As a Telephone Business Development Manager, you will be responsible for creating, managing and developing relationships through proactive telephone contact with intermediaries within your allocated region based on postcode allocation promoting the West One’s finance products. You will need to have expert knowledge in West One’s Bridging criteria and be able to structure loans to meet the requirements of the broker while working within our lending appetite. The role involves working collaboratively with a field based BDM to hit Bridging regional completion targets through interactions with firms who are new and lapsed as well as key account management.
Key Accountabilities
* To create, manage and develop relationships with introducers to achieve new business targets.
* Have expert knowledge of West One’s Bridging products, criteria, process and USPs to be able to assess enquiries, produce terms and progress these into applications within SLA’s.
* Work alongside the regional field BDM to manage intermediaries within the region in order to maximise sales opportunities.
* Speaking to our introducers and handling new business enquiries.
* Ensuring that any reports/CRM system is kept up to date, accurately recording the discussions/activities.
* Ensure that our products are front-of-mind and that all intermediaries are updated about new products and features.
* Ensure up to date knowledge of firm’s products and criteria which is essential to the role.
* Ensure up to date knowledge of competition (e.g. products, criteria, etc) which is essential to the role.
* Maintain knowledge of general market as applicable/where enables and/or impacts sales e.g., basic mortgage definitions, current mortgage market trends/news.
* Key tasks include:
o Proactivity calling new/existing/lapsed intermediaries to engage them with West One’s Bridging products
o Carry out thorough fact find with the intermediary to asses the size of the opportunity and identify appropriate firms to work with the field BDM
o Book meetings with intermediaries via teams to present our Bridging proposition and our USPs
o Assess enquiries via telephone and email and identify sales opportunities, develop expertise in deal structuring in order to produce terms/quotes
o Understand and be able to articulate the product features and benefits across Bridging products
o Follow up on terms issued within SLA in order to progress them into applications, handling objections in order to win the deal
o Make introductions to new firms registering with West One and ensure they are aware of key contacts for enquiries/support in that region
o Keep intermediaries informed on changes to our Bridging products, including but not limited to criteria, pricing, processes via telephone or email
o Support field BDM with firms when they are on the road/in appointments to ensure our excellent service proposition is not affected
o Ensure all activity is logged in Hubspot (our CRM system)
This list is not exhaustive and the duties are liable to change from time to time in line with the needs of the business
Skills & Competencies
* Pass internal competency tests post induction.
* Good telephone manner, able to articulate yourself in a clear way
* Able to develop successful working relationships and build trust and confidence with intermediaries
* Ability to multi-task to ensure SLA's are met.
* Confidence to pursue leads and use sales techniques to overcome objections.
* Excellent call handling, listening, and influencing skills.
Knowledge & Qualifications
* Previous experience within a sales role would be highly desirable.
* Knowledge of bridging finance required.
* PC Literate with a good knowledge of Outlook, Word, Excel and PowerPoint.
Personal Attributes
* Good attention to detail and able to analyse and present complex information in a clear, relevant and interesting way.
* Self-motivated and enthusiastic with the drive to succeed and deliver results.
* Strong communication both written and verbal.
* Proactive team player - ability to work on own initiative, solo and as part of a team.
* Punctual, well organised with good administration skills.
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