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Area Sales Manager - Mid-Atlantic Region

RemoteRemoteFull TimeManager / HeadPosted 1 month ago

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Required skills

  • Mortgage Sales Leadership
  • Branch Management
  • Multi-branch Operations
  • Regional Sales Territory
  • Branch Managers
  • Mortgage Loan Originators
  • Producing Teams
  • Sales Plans
  • Production Goals
  • Mortgage Products

Nice to have

  • Producing Manager
  • Non-producing Sales Leader
  • Change Management
  • Organizational Growth Initiatives

Role summary

Capital Bank Home Loans (CBHL) is seeking a remote Area Sales Manager for the Mid-Atlantic region to drive growth and market expansion. Reporting to the SVP, Head of Sales, this role is responsible for recruiting high-performing Branch Managers and Mortgage Loan Originators, developing strategic sales plans, and coaching sales teams to maximize performance. The ideal candidate is a proven mortgage leader with strong recruiting capabilities and a deep understanding of retail mortgage sales, operations, and regulatory requirements. This role may be structured as a producing or non-producing manager and requires comprehensive knowledge of mortgage products, pricing, and underwriting. The position offers a competitive salary, lucrative incentive compensation plan, and comprehensive benefits.

About UsCapital Bank N.A. is headquartered in Maryland and has been serving our communities since 1999. We stand as a publicly traded company (NASDAQ: CBNK) with over $3 billion in assets. We offer commercial and consumer banking services to clients primarily in Maryland, DC, and Northern Virginia, alongside two nation-wide lending brands; Capital Bank Home Loans and OpenSky, a credit card division that offers and services credit cards across all states. Our personalized approach to banking, paired with cutting-edge technology solutions and a comprehensive suite of products and services, fuels our growth, and enables us to support our customers at every stage in their financial journey.

Come join a bank where our employees thrive and are engaged in meaningful work. For the last 6 out of 7 years, Capital Bank was named one of the "Best Banks to Work For" in the U.S. by American Banker.

Capital Bank Home Loans (CBHL), a division of Capital Bank N.A., is a premier nationwide mortgage lender. We deliver over $1BLN in new mortgage originations annually with a 50 state platform, in house underwriting and closing, and excellent pricing and products. We invested in digitizing our online mortgage application process to help expedite home buying or refinancing for our customers. Many top ranked mortgage lenders have joined Capital Bank Home Loans and we are looking to grow the business further by bringing in branches or independent originators.

Position PurposeThe Area Manager, Mortgage Sales, reporting directly to the SVP, Head of Sales, is responsible for driving growth, recruiting, sales leadership, and market expansion across an assigned geographic region for Capital Bank Home Loans (CBHL). This individual will play a key role in building and scaling the company’s presence across multiple states by recruiting high-performing Branch Managers and Mortgage Loan Originators while developing strong local market relationships. The VP will partner closely with Sales Leadership, Operations, Capital Markets, Marketing, and Recruiting to help execute the strategic growth initiatives of CBHL. The ideal candidate is a proven mortgage leader with strong recruiting capabilities, leadership presence, and the ability to build high-performing teams in a competitive environment. This role may be structured as either a producing/originating manager or a non-producing sales leader depending on the candidate and market opportunity.

Position Responsibilities

  • Drive regional growth and market expansion initiatives across assigned states and territories.
  • Partner with the VP, Head of Sales and VP, Head of Growth & Strategy to recruit Branch Managers, producing teams, and individual Mortgage Loan Originators.
  • Develop and execute strategic sales plans designed to increase market share, production volume, and profitability within the region.
  • Coach, mentor, and support Branch Managers and Loan Officers to maximize performance, productivity, and long-term growth.
  • Build and maintain a high-performance sales culture centered around accountability, collaboration, and customer experience.
  • Partner with Operations and Credit leadership to ensure a seamless customer experience and strong operational execution.
  • Collaborate with Secondary Marketing and Capital Markets to ensure product positioning and pricing competitiveness within local markets.
  • Work closely with Marketing leadership to support local business development, branding, and lead generation initiatives.
  • Monitor regional production trends, pipeline management, profitability, and overall sales performance.
  • Ensure all sales activities are conducted in compliance with company policies, mortgage regulations, and applicable banking guidelines.
  • Represent CBHL professionally within the marketplace and develop relationships with referral partners, builders, Realtors, financial professionals, and community organizations.
  • Assist in developing and implementing sales training, onboarding, and coaching initiatives for regional production teams.
  • Support strategic initiatives and organizational growth objectives established by executive leadership.

    • Minimum Education & Experience

  • Proven mortgage sales leadership experience managing a branch, multi-branch operation, or regional sales territory.
  • Demonstrated success recruiting and developing high-performing mortgage sales professionals.
  • Strong understanding of retail mortgage sales, branch operations, recruiting strategy, and market development.
  • Experience building strategic growth plans and executing against production goals.
  • Comprehensive knowledge of mortgage products, pricing structures, underwriting guidelines, and regulatory requirements.
  • Strong leadership, communication, coaching, and relationship-building skills.
  • Experience managing change and driving organizational growth initiatives preferred.

    • Technical Knowledge and Skills

  • Microsoft Office Suite including Word, Excel, Outlook, and PowerPoint.
  • Experience using Encompass or similar mortgage loan origination systems.
  • Strong understanding of mortgage workflow, loan documentation, and operational processes.
  • Excellent verbal and written communication skills.
  • Knowledge of mortgage lending regulations and compliance standards.
  • Ability to analyze production performance and develop strategic sales initiatives.

    • Other

  • Market area focus to include the Mid-Atlantic region focusing on Maryland, Washington DC, Virginia.

    • Compensation

  • Base Salary Range: Final determination of where you are at in the salary range is based on numerous factors such as geographical location, relevant experience, skill set, education, and ability to meet qualifications within the job description.
  • Additional Compensation: This role will participate in a lucrative incentive compensation plan.

    • Working Arrangements

  • This position is 100% remote and supports the Mid-Atlantic market. Candidates must reside within the Mid-Atlantic region to be considered for this position.

    • Why Join Us?

  • Join a growing company with a culture that fosters an entrepreneurial spirit
  • Comprehensive benefits package including Medical, Dental, Vision, Company Paid Life Insurance, Disability Insurance, and more?
  • Company Contributions to your 401k - Regardless of your contribution
  • Employee Perks: Paid Parental Leave, Employee Recognition Program, Leadership Program, Tuition Reimbursement Program, Employee Bank Checking Account, and much more!
  • Generous Paid Time Off and Paid Holidays - Including Paid Charity Hours to support volunteer opportunities

    • Supporting Businesses. Helping People. Strengthening Communities. Capital Bank, N.A. is an E-Verify, Affirmative Action and Equal Opportunity Employer.

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