National Account Manager

2 weeks ago

Watford, United Kingdom Enra Specialist Finance Full time

The role of National Account Manager is a senior sales role, focused on the development and relationship management of key accounts primarily focused on large DA firms, clubs and networks.

This role will be focused on the delivery of mortgage sales and relationship management to deliver the sales strategy and key business objectives The role will work closely with the Head of Clubs and Networks, telephone business development and field basedteams.

Key Accountabilities

The role is field based but there will also be a requirement to attend our offices as deemed appropriate in Hertfordshire. The main duties of the role are summarised as follows:

- Responsibility for creating, managing and developing national relationships of identified key accounts, with regular visits, training and support to build an in-depth partnership with these brokers to facilitate regular business flows
- Work collaboratively with the Head of Clubs and Networks to maximise business opportunities with key partner relationships
- Identify opportunities to attend regional broker meetings and develop relationships with club and network broker help desks
- Support broker panel beyond initial case submission by helping oversee end to end case journey from DIP to completion with a full understanding and knowledge of internal systems and reports to do so.
- Be an advocate for your brokers in supporting high value deals and exceptions to policy, positioning these deals to take account of risk to business.
- Ensure your broker contact strategy segments the value of accounts in your region and your calling pattern reflects their importance maintaining a focused contact plan with panel firms to develop the relationship and increase repeat usage.
- Manage your own diary, which includes booking appointments; time management and effective territory planning skills are key maintaining records of visits via our CRM
- Manage any appropriate corporate accounts as agreed with line management
- Achievement of sales targets and KPI’s as required by the role established by line manager
- Developing excellent working relationships with our broker partners and internal working relations with our broker support, underwriting and sales team to deliver enquiries & completions in line with key business objectives.
- Undertake additional duties including system testing where appropriate
- To deliver a minimum of 10 face to face meetings per working week with broker firms you are responsible for.
- Speaking to our introducers and handling new business enquiries, including criteria and case submission queries
- Confidently represent West One at key industry events
- Work closely with our marketing team to develop content to effectively support broker relationships and maximise business opportunities
- Take ownership for broker/customer complaints where necessary professionally representing the business

Skills & Competencies

The following Competencies are essential in this role:

- Demonstrate an in-depth understanding of lending policy, criteria, and products
- Demonstrate an in-depth understanding of our broker portal and Fusion system to be able to resolve queries relating to our first charge broker portal
- Demonstrate a deep understanding of our packaging requirements set out in our lending policy to improve quality of loan packs and expedite completion by reducing the outstanding needs requested by our underwriters
- Competently deliver training on our products, criteria and packaging requirements to new brokers and their teams tailored to the audience
- Ability to produce compliant training materials to support a consistent and structured approach to broker training
- Demonstrate a detailed understanding of competitor products and criteria feeding relevant information into the product development team.
- Demonstrate a detailed understanding maintained in a CPD log of the general market as applicable/where enables and/or impacts sales e.g. Market Size, understanding of target market, first time buyer home purchase schemes, shared ownership, right to buy,drivers for market growth, current mortgage market trends/news, product transfer market, market processes such as conveyancing etc, cost of living etc).
- Able to confidently present at industry events including presentations, webinars, Q & A’s and exhibitions on behalf of West One
- Ensure knowledge of wider Group products and criteria to identify opportunities for cross product sales
- Demonstrate an understanding of wider business objectives not limited to new business origination eg regulatory considerations, impact on P & L, credit losses, early redemptions

The following skills are essential in this role:

- Excellent sales and presentation skills
- Highly Skilled Communicator
- Proven track record of success in a sales environment
- Ability to form good relationships with key stakeholders and third parties.
- A solid understanding of FCA regulations and PRA rules
- Success in attracting, retaining and growing new customer relationships.
- Ability to work as part of a team.

Knowledge & Qualifications
- A good knowledge of the mortgage industry and intermediary distribution
- Previous experience of building relationships or supporting clients in a field-based sales role
- Excellent working knowledge of Word, Excel, Powerpoint and Outlook is required and relevant industry qualifications highly desirable e.g., CeMAP

Personal Attributes
- Ability to be self-motivated to achieve targets and goals
- Excellent communication skills
- Team Player
- Approachable and self
- motivated
- Proactive and able to identify and highlight areas of opportunity or improvement and advise on actions required
- Ability to meet and exceed targets
- Robust and comfortable working under pressure

Values

Customers are our primary focus

Results matter, create value every day

Energy is contagious, Share it

Developing our people makes us different

Invent the solution, be proactive

Together we can build the business

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