Purpose of Job:
The Internal Business Development Representative (IBDR) is responsible for providing key brokers with high touch service including but not limited to escalations on existing files, new deal inquiries, and general questions. The IBDR is also responsible in sourcing and managing new broker relationships within specified territories. In this role, the IBDR must be highly knowledgeable about Equitable Bank’s products to assist RBM’s with their pipeline management. The IBDR is to report directly into the Manager Business Development (MBD).
There are three areas of accountabilities listed below which, when performed well, will cumulatively lead to ultimate success in this position.
1. Sales Activities and Achievements (60%)
The IBDR is expected to do pro-active sales calls to generate new business and follow up on the existing pipeline where credit underwriters and mortgage officers may be facing challenges. To assist the RBM is in building a wider broker network, the IBDR must:
- Provide regional support to assigned Top 25 brokers for RBMs. The objective is to act as the main support for daily inquires on potential originations, deals submitted, and escalations that would require the IBDR to liaise with Credit Managers and or Mortgage Officer Managers in order to resolve any issues.
- Make a minimum of 10 contacts daily to solidify existing relationships and to develop and maintain new broker relationships, including welcome calls for brokers who are dealing with the bank for the first time. Discussions and feedback are to be documented in the notes section of the call log and presented to the MBD weekly.
- IBDR will be responsible for generating a targeted origination volume, which will be assigned by the Manager Business Development, pending the geographical location. A level of efficiency of 25% for funded volume vs. submissions will be assigned pending the geographical location.
- Follow-up with new brokers and the respective RBM on completion and approval of the broker agreement.
- Continuously update broker contact information in Outlook.
- Setting up appointments for RBM is in Outlook when there are new agents who are part of any teams within the RBM’s Key Account or brokers/agents who have never met their RBM or have not seen their RBM recently and are requesting. The IBDR will have full access to each RBM’s calendar.
- All other scenarios are to be considered opportunities for the IBDR to build and cultivate a new relationship.
- Attending major industry events, upon approval from their direct manager, to bring heightened visibility to the company.
2. External & Internal Relationship Management – 30%
The IBDR will be responsible for creating and maintaining various reports monthly in order to provide analytical tools to the RBM’s and the Manager Business Development (MBD). The IBDR will be responsible for:
- Providing a weekly progress report to the MBD outlining how many new broker agreements completed and approved, how many “new” brokers were contacted, what was discussed, if any deals were submitted, how many inquiries came in from exiting Top 25 brokers, and how many escalations received from Top 25/resolved or not.
- Any additional reports required by the management team to support the sales team in their strategic approach to their broker partners.
- Weekly Crystalline status update report to be sent by the IBDR, Central Canada to all RBM’s, MBD’s, Senior Credit Managers, and the DNS.
- Updated list of added watchlist and blacklisted brokers from the fraud committee to be sent by the IBDR, Central Canada to all RBM’s, MBD’s and the DNS.
3. Administration and Organization – 10%
As a representative of the Company, the IBDR will reflect the Company’s image of integrity, quality and knowledge in the industry. The IBDR will work with the sales and credit teams to ensure the smooth handling of any deals in the pipeline. The IBDR may be expected to be:
- Assisting credit during an influx of deals as requested by the Senior Manager of underwriting.
- Assisting credit in following up on any outstanding commitments or documents where the credit team feels challenged and at month end.
- Liaise with credit team and other departments when necessary to resolve broker issues.
- Assisting brokers who have general questions about products and underwriting through our inquiry mailbox, firstname.lastname@example.org.
- Strong written and verbal skills
- 2 years’ Underwriting/credit background
- Proficient on Microsoft Office – Word, Excel, and Power Point
- Previous sales and or underwriting experience in the industry
- Self-directed and highly organized individual who can multi-task
- Must possess a valid driver’s license and a clean driving record
- Completion of a college or equivalent post-secondary degree
- 5 years in the related industry
- Outstanding interpersonal skills
- Proficient knowledge of Cyberquery