Position Summary
We are looking for an Account Executive who thrives in a fast-paced, entrepreneurial growth environment. This individual will be responsible for proactively identifying, developing and maintaining a quality network of business relationships that serve as a source of referrals for new commercial mortgage lending opportunities. These business relationships include builders, developers, realtors, brokers, appraisers, title agents, as well as professional and personal contacts. The company also provides branded marketing support to its salesforce. In addition, our AEs are encouraged to participate in professional organizations, community organizations, and other networking forums. You will interview new and existing customers to determine their loan requirements and recommend appropriate products, terms, and pricing. Once a loan has been successfully started, our Loan Processors manage the file through closing so our AEs can focus on prospecting and originating.
Responsibilities
- Establish, develop and maintain client referral relationships with builders, developers, realtors, brokers, appraisers, title agents, as well as professional and personal contacts
- Prospect and source lending opportunities leveraging both new and existing relationships
- Ensure timely follow up on new leads generated by referrals and marketing programs
- Represent Builders Trust Capital at conferences, community events, and networking events
- Collect and report on prospect and lead conversion data in a CRM system and/or with custom reports
- Interview potential borrowers to determine their product requirements and program qualifications
- Complete loan application and collect initial documentation requirements to issue term sheet and move to processing
- Structure the loan to address customer requirements within lending guidelines
- Negotiate price, terms, and conditions
- Ensure required information and documentation is submitted to the loan processing department and properly recorded in the loan origination system upon acceptance
- Deliver “white glove” customer service throughout the full life of loan
- Maintain current knowledge of all applicable lending regulations, the economy, market rates, vendors, and competitors
- Keep informed on trends, changes and developments in the local real estate market
- Maintain a professional image and standards consistent with company
- Evaluate processes and procedures for efficiency opportunities and implement process improvements
- Manage and train junior loan officers, sales assistants, and other employees, as required
- Maintain and update the Sales Policy and Procedure Manual
- Ad hoc projects, as assigned
Qualifications
- Dedication to providing customers with an exceptional experience with the organization and its products at every touch point
- Strong sales skills including effective prospecting, customer needs assessment, solution development, and ongoing relationship management
- Strong communication and interpersonal skills with external and internal stakeholders
- Analytically minded with an ability to read, interpret and draw accurate conclusions from financial statements, appraisals, reports, and other sources
- Ability to exercise good judgment in assessing and effectively managing risks associated with business objectives and activities
- Deep knowledge of mortgage products and the origination process
- Established relationships with local referral networks preferred
- Strong working knowledge of the MS Office Suite including SharePoint
- Knowledge of Encompass and/or Salesforce a plus
- Demonstrated ability to maintain confidentiality and use discretion in daily activities
- Ability to meet production goals in a fast-paced environment with tight deadlines and constant interruptions; Ability to flexibly adjust priorities in a changing environment
- Self-motivated team player with a strong work ethic and high level of personal accountability
- Positive personality with a high level of integrity
- Valid drivers license
Education & Experience
- 2+ years of sales experience required
- Mortgage sales experience preferred; commercial mortgage sales experience a plus
- Bachelor’s degree from an accredited college/university preferred
