West One Loans is looking for a Telephone Business Development Manager to focus on our commercial lending proposition. In this role, you will be responsible for creating, managing, and developing relationships through proactive telephone contact with a number of intermediaries within your allocated region, based on postcode allocation. You’ll work closely with a field-based BDM to achieve commercial lending regional targets, promoting West One to new and lapsed businesses while also managing key accounts.

Key Accountabilities

• To create, manage and develop relationships with introducers to achieve new business targets.
• Have expert knowledge of West One’s Commercial Mortgages 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.
• Assess enquiries via telephone and email and identify sales.

Key tasks include:

• Proactivity calling new/existing/lapsed intermediaries to engage them with West One’s Commercial Mortgage product.
• 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.
• Book meetings with intermediaries via teams to present our Commercial Mortgage proposition and our USP's opportunities, develop expertise in deal structuring in order to produce terms/quotes.
• Understand and be able to articulate the product features and benefits across our Commercial Mortgage product including but not limited to, products available, rate/fee options, loan calculations
• Follow up on terms issued and deals agreed within SLA in order to progress them into applications, handling objections in order to win the deal.
• Make introductions to new firms registering via broker support, ensure they are aware of key contacts for enquiries/support in that region.
• Keep intermediaries informed on changes to our Commercial Mortgage product, including but not limited to criteria, pricing, processes via telephone or email.
• Support field BDM with firms when they are on the road/in appointments to ensure our excellent service proposition is not affected.
• Ensure all activity is logged in Hubspot (our CRM system).

Skills & Competencies

• Excellent call handling, listening, and influencing skills.
• Pass internal competency tests post induction.
  
• Good telephone manner and able to article yourself well.
  
• Able to successfully build relationships.
  
• Ability to multi-task to ensure SLA's are met.
  
• Confidence to pursue leads and overcome objections.

Knowledge & Qualifications

• PC Literate with a good knowledge of Outlook, Word, Excel and PowerPoint.
• Previous experience within a sales role would be highly desirable.
  
• Knowledge of Commercial Mortgages would be highly desirable.

Personal Attributes

• Punctual, well organised with good administration skills.
• Ability 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.