Internal Business Development - Broker Sales
Are you a dynamic, driven individual with a passion for sales and a competitive spirit? If so, we have the perfect opportunity for you! Unleash your potential and grow your career with us by joining Manulife Bank's Internal Business Development team!
The focus of an IBDM is to promote and educate Brokers on our Manulife Bank solutions. This will involve managing and deepening existing mortgage broker relationships and prospecting for new ones. You will continually develop positive relationships through targeted call campaigns, virtual meetings and professional telephone and email sales activity. You will develop, maintain, and expand both internal and external relationships within a specified geographic territory through regular strategic contact with Mortgage Brokers and your territory partners, as articulated in your quarterly business plan
Position Responsibilities:
Education: (60%)
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Understand and present our selling strategy to mortgage brokers through our Manulife Bank sales education series
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Work with External Business Development Managers (BDM) to determine ideal candidates for the educational program
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Provide knowledge checks along the way to master status
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Develop, host and present virtual meetings for all brokers on your list
File Management: (20%)
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Support the broker through the entire process from pre-application to funding
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Provide support and management to National Desks to solicit mortgage deals
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Manage funding ratios with brokers in their portfolio
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Process referred and existing broker client deals.
Relationship Management: (10%)
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Manage the transition of mortgage brokers to the external BDM upon successful completion of the educational series and achievement of a volume threshold or target # of funded deals.
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You will also manage the transition of mortgage brokers who fall below the required threshold for external BDM support to your support.
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Complete analysis of the mortgage brokers to identify who should be terminated from the relationship with Manulife Bank based on production.
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Build relationships and collaborate with key partners across the organization to facilitate Mortgage Broker requests (i.e. Compliance, Client Services, Marketing, Events, Product, etc.)
Sales Planning: (10%)
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Handle and organize your daily tasks effectively to achieve productivity metrics in a way that best supports mortgage brokers and the sales region as a whole
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Leverage technology to create efficiencies within your territory and overall sales team
Required Qualifications:
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College or University degree in a related field
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Minimum 2 years experience in the banking and mortgage brokerage industry
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Strong understanding of mortgage underwriting
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Experience conducting virtual meetings and presentations
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Ability to analyze sales data and reports
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Strong knowledge of Microsoft Office, Salesforce, Power BI, and Adobe platforms is an asset
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Business planning and territory management skills
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Strong communication and interpersonal skills, with the ability to build and maintain relationships
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A strong passion for learning and development
Preferred Qualifications:
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Demonstrated ability to persuade and negotiate through consultation and active listening skills
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Proven sales acumen, business development and prospecting aptitude
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Execution of a repeatable and measurable sales process
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Ability to provide underwriting expertise
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Able to cultivate strong relationships with both clients and internal partners
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Has strong time management skills and the ability to prioritize
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Demonstrates effective communication, organization and collaboration
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Takes initiative, is a positive influence and thrives in a fast-paced work environment – a fast learner and self-starter with a strong desire to win
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Is flexible and able to adapt to change, including changing priorities and tight deadlines
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Has strong problem-solving and analytical skills; ability