Business Development Manager (BDM)

In by Saamis Lethbridge

Financial Services- Mortgage Lender
Published
February 5, 2024
Location
Lethbridge, Canada
Job Type
City
  • Lethbridge

Description

ROLE DESCRIPTION

POSITION: Business Development Manager (BDM)
LOCATION: Prairies: Alberta Saskatchewan & Manitoba: Based in Alberta
REPORTS TO: National Sales Manager
DEPARTMENT: Sales & Marketing

JOB DESCRIPTION
The primary responsibility of the Business Development Manager (BDM) is to drive mortgage volume through use of multiple channels (in person meetings, online webinars, seminars, events, email, phone calls, social media, etc.) with the goal of maximizing funded volume within the broker distribution channel within the assigned territory. The BDM will intrench themselves into the territory by building on existing relationships and also develop new relationships with mortgage brokers. The BDM will help extend VWR Capital Corp.’s reach through expert discovery and exploration of new and untapped business opportunities and relationships. In addition, the BDM will have the initiative to dive right in, take the lead and help drive business that will achieve individual and organizational goals, vision and financial metrics. Ultimately, increasing mortgage brokers knowledge of VWR Capital Corps product, guidelines and expectations.

As a personal leader, the BDM has the ability to collaborate within the organization to discuss mortgage applications that may warrant a second review based on conversations with broker partners, or simply to help all parties involved understand the deal to come to the best solution.
The BDM will also be mindful of how deals fit within the VWR Capital Corp portfolio, or appetite during any period of time. This attribute involves educating brokers, ability to persuade and negotiate through consultation and active listening skills, and coordinating resources to get to the best outcome for our broker partners while maintaining and growing those relationships.

The BDM is bold, passionate about the role, has a solid understanding of the mortgage lending business and excellent relationship management competencies. This includes having a strong ability to actively listen, problem solve, plan, make decisions, come up with creative ideas, be dependable, learn, take an active role in communication between the brokers and the underwriting department, understand the brokers by asking insightful questions to uncover solutions and ability to have difficult conversations while maintaining a respectful relationship.

KEY ACCOUNTABILITIES & RESPONSIBILITIES
● Relationship Management (Grow, Attain, Retain) of broker partners in assigned territory o Perform relationship building activities in a professional manner encouraging open communication with respect to market trends and competitive intelligence o Communicate on a timely and regular basis:

▪ Promotions / Campaigns
▪ Program or Guideline updates
▪ Educational Sessions
▪ Service Level and Expectations o Identify brokers working style and attributes to help foster a stronger relationship
▪ Understand business needs and how it fits with VWR Capital business needs, or the opposite, know when VWR and the broker are not a fit
● Deliver and manage an exceptional broker experience defined by a sales operating model o Strategize touch points to organize the work week, appointments, events and presentations o Execution of a repeatable and measurable sales process
● Create and promote awareness of the VWR Capital Corp. brand, products and services through the following: o Presenting VWR Capital Corp.’s value proposition to mortgage brokers in small and large groups o Position products and services including how to submit applications and what to expect in the process o Identify unforeseen needs and opportunities when speaking with broker partners to enable them to present the application in the best possible way o Create and implement innovative campaigns to drive business in a specified territory
● Identify new or potential Brokers/Brokerages
● Attend & participate in industry specific events to increase network, promote brand and establish working relationships
● Monitor and evaluate industry trends and customer drivers. Knowledgeable on the current industry landscape and competitors with an ability to be innovative in sales strategies, marketing concepts and product applications

● Manage and monitor monthly expenses prudently and within budget to assist in the growth of the business

● Support deal structure and pricing with business analysis in mind
● Log all daily activities in appropriate CRM system to ensure consistency and efficiency within the organization
● Review monthly, weekly, quarterly sales reporting to ensure accuracy and to plan for targeted sales efforts

● Report regularly to leader on business metrics- monthly, quarterly and annually for assigned territory

SKILLS AND KNOWLEDGE

● Bold, positive, energetic, coachable and goal oriented
● 4-5 years’ sales experience in residential mortgage lending/ mortgage broker network,

Business to Business (B2B) or Business to Client (B2C) sales or equivalent
● Business development and prospecting skills, including building and leveraging valuable centers of influence within the sales territory
● Excellent communication, time management, and organizational skills
● Ability to present virtually or in person to small and large groups
● Flexibility to adapt to a constantly changing environment
● Ability to negotiate and deliver both positive and tough messaging to broker partners
● Proven ability to plan and manage resources
● Meet professional development objectives to build capabilities in current role and for future roles by utilizing learning maps and external courses as required
● Knowledge of the residential mortgage market, broker network and emerging industry trends
● Results oriented attitude with drive to grow individual and organizational results
● Ability to work independently and build internal relationships remotely with a team
● Strong relationship builder and communicator (ability to carry a conversation); enjoy meeting people and are proficient at collaborating with others

PERSONAL VALUES

Highly aligned with VWR Capital Corp. organizational values, including:

  • Integrity- Take pride in doing what is right. Act from a place of integrity in all dealings
  • Collaboration- Maintain and build effective working relationships with internal and external stakeholders
  • Accountability- Take ownership in activities, knowledge, learning, decision making, planning & reputation
  • Passion- Committed in heart and mind. Take initiative, build relationships with purpose
  • Focus- Set goals and have the tenacity to stay the course

Job Types: Full-time, Permanent

Salary: $70,000.00 per month

Benefits:

  • Company events
  • Dental care
  • Extended health care
  • RRSP match
  • Vision care

Schedule:

  • Monday to Friday
  • Weekends as needed

Supplemental pay types:

  • Commission pay

Education:

  • Bachelor's Degree (preferred)

Experience:

  • Business development: 4 years (preferred)

Willingness to travel:

  • 25% (preferred)

Work Location: In person

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