Job Description

JOB SUMMARY

The Outside Sales Account Executive is an intermediate-level position within the Sales Department.  The Outside Sales Account Executive is responsible for overseeing business relationships with assigned and prospective accounts (i.e., brokers, loan officers, etc.), while at the same time exceeding customer expectations to achieve monthly production goals.  This sales position requires specific product knowledge along with broad familiarity with the Company’s policies, products and services.

SUMMARY OF ROLE AND RESPONSIBILITIES

• Conducts daily sales calls with prospective customers by introducing the Company, developing a profile, providing a value proposition, and documenting the results within the Company client relationship management tool
• Manages new broker package process with potential new mortgage lenders by providing broker packet, assisting, as necessary, in answering basic questions and escalating, if needed, to Area Sales Manager and other appropriate Company channels and providing frequent communiques with the mortgage lender on the status of their broker packet approval
• Responsible for training new mortgage lenders to properly submit and structure loans to meet Company loan submission guidelines by answering basic questions and escalating to internal resources, as needed
• Conducts frequent communiques with established accounts by completing a quarterly client profile call with each customer and listening to customers to see where additional opportunities exist for an expansion of business, and documenting the results within the Company client relationship management tool
• Generates mortgage submissions that are offered by the Company (e.g., Federal Housing Administration (FHA)/Conventional/United States Department of Agriculture(USDA)/Rural Development (RD), Jumbo, etc.) by working with mortgage lenders and matching the appropriate product with their needs
• Identifies and manages all business opportunities within assigned area by collaborating with marketing, management, and business development support to help gain additional market share
• Confers with management to set, and achieve, attainable monthly sales goals by maintaining an active pipeline of mortgage lenders and seeks counsel when goal seems unattainable to develop an action plan
• Acts as a liaison between the Company and the mortgage lender throughout all phases of the loan process by disseminating frequent status reports to ensure a positive relationship with mortgage lenders
• Proactively identifies and recommends ways to improve business success by actively participating in monthly sales teleconference calls and keeping the Company client relationship management tool up-to-date
• Acts as a resource to mortgage lenders by being knowledgeable of company products (including website), policies and procedures, underwriting requirements, systems utilization, and general competitor products and offerings
• Special projects, as assigned

MINIMUM KNOWLEDGE, SKILLS AND ABILITIES

• Intermediate knowledge in client relationship management tools
• Advanced knowledge of Company products (i.e., wholesale loan guidelines)
• Advanced negotiation skills
• Ability to positively project the Company and department
• Knowledge in Microsoft Word, Excel, Outlook and Internet Explorer

PREFERRED EDUCATION, KNOWLEDGE, SKILLS AND ABILITIES

• Three + years previous experience in a similar, successful mortgage sales role (with existing broker base)

WORK ENVIRONMENT

Work is performed within a home office environment, personal vehicle, and customer (potential customer) sites with standard office equipment available.