Broker Relationship Manager

MCAP; Edmonton; On-site; CAD 70,000 - 90,000; Full time

Job summary

A financial services company located in Canada seeks a Broker Relationship Manager responsible for managing broker relationships, achieving specific targets, and providing high levels of service across a portfolio of brokers. Candidates should possess at least 5 years of sales and underwriting experience, alongside strong communication and organizational skills. This role also involves developing broker knowledge and promoting company mortgage products.

Qualifications

• Minimum 5 years of sales experience in Financial Services preferred.
• Minimum 5 years underwriting experience.
• Strong analytical and problem-solving skills.

Responsibilities

• Manage primary relationships with brokers.
• Achieve annual targets set at the beginning of the fiscal year.
• Create a touch-point strategy to manage workload.

Skills

Sales experience

Underwriting experience

Verbal and written communication skills

Time-management skills

Negotiation skills

Customer service skills

Education

University Degree / Post-Secondary education

Accredited Mortgage Professional (AMP)

Job description

The Role

This position is responsible for acting as the primary relationship contact for MCAP’s strategic Broker partners. The Broker Relationship Manager will focus their attention on assembling and growing a portfolio of brokers, developing relationships with and providing them with high levels of service including underwriting activities.

The Broker Relationship Manager will be accountable for the annual achievement of specific targets set at the beginning of each fiscal year.

Relationship Management

• Within a defined geographic territory, promote the growth of profitable residential mortgages through effective business development by:
  • Creating awareness through:
  • Providing product, program, and policy training to brokers;
  • Maintaining an appropriate level of regular contact with the established broker portfolio based on projected achievement levels, through various mediums;
  • Developing broker knowledge of our products, policies and processes to improve the efficiency of each broker relationship.
• Increase results with existing MCAP Strategic Brokers by:
  • Identifying unforeseen needs and opportunities and construct a plan to address these opportunities;
  • Utilizing sales and marketing to add additional value to the broker;
  • Negotiating with brokers to gain a commitment on volume;
• Identify new / potential Brokers / Brokerages by:
  • Working with underwriting team to identify and add new brokers to the strategic partner list.
• Perform relationship building activities in a professional manner and encouraging an open communication with respect to market trends and competitive intelligence.
• Hold brokers accountable to committed volumes, funding ratios, and any other metrics as determined by MCAP.
• Respond to questions or concerns from all clients with the intent to build / maintain relationships.
• Provide all clients with mortgage options to assist in making an informed decision.
• Maintain agreed upon turnaround time on applications and respond to questions and concerns received from clients via email, fax, phone calls or portal discussion within agreed upon time of receipt to ensure timely and accurate completion of each mortgage transaction.
• Track and monitor broker performance for improvement of efficiency or managing appropriate action in the event that all efforts to improve fail.

Marketing and Communication

• Plan, schedule and conduct sales presentations and regular follow‑up meetings with key brokers to establish relationships and further our success in meeting the company’s goals for growth of the mortgage portfolio.
• Develop a thorough knowledge of mortgage products, policies and procedures, to facilitate promotion of our offerings with mortgage brokers and their customers.
• Represent MCAP at industry related meetings and events.
• Develop and tailor sales / campaign promotional materials, to be specific to meeting the needs of the targeted market.
• Provide support tools to assist brokers with their client interactions (product information, pricing and ways to counter objections and solidify deal).
• Communicate on a timely and regular basis the following:
  • Rate updates
  • Incentive programs
  • Program and policy updates
  • Education
  • Other

Planning

• Develop an annual strategic and account plan for each broker.
• Create a touch‑point strategy to organize work week with calls and underwriting files.
• Update and maintain all broker information for strategic partners.

Reporting

• Create and assemble weekly / monthly reporting to management team regarding funded and commitment volumes and closing ratios.
• Create and distribute monthly reporting to brokers on funded volumes.

Underwriting

• Contribute to the effective processing and approval of mortgage applications by:
  • Effectively communicating company’s lending policy and procedures to brokers so that Brokers have a thorough knowledge of our lending requirements, and qualifying parameters;
  • Determining and obtaining all pertinent credit information such as proof of income, down payment confirmation etc., and conducting appropriate due diligence thereon in order to meet credit and quality standards, including anti‑money laundering and anti‑terrorist financing standards and maintain desired reputation;
  • Issuing and following‑up on commitments;
  • Obtaining Mortgage Insurer approval for insured loans;
  • Ordering and reviewing appraisals for all conventional mortgages.
• Monitor mortgage broker activities and bring any activities which appear worthy of further investigation to the attention of appropriate officers.
• Adjudicate information presented and address any discrepancies or inconsistencies.
• Document the deal and write up rationale to support recommendation for approval.
• Condition the deal in accordance with the recommendation for approval.
• Delivers quick and creative mortgage solutions in order to structure files in order to meet company guidelines.

What You Bring To The Team

• Minimum 5 years sales experience – Financial Services preferred but not mandatory
• Minimum 5 years underwriting experience
• Thorough knowledge of the pertinent Real Estate market, competitor innovations, trends and developments
• Results oriented
• Creative and innovative
• Exceptional verbal and written communication skills
• Excellent organizational and time‑management skills
• Excellent presentation skills
• Ability to build meaningful and trusting relationships
• Ability to multi‑task in a fast paced environment
• Effective negotiation and influence skills
• Strong analytical and problem solving skills
• Strong customer service skills.
• Self-driven, motivated with the ability to work independently and in a team environment
• Carries out duties with integrity and takes responsibility for actions.
• University Degree / Post‑Secondary education
• Accredited Mortgage Professional (AMP, preferred) or courses to satisfy provincial regulatory requirements