Solicits, develops and manages credit relations with individuals seeking residential real estate loans. Actively develops relationships with realtors, builders, and developers. Makes decisions within prescribed guidelines. Oversees and manages mortgage loan portfolio. Responsible for the origination, profitability and quality of a residential loan portfolio. Operates within established lending authority and guidelines; provides optimum profitability balanced with acceptable risk. Ensures adherence to established bank loan procedures, practices and reporting requirements. Responsible for sales development and referral activities including STEP sales training and activities. Creates a teamwork environment to ensure that quality service is provided and sales/business development goals are met. Conducts relationships and activities consistent with established Bank policies, procedures and systems, the corporate code of conduct, Bank Secrecy Act and all applicable State and Federal laws and regulations.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Actively call on prospective customers and referral contacts.
Actively develop residential mortgage referrals by developing relationships with realtors, builders, developers and other potential referral sources.
Interview loan applicants to develop information concerning their, needs, desire, abilities and earnings to determine whether a loan may be an acceptable risk.
Evaluate the financial condition of the client, the value of the proposed collateral, and recommend the terms and conditions of the loan.
Make decision on loans and terms if within own lending limits.
Ensures optimum profitability balanced with acceptable risk.
Responsible for the attainment of loan objectives to include, but not limited to, origination, portfolio management, delinquency, loan losses, fee income, interest income, and return on assets.
Actively participate in STEP program; attend appropriate sales and STEP training; utilize STEP program initiatives.
Make referrals to other business units for traditional and non-traditional banking products and services.
Under the direction of the Mortgage Loan Department Head, establish daily, weekly, monthly, and quarterly business development, sales and referral goals.
Develop a marketing plan utilizing effective STEP sales techniques that will generate additional new residential mortgage loans. Maintain personal accountability for sales and service standards and for meeting business development, sales and referral goals.
Identify opportunities to deepen our relationship with customers and referral contacts that have a minimal relationship but offer upside potential and aggressively sell to this customer base.
Actively call on prospective customers, exploring needs and cross-selling and recommending bank products and services that are in the best interest of the customer and that achieve their financial objectives.
Ensure thorough knowledge and understanding of compliance and regulatory issues relating to loan policy and procedures (i.e. Bank Secrecy Act, CRA, Fair Lending, etc.) evidenced by appropriate application of these regulations in day-to-day operations.
Demonstrate the highest level of professionalism, efficiency and customer service when resolving the most difficult customer issues.
Understand and maintain a thorough knowledge of Central Bank's services, operations, and organization and communicate this understanding to others when appropriate.
Attend all required training.
Collect on past due accounts as required including work out situations, and foreclosures.
Assist others as needed. May be assigned other duties and responsibilities. May be assigned work or training at other assigned locations.
This position can work from any Central Bank of Lake of the Ozarks location.
Requirements:
Bachelor's degree or equivalent combination of education, training and experience that provides the required knowledge, skills and abilities.
Two years of prior mortgage lending origination experience preferred or minimum two years of extensive sales with strong products/services growth.
Knowledge of current bank lending procedures and policies (state and federal), lending regulations, lien laws, collection/bankruptcy regulations, and loan documentation. Knowledge of real estate loan support functions, including appraisals, title work, deeds of trust, lien recording, etc.
Ability to analyze financial statements and loan risk.
Possess good judgment skills. Ability to make decisions within prescribed guidelines, research and solve problems, work independently, handle confidential information and manage multiple tasks.
Thorough knowledge of bank products and services and the skill to solicit business for bank deposit products and loan services.
Ability to identify client needs, present banking solutions and bank products.
Ability to recognize closing opportunities, retain, and grow customer relationships.
Excellent verbal, listening and communication skills.
Strong customer relations skills and ability to work with employees and customers in a cooperative manner.
Ability and desire to work as part of a team, and with people of diverse backgrounds
Ability to drive a vehicle. Must maintain a current, valid driver's license and an acceptable driving record for bank insurance purposes.
PHYSICAL AND SENSORY DEMANDS:
Regularly required to sit, stand, walk, talk, see and hear. Regularly required to use hands to handle objects, tools or controls and reach with hands and arms. Occasionally required to stoop, kneel or crouch. Occasionally required to drive. Frequently lift and/or move up to 20 pounds. Specific vision abilities include close vision. Travel is required due to in-person visits to current and prospective customers and to referral contacts. Occasional travel to meetings and/or training at other Central Bank banking branches or Central Bancompany affiliates.
WORKING CONDITIONS:
Work performed is in a typical interior/office work environment. The individual experiences little discomfort from noise, dust or other factors. Some travel may be necessary to fulfill job responsibilities.
