Broker Relationship Manager

3 months ago

Toronto, Canada Scotiabank Full time

Requisition ID: 206149

Join a purpose driven winning team, committed to results, in an inclusive and high-performing culture.

**_
Purpose of Job:_**

The Broker Relationship Manager is responsible for growing residential mortgage business from a designated portfolio of Mortgage Brokers. Within the SMA customer segmentation model (Achiever, Builder and Starter tiers of brokers), BRMs will focus their attention on assembling and growing a portfolio of Achiever brokers, developing relationships with and providing them with high levels of service including underwriting activities. BRMs will also assist the bank in meeting its’ targets with respect to cross selling other bank products to the mortgage customers.

**_
Major Accountabilities:_**
- Understand how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions.
- Actively pursues effective and efficient operations of his/her respective areas in accordance with Scotiabank’s Values, its Code of Conduct and the Global Sales Principles, while ensuring the adequacy, adherence to and effectiveness of day-to-day business controls to meet obligations with respect to operational, compliance, AML/ATF/sanctions and conduct risk.
- Champions a high performance environment and contributes to an inclusive work environment.

**1. Business Development: Within a defined geographic territory, promote growth of profitable residential** **mortgages through effective business development by**:

- Managing existing relationships within a designated portfolio of Achiever Mortgage Brokers to ensure that the Bank earns a reputation for providing the highest level of prompt and attentive service in the industry and the Bank represents the first choice of mortgage lenders by the mortgage brokerage community
- Developing new business relationships by prospecting for and attracting successful mortgage brokers who are not currently dealing with the bank at the Achiever level as well as with graduates to the Achiever level acquired from the BDM pool
- Planning, scheduling and conducting sales/product and policy presentations and regular follow-up communications with key brokers to strengthen existing relationships and establish new relationships when required, and further our success in meeting the bank’s goals for growth of the mortgage portfolio and cross selling other bank products
- Developing a thorough knowledge of mortgage products, policies and procedures, to facilitate promotion of our offerings with mortgage brokers and their customers
- Developing a thorough knowledge of the Bank’s retail products, policies and procedures, to facilitate cross selling the products to mortgage customers through mortgage brokers
- Maintaining an in-depth knowledge of the pertinent real estate market, competitive innovations, as well as trends and developments that might influence market dynamics
- Representing the Bank at industry-related meetings and events.

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2. Relationship Management: Build, manage and monitor ongoing relationships with the established portfolio of brokers to encourage growth in mortgage referrals with the desired outcome being the retention and growth of the Broker within the Achiever Tier, through:_**
- Maintaining an appropriate level of regular contact with the established broker portfolio based on projected achievement levels, through various mediums suitable to and designed to meet the needs of each specific broker/office on the BRM’s list of Achiever Brokers
- Gathering and maintaining current information on each to optimize relationship building as appropriate
- Developing and tailoring customer service and sales activity, to be specific to meeting the needs of the targeted market, more specifically to their Achiever Brokers
- Directing level of energy based on performance to ensure the needs of the identified key potential referral sources are understood and that we are meeting their specific needs
- Providing support tools to assist brokers with their client interactions (product information, pricing and ways to counter objections and solidify deals)
- Developing Broker knowledge of our products, policies and processes to improve the efficiency of each broker relationship including “Look-to-book” ratios, reduced frequency of amendments and reduction in broker error
- Tracking and monitoring broker performance for improvement of efficiency or managing appropriate action in the event that all efforts to improve fail

**_
- Effectively communicating Bank lending policy and procedures to brokers, and so instil 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 the Bank’s credit and quality standards, including anti-money laundering and anti terrorist financing standards, and maintaining the bank’

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