with all federal, state, and company mortgage regulations
• Enforce proper use of LOS, CRM, and sales technology (Encompass preferred)
• Maintain oversight of licensing, training, and required certifications

Culture & Leadership

• Create a performance-driven, ethical, and collaborative sales culture
• Lead by example with professionalism, integrity, and accountability
• Serve as a key voice in sales strategy, forecasting, and growth planning

Qualifications

Required

• 5+ years of mortgage sales experience
• 2+ years in a mortgage sales leadership or management role
• Demonstrated success leading teams (call center experience strongly preferred)
• Active NMLS license (or ability to obtain within 30 days)
• Strong understanding of mortgage products, guidelines, and sales workflows

Preferred

• Experience scaling or rebuilding a mortgage sales team
• Bilingual Spanish a plus
• Encompass LOS experience

Skills & Competencies

• Proven ability to coach, motivate, and hold teams accountable
• Data-driven mindset with strong reporting and forecasting skills
• Strong communication and leadership presence
• Ability to execute strategy while adapting to changing market conditions
• Excellent organizational, time-management, and problem-solving skills

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