Director of Mortgage Lending Sales & Growth

Are you passionate about enabling home ownership and driving business growth in the real estate lending sector? UW Credit Union is seeking a dynamic and visionary Director of Mortgage Lending Sales & Growth to lead our mortgage department towards achieving ambitious sales goals. As a recognized subject matter expert, you will focus on business development, market share expansion, loan originations, and portfolio growth while ensuring member satisfaction. Your leadership will be instrumental in making UW Credit Union the first choice for real estate loans in the markets we serve.

In collaboration with the VP of Mortgage Lending, you will develop and execute a comprehensive sales and growth strategy. You will oversee the sales functions of the department and work closely with cross-functional mortgage leaders to ensure optimal performance across processing, underwriting, closing, servicing, and vendor relations. Your expertise will contribute to refining lending policies and practices, meeting legal and regulatory requirements, and leveraging data analytics for competitive advantage.

This role requires a strong commitment to people leadership, with a focus on diversity, equity, and inclusion. You will coach, mentor, and inspire your team, fostering a collaborative and high-performing environment. By motivating and supporting your team, you will ensure a world-class experience for both members and employees, driving excellence and growth in every aspect of our mortgage lending sales operations. You will also play a key role in developing the next generation of leaders within the mortgage department, providing them with the guidance and opportunities needed for professional growth and success.

From our award-winning culture to intuitive, easy-to-use systems, we have grown to become one of Wisconsin’s top financial institutions with nearly 350,000 members and $5.3 billion in assets. UW Credit Union is a federally insured, member-owned, not-for-profit financial institution committed to the financial well-being of our members.

This position does require onsite work at our Madison, WI Headquarters. 

Achieve Annual Mortgage Lending Market Share, Production, Business Development & Member Satisfaction Results – 30%

• Scorecard results may include but not limited to:
  • Mortgage Originations – Production Dollars
  • Dane County Mortgage Market Share
  • Milwaukee Metro Market Share
  • Critical Measure for Mortgage Lending
  • Member Satisfaction
  • Referrals 

Develop and Execute Sales, Growth, and Business Development Strategy for Department – 20%

• Work with Mortgage Managers to develop, communicate, execute, and maintain effective strategies to meet market share, sales production, business development, quality, and lead and referral management goals.
• Contribute to the development and execution of the annual mortgage lending work plan and project backlog to proactively address business needs and opportunities for sales, business development, and lead and referral management.
• Work closely with the VP of Mortgage Lending as they engage with key business partners in Marketing & Product Strategy, Technology, ERM & Compliance, Consumer Lending, and Member Sales & Solutions to meet market share and loan production goals and to ensure a competitive mortgage product offering.
• Contribute to the development of new CRM functionality in support of sales, business development, and lead and referral management strategies and tactics for the mortgage lending department.
• Embrace entrepreneurial spirit and curiosity to actively gather marketplace intelligence.
• Understand member and consumer expectations, the employee experience, industry trends, and the competitive landscape to evaluate, refine, and optimize mortgage sales, business development and lead and referral strategies.
• Contribute to the development and maintenance of sales incentive compensation programs in close partnership with stakeholders across the organization.
• Create and maintain a sales and business development talent acquisition and management strategy for key positions through close collaboration and partnership with HR.
• Leverage diversity, equitable access, and inclusive business practices as a strategic differentiator.

Accountable for Sales & Service Management and Operational Excellence within the sales & Business Development Functions – 20%

• Cultivate a strong sales and service, high-performance environment that motivates and creates ownership for direct reports to lead their teams to initiate, build and retain member relationships that optimize value.
• Continually evaluate sales and service quality within each sales team by setting, maintaining, and monitoring benchmarks to measure efficiency, accuracy, and leverage current technology systems and processes.
• Ensure strong collaboration and a productive partnership between the sales managers, business development personnel, and marketing/communications team for promotions, seminars and presentations, sponsorships, hosted events, and trade show support.
• Develop and implement individual and team performance metrics. Ensure that individual and team performance tracking, reporting, feedback, and celebration occur.
• Cultivate a culture of innovation, that champions change, and actively seeks feedback from internal and external stakeholders, utilizing new insight and information to improve our sales, business development, and lead and referral management effectiveness.
• Advance the utilization of data and analytics insight as a basis for evidenced-based decision making to surface new opportunities and to improve the effectiveness of sales, business development, and the member and employee experience.
• Apply sound analytical skill, financial judgement, and effective risk management in decision making to achieve results.
• Ensure a high degree of operational excellence with internal controls, regulatory compliance, and audit related matters, providing leadership and guidance to the sales and business development areas.
• Work closely with the Mortgage management team to develop a comprehensive annual budget for the sales and business development areas, including FTE projections.
• Ensure that member concerns and complaints are promptly addressed, fulfilling all compliance and regulatory requirements. Maintain member contact documentation for the resolution of escalated member issues.
• Ensure adherence to practices and policies, providing oversight such that loan quality goals are achieved and lending risks are effectively managed within the scope of responsibilities.
• Provide sales quality assurance and operating processes to comply with and manage secondary mortgage market risks.
• Ensure sales function adherence to all aspects of all policies.
• Contribute to the ALCO, Audit, Credit Risk, Financial Operations, and other credit union committees as assigned.
• Assist the Vice President of Mortgage Lending credit union with examiner and external auditor engagements.

Leadership Expectations – 20%

• Personal Responsibility and Accountability – Build trust with the team inspiring growth and development while striving to make a positive impact on the business.
• Effective Communication – Communicate inclusively and transparently, aligning work in a manner that reinforces UWCU’s vision, mission, core values and goals. Uses social and emotional intelligence to navigate conflict, strengthen relationships and solve complex problems.
• Focus on Teamwork – Encourage others to authentically bring their true self and skills to work, aligning them with the strategic goals of the team and organization. Recognize and reward individual and team efforts reinforcing the positive impacts to the team and organization.
• High-Performance Mindset – Committed to operational excellence and improvement in the areas of compliance, organizational processes, and employee experience. Consistently meets or exceeds milestones and deadlines.
• Business Acumen – Is a student of our business by understanding emerging industry trends competitor knowledge and how own functional area contributes to the organization. Uses strategic plan, critical measures, and data to recommend change and to execute plans to achieve organization effectiveness and strategic priorities.
• Inclusive Excellence – Foster a collaborative and innovative team. Set the tone and model behaviors that create an environment where others feel valued, respected, a sense of belonging, and the ability to positively contribute. Creates equitable access to development and career growth.
• Recruitment and Retention – Recruit and retain top talent. Develop diverse talent pipelines, aligning with UWCU’s Diversity, Equity, and Inclusion strategy. Consistently utilizes coaching and development as an engagement, retention, and inclusion strategy.
• Change Leadership – Views change as a necessary constant and positions it in a way that creates engagement and capitalizes on opportunities for individual and team growth and development.
• Coach Approach – approaches people leadership from a place of curiosity and growth mindset, providing continuous feedback focused on employee development. Invites feedback from all directions; recognizing growth and development are a daily process.

Management Team Contributions and Cross-Functional Leadership – 10%

• Provide expertise in studying and interpreting relevant consumer, real estate lending and credit trends that may impact our business.
• Conduct capacity planning and management within the Mortgage Lending Department. Develop contingency plans to alleviate potential bottlenecks.
• As a member of the Management Team, contribute to strategic and annual business planning activities.
• Understand the role and interrelationship of key partners, leveraging expertise in People Strategies and Solutions, Marketing & Product Strategy, Technology, Data & Analytics, and Operations Team divisions to achieve shared goals and priorities.
• Participate in strategic projects and initiatives across functional and organizational lines.
• Collaborate, contribute, and communicate for the success of the team.
• Perform additional job-related responsibilities as scheduled or requested.

• 10+ years’ experience in Mortgage Lending required.
• 10+ years’ experience in Leadership positions of increasing responsibility required.
• Bachelor’s degree required.
• This individual must have the ability to travel and work in various locations throughout the credit union network, as needed.
• Must be or become federally registered and maintain an active federal registration with the National Mortgage Licensing System (NMLS) and Registry
• Business development knowledge, skill, and ability to grow and manage sales leads and referrals.
• Demonstrate inclusive leadership and the ability to inspire and motivate a diverse workforce
• In-depth understanding of strategic and annual business planning processes
• Strong customer service orientation, human relations skills, and emotional intelligence
• Ability to develop strong productive partnerships with management, employees, corporate staff, and external business partners.
• Project management skills and the ability to execute consistently and within budget
• Demonstrated commitment to continuous improvement and experience using data and analytics to optimize business unit performance.
• Strong vendor relationship management and contract negotiation skills
• Ability to remain current with industry and consumer marketplace trends.
• Experience working within a financial services regulatory environment.
• Excellent written and verbal communication skills as demonstrated by the ability to write clear, concise documentation, memos, and email, and facilitate staff meetings and give presentations.

Benefits

Join one of Wisconsin’s premier financial institutions, a National Top Workplace and multi-year recipient of Madison Magazine’s Best Places to Work, Wisconsin State Journal’s Top Workplaces, and Milwaukee Journal Sentinel’s Top Workplaces to receive:

• 2 weeks paid caregiver leave
• 2 weeks paid new child parental leave
• 2 days paid volunteer time
• 11 paid holidays (includes your birthday!)
• Ample paid time off
• 401k company match of up to 5%, plus approximately 4% discretionary match
• 457 deferred-compensation plan
• Generous variable reward bonus
• Discounted Bublr membership
• Free bus pass
• Competitive health plan options, including domestic partner eligibility
• And more!

Application and Referrals

Applicants are highly encouraged to include a cover letter with their resume. For more information about the position or the organization, visit us at uwcu.org/careers. For additional questions, inquiries, or referral information contact Fisnik Lumani, Director of Talent at flumani@uwcu.org, 608-400-8662, LinkedIn Profile

UW Credit Union is committed to providing Equal Employment Opportunity(EEO) to all employees and applicants and prohibits discrimination of any type without regard to race, color, ethnicity, gender, age, disability status, pregnancy, religion, religion creed, marital status, familial status, sexual orientation, gender identity or expression, genetics, citizenship status, national origin, political belief, ancestry, military status, protected veteran status, arrest or conviction record or any other characteristics protected by federal, state or local laws.