Description
The Regional Sales Manager is responsible for driving production performance, pipeline execution, operational alignment, and cultural consistency across assigned branches. This role serves as the bridge between Sales and Operations, ensuring loan originators and fulfillment teams execute efficiently, compliantly, and within company benchmarks.
The Regional Sales Manager leads pipeline strategy, onboarding, training, and performance accountability while reinforcing the vision, standards, and culture of American Bancshares Mortgage across all branches in their region.
Duties and Responsibilities
Pipeline and Performance Management
Oversee regional branch pipelines to ensure loans meet benchmark timelines and close within targeted turn times
- Conduct structured weekly pipeline calls with Branch Managers and Processors to review:
- Milestone benchmarks
- Lock expirations
- Estimated closing dates
- Disclosures and re-disclosures
- Conditions and underwriting status
- Partner with Loan Openers, Processors, Underwriters, and Lock Desk to ensure loans close within 30 business days
- Escalate file-level and systemic issues to Operations and Production Management when necessary
- Monitor lock extensions and proactively manage expiration risk
- Review monthly projections for prospects, applications, locks, closings, and funding
Sales Support and Coaching
- Support Loan Originators with product knowledge, pricing strategy, and structuring scenarios
- Review and validate files for submission quality and eligibility
- Identify and address underwriting suspensions as training opportunities
- Assist new Loan Originators with system navigation (Encompass), DU/LP findings, and company processes
- Create training materials, videos, and manuals for Loan Originators, Processors, and Openers
- Coordinate and lead regional sales meetings to communicate product updates, policy changes, and process improvements
Compliance & Operational Alignment
- Ensure all Loan Originators adhere to company operational and compliance standards, including:
- Checklist usage
- Mavent clearing
- Disclosure accuracy
- Maintain oversight of pre-funding quality control indicators
- Identify training gaps related to compliance, underwriting trends, or investor overlays
- Reinforce adherence to federal and state regulations (RESPA, TILA, TRID, HMDA, etc.)
Strategic Growth & Product Development
- Provide input on product strategy and expansion opportunities
- Evaluate emerging products and market opportunities
- Identify operational bottlenecks and recommend process improvements
- Promote consistency in culture, communication, and execution across all assigned branches
Requirements
Qualifications & Requirements
- High School Diploma or equivalent required; Bachelor’s Degree preferred
- NMLS license preferred
- Advanced knowledge of FHA, VA, Conventional, Non-QM, HELOCs, Second Mortgages, DPA/Bond Programs, Reverse Mortgages, and related products
- Strong understanding of federal and state compliance regulations
- Advanced income calculation skills, including complex tax returns
- Proficiency in Encompass or comparable LOS systems
- Strong working knowledge of investor guidelines and underwriting standards
- Proficiency in Microsoft Office (Excel, Outlook, Word); intermediate Excel skills preferred
- Excellent organizational, communication, and problem-solving skills
- Demonstrated ability to manage multiple priorities in a fast-paced environment
- Strong business writing and analytical skills
- Ability to work flexible hours, including occasional evenings and weekends
Core Competencies
- Leadership & Influence
- Pipeline Management
- Operational Execution
- Compliance Oversight
- Sales Coaching
- Strategic Thinking
- Cross-Functional Collaboration
- Time & Project Management
Physical Requirements
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Travel is required.
- Frequently required to stand, walk, sit, and travel between various locations
- Frequently required to use hands to finger, handle, or feel, and reach with hands and arms.
- Occasionally required to climb or balance, stoop, kneel, crouch, or crawl.
- Frequently lifts and/or moves up to 10 pounds and occasionally lifts and/or moves up to 20 pounds.
- Specific vision abilities required by this job include close vision, color vision, and ability to adjust focus.
This description outlines the basic responsibilities and requirements for the position noted. This is not a comprehensive listing of all job duties. Duties, responsibilities and activities may change at any time with or without notice.?
Skills Required
- High School Diploma or equivalent
- Bachelor's Degree preferred
- NMLS license preferred
- Advanced knowledge of FHA, VA, Conventional, Non-QM, HELOCs, Second Mortgages, DPA/Bond Programs, Reverse Mortgages, and related products
- Strong understanding of federal and state compliance regulations
- Advanced income calculation skills, including complex tax returns
- Proficiency in Encompass or comparable LOS systems
- Strong working knowledge of investor guidelines and underwriting standards
- Proficiency in Microsoft Office (Excel, Outlook, Word)
- Excellent organizational, communication, and problem-solving skills
- Demonstrated ability to manage multiple priorities in a fast-paced environment
- Strong business writing and analytical skills
- Ability to work flexible hours, including occasional evenings and weekends
What We Do
American Bancshares Mortgage is a full-service mortgage lender with over 25 years of experience, specializing in originating residential mortgage loans through direct, wholesale, and retail channels, rather than traditional banking services.
