Regional Sales Manager

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