Mortgage Business Development Specialist

2 months ago

Sudbury, Ontario, Canada BMO Full time
About the Role

BMO is seeking a highly skilled Mortgage Business Development Specialist to join our team. As a key member of our sales team, you will be responsible for cultivating and building relationships with a third-party network of referral sources to drive new mortgage business and increase BMO's share of the home financing market.

Key Responsibilities
  • Actively search for sales opportunities to achieve individual sales and profitability goals.
  • Proactively contact realtors and referral sources to lead client and realtor discussions and sell real estate lending products and insurance that meet the Bank's mortgage growth and profitability objectives.
  • Assist with the implementation of targeted marketing programs, promotions, and other initiatives.
  • Seek opportunities to expand network by obtaining referrals from existing relationships.
  • Establish and enhance the Bank's community presence by participating in trade shows, conferences, and related events.
  • Serve as a customer advocate during application and processing activities.
  • Provide marketing, event coordination, and general administrative support to maintain positive and ongoing contact with their broader referral network.
  • Deliver exceptional customer service that builds trust through expertise, responsive service, and support.
  • Organize customer appreciation events, seminars, and conference calls.
  • Guide customers throughout mortgage application and processing activities.
  • Partner with branch teams to properly hand off customers to finalize mortgage documentation.
  • Resolve or escalate issues to meet customer expectations and ensure funds are advanced in a timely manner.
  • Identify client needs for banking products (e.g. everyday banking, lending, and investment) and refer to appropriate BMO partners.
  • Develop solutions and make recommendations based on an understanding of the business strategy and stakeholder needs.
  • Provide advice and guidance to assigned business/group on implementation of solutions.
  • Support the execution of strategic initiatives in collaboration with internal and external stakeholders.
  • Help determine business priorities and best sequence for execution of business/group strategy.
  • Conduct independent analysis and assessment to resolve strategic issues.
  • Liaise with various BMO teams and customers to ensure satisfactory completion and/or fulfillment of the home financing application.
  • Document updates in BMO's internal systems to ensure employees have access to the status of outstanding customer opportunities, transactions, and problems/issues.
  • Analyze data and information to provide insights and recommendations.
  • Gather and format data into regular and ad-hoc reports and dashboards.
  • Provide input into the planning and implementation of operational programs.
  • Engage with third-party realtors, lawyers, and related referral sources to create strong relationships that generate referrals for clients requiring real estate lending solutions.
  • Sell real estate lending and insurance products and identify and initiate cross-sell opportunities and referrals in the best interest of the customer.
  • Verify mortgage approvals for compliance with regulatory requirements and operational and credit policies.
  • Participate in projects and other activities designed to improve the customer experience.
  • Liaise between clients and various departments across the organization to discuss issues and procedures, and provide mortgage and insurance product support and expertise.
  • Complete all necessary transactional documentation in compliance with security measures.
  • Ensure adherence to all aspects of First Principles our code of Business Conduct and Ethics which deals with individual accountability as it relates to potential conflicts of interest, safeguarding of client information, trading in securities, anti-money laundering, privacy and disclosure of outside business activities.
  • Act in accordance with regulatory and compliance requirements that include, but are not limited to, Anti-Money Laundering and Terrorist Financing Reporting requirements, FCAC consumer provision requirements, and Privacy Act provisions in accordance with Bank Policies & Procedures.
  • Follow security and safeguarding procedures and apply appropriate due diligence in accordance with Bank policy for the prevention of loss due to fraud, robbery, counterfeiting, money laundering or defalcation.
  • Protect the Bank's assets by adhering to all everyday banking, business banking, investment and lending regulations (as appropriate), Policies and Procedures, legal and ethical requirements, process requirements and established risk guidelines.
  • Understand risks and take appropriate actions as they relate to personal banking, deposit and investment products, including all documentation, and any other requirements to maintain operational integrity.
  • Maintain the confidentiality of both customer and Bank information ensuring compliance with Bank Policies & Procedures.
  • Focus may be on a business/group.
  • Think creatively and propose new solutions.
  • Exercise judgment to identify, diagnose, and solve problems within given rules.
  • Work mostly independently.
  • Broad work or accountabilities may be assigned as needed.
Qualifications
  • Typically between 3 - 5 years of relevant experience and post-secondary degree in related field of study or an equivalent combination of education and experience.
  • Basic knowledge of portfolio management and related credit qualification standards, policies, and procedures.
  • In-depth understanding of the mortgage lending process and applicable regulatory requirements.
  • Strong interpersonal, sales, customer service, and negotiation skills.
  • Expert knowledge of self-management and teamwork, personal lending, relationship sales and management.
  • Functional knowledge of personal banking, investments, trust services, business and commercial lending, and cash management.
  • Strong knowledge of the broader real estate industry and mortgage market.
  • Strong negotiation skills.
  • U.S. Only: This position will act as an originator of consumer loans as defined by Regulation Z, Regulation G, and the Secure and Fair Enforcement for Mortgage Licensing Act (the S.A.F.E. Act). This position will require a Federal registration with the Nationwide Mortgage Licensing System and Registry. The Bank will instruct you on the registration requirements needed to comply with this requirement. A criminal background review and credit history evaluation will be required for this position as well as restrictions on performing in a real estate agent capacity.
  • Specialized knowledge from education and/or business experience.
  • Verbal & written communication skills - In-depth.
  • Collaboration & team skills - In-depth.
  • Analytical and problem-solving skills - In-depth.
  • Influence skills - In-depth.

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