Internal Business Development Representative - Jobs in Vancouver, BC

Job Description

Equitable Bank, 1240-777 Hornby Street, Vancouver, British Columbia, Canada Req #1429Wednesday, May 12, 2021Canada's Challenger Bank™Equitable Bank manages over $35 billion in assets and is a wholly-owned subsidiary of Equitable Group Inc. It was founded in 1970 as The Equitable Trust Company and has become Canada’s ninth largest Schedule I bank. Equitable Bank offers a diverse suite of residential lending, commercial lending, and savings solutions, including high-interest savings products and GICs.At Equitable, we have no doubt that financial services are changing. Consumers increasingly prefer to interact remotely through digital channels and are less likely to visit brick and mortar locations. That’s why we launched EQ Bank in 2016. Its approach to simple and convenient banking makes it a strong contender in the industry. We believe there’s an opportunity for something different, to provide better service and a better deal for our customers through digital banking.Job Title: Internal Business Development Representative (IBDR)Department: Single Family ResidentialReports To: Manager Business DevelopmentPurpose of JobThe Internal Business Development Representative (IBDR) is responsible for developing the residential mortgage origination volume potential, for all business lines, of certain mortgage brokers in their assigned geographic areas while delivering on the Bank’s service commitment to the broker network. The IBDR prospects for new broker relationships and nurtures existing relationships to develop the origination volume potential of their assigned broker network and meet targets. The IBDR interacts with brokers primarily through non face-to-face communications and may be required to present or participate in person at training sessions, industry events and special events outside the office from time to time.Relationship management with brokers is strengthened through the IBDR’s positive personality, professional conduct and ability to deliver exceptional service in a highly competitive and dynamic market. Achieving origination volume potential will depend on the IBDR’s ability to assist brokers with identifying deals that fit within the Bank’s addressable market, promoting the Bank’s value proposition to win the business and assisting brokers and internal teams with getting acceptable deals closed. Success will also depend on the IBRD’s knowledge level of the broker network, the Bank’s products, internal processes and credit guidelines combined with the ability to work effectively with others on both the inside and external sales teams. The IBDR is to report directly into the Manager Internal Business Development (MIBD).Main Activities:The IBDR’s performance in the main accountabilities areas listed below, when collectively performed well, will lead to success in this position.1. Grow Origination Volume (70%)The IBDR is expected to develop the origination volume potential from brokers in their assigned geographic areas by generating new business and cultivating increased share of business from existing broker relationships. In addition to achieving the target origination volume, the IBDR will be evaluated on efficiency metrics assigned by the MIBD such as funded volume as a percentage of submissions and number of outbound calls and contacts made. The IBDR will dedicate time to all phases of the sales relationship cycle - from prospecting through to the business development phases - employing a variety of actions which include but are not limited to:ProspectingContinually sourcing broker names from external and internal resourcesScrubbing sourced broker names to produce IBDR’s list of prospects as defined and amended by the MIBD from time to timeMaintaining the prospects list including making revisions necessitated by, for example, re-alignment of geographic areas or Key Accounts and changes to sales staff or brokers/agents/brokeragesPro-actively cold contacting brokers to establish new relationships and routinely contacting warm leads throughout the prospecting cycleOnboarding brokers: establishing broker agreements where necessary, making welcome calls for brokers who are dealing with the Bank for the first time, collecting feedback from brokers regarding the IBDR’s and the Bank’s overall service levelsTracking prospecting activities, in order to monitor and report on the IBDR’s progress, such as how many new broker agreements were completed and approved, how many “new” brokers were contacted, what was discussed and if any deals were submittedBusiness DevelopmentConducting training and product awareness sessions primarily through webinars and from time to time, in person when warranted or requiredAdvising brokers on potential deal inquiries to improve the quality of submissions, efficiency of credit assessment and turn-around time on responses and commitmentsFacilitate getting commitments to funded status by working efficiently with internal departments to expedite resolutions, liaise information and track deal progressAdjusting focus and tactics as required to get deals closed nearing month end, responding to competitive pressures, promoting products or special pricingTracking submissions, deal status, funded volume and overall pipeline to monitor and report on the IBDR’s progress2. External & Internal Relationship Management (20%)The IBDR will reflect the Bank’s values in all interactions whether external or internal. The Bank’s image of integrity, quality and dependability are critical dimensions to how the IBDR should conduct business and build relationships. The IBDR will be responsible for:Proactively engaging and building rapport with sales team members and credit teamsAssisting credit in following up on outstanding commitments or documents particularly when the credit team feels challenged with high volumes or toward month endLiaising with credit teams and others when necessary to resolve broker issuesAssisting brokers who have general questions about products and underwriting through our email inquiry mailboxProbing, validating and sharing insights on brokers, competitive activities and market dynamicsAdeptly being able to distinguish the difference between being an effective champion for a broker’s deal versus interfering or duplicating the roles of the credit teams3. Administration and Organization (10%)As a member of the larger Single Family Residential team, the IBDR will support informational needs and processes ensuring the smooth handling of deals through pipeline to funding by:Creating a routine to efficiently and consistently capture, document and track the essence of interactions with brokers and any important feedbackProviding all required sales, productivity and activity reports in a timely mannerAdjusting time spent and activities to balance the needs of both prospecting and business developmentProviding weekly Crystalline status reportsUpdating rates on various system, watchlist/blacklist additions, broker contact infoHandling operational requests from others, including Residential OperationsKnowledge/Skills:RequiredTwo years’ residential mortgage Underwriting/Credit experienceOutstanding interpersonal skillsSelf-directed and highly organized individualAgile time management skills with ability to multi-taskMust possess a valid driver’s license and a clean driving recordCompletion of a college or equivalent post-secondary degreeStrong written and verbal skills along with presentation experienceProficient with Microsoft Office: Word, Excel, PowerPointPreferredPrevious sales experienceProficient knowledge of Cyberquery or similar database reporting tool(s)Equitable Bank is an equal opportunity employer and encourages applications from all qualified candidates. Accommodations are available on request for candidates taking part in all aspects of the selection process. All candidates considered for hire must successfully pass a criminal background check and credit check to qualify for hire. While we appreciate your interest in applying, an Equitable recruiter will only contact leading candidates whose skills and qualifications closely match the requirements of the positionOther detailsJob Family Equitable Bank Pay Type Salary