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Mortgage Broker Relationship Executive

3 months ago

Montreal, Quebec, Canada Scotiabank Full time

Requisition ID: 204556

Become part of a purpose-driven team that is dedicated to achieving results within an inclusive and high-performing culture.

Role Overview:

The Mortgage Broker Relationship Executive is tasked with expanding the residential mortgage sector by managing a specific portfolio of Mortgage Brokers. Within the framework of the SMA customer segmentation model (including Achiever, Builder, and Starter tiers), the focus will be on cultivating and enhancing relationships with Achiever brokers, delivering exceptional service levels, including underwriting functions. Additionally, this role supports the bank in achieving its objectives regarding cross-selling other banking products to mortgage clients.

Key Responsibilities:

  • Comprehend the Bank's risk appetite and culture, integrating these considerations into daily operations and decision-making.
  • Strive for effective and efficient operations in line with Scotiabank's core values, Code of Conduct, and Global Sales Principles, ensuring robust business controls to meet operational, compliance, and conduct risk obligations.
  • Foster a high-performance atmosphere and contribute to an inclusive workplace.

1. Business Development: Within a designated geographic area, drive the growth of profitable residential mortgages through strategic business development by:

  • Managing relationships within a portfolio of Achiever Mortgage Brokers to ensure the Bank is recognized for delivering the highest level of prompt and attentive service in the industry.
  • Attracting new business by identifying and engaging successful mortgage brokers who are not currently affiliated with the bank at the Achiever level.
  • Conducting sales presentations and regular follow-ups with key brokers to strengthen existing relationships and establish new ones, contributing to the bank's growth targets.
  • Acquiring in-depth knowledge of mortgage products, policies, and procedures to effectively promote offerings to mortgage brokers and their clients.
  • Understanding the Bank's retail products to facilitate cross-selling opportunities to mortgage customers.
  • Staying informed about the real estate market, competitive innovations, and trends that may impact market dynamics.
  • Representing the Bank at industry-related events and meetings.

2. Relationship Management: Build, manage, and monitor ongoing relationships with the established portfolio of brokers to encourage growth in mortgage referrals, focusing on:

  • Maintaining regular contact with the broker portfolio based on projected achievement levels through various communication methods tailored to each broker's needs.
  • Gathering and maintaining current information on brokers to optimize relationship building.
  • Customizing customer service and sales activities to meet the specific needs of Achiever Brokers.
  • Directing efforts based on performance to ensure the needs of key referral sources are understood and met.
  • Providing support tools to assist brokers in their client interactions.
  • Enhancing broker knowledge of products and processes to improve relationship efficiency.
  • Monitoring broker performance for efficiency improvements or necessary corrective actions.

3. Underwriting: Contribute to the effective processing and approval of mortgage applications by:

  • Clearly communicating Bank lending policies and procedures to brokers.
  • Gathering pertinent credit information and conducting due diligence to meet the Bank's credit and quality standards.
  • Reviewing and correcting data from brokers, inputting it into the underwriting system, and determining application outcomes.
  • Approving or declining mortgage transactions within discretionary limits and recommending further review when necessary.
  • Issuing and following up on commitments.
  • Coordinating with Mortgage Insurers for insured loans.
  • Reviewing appraisals for conventional mortgages as needed.
  • Ensuring all relevant information is received before submitting files to the Mortgage Funding Department.
  • Monitoring broker activities and reporting any concerning behaviors to appropriate Bank officers.

4. Customer Onboarding/Cross-Sell Facilitation: Facilitate customer acquisition and cross-sell opportunities by:

  • Ensuring Mortgage Brokers are knowledgeable about the Bank's Cross-sell program.
  • Conducting meetings with Achiever Brokers to promote collaboration with Scotiabank branches.

5. Customer Service Excellence: Ensure high standards of customer service and satisfaction consistent with Scotia Service Standards by:

  • Facilitating prompt turnaround times and ensuring accuracy and courtesy in interactions with mortgage brokers.
  • Maintaining confidentiality of Bank and customer information.
  • Complying with the Bank's Privacy Code and Guidelines for Business Conduct.

Qualifications:

  • Extensive experience in residential mortgage underwriting.
  • Knowledge of the mortgage broker industry.
  • Expertise in Bank mortgage products and related policies.
  • Strong interpersonal and communication skills.
  • Excellent organizational skills with attention to detail.
  • Thorough understanding of the real estate market and trends.
  • Knowledge of mortgage-related products.
  • Familiarity with Bank external marketing programs.
  • Understanding of broker compensation structures.

Working Conditions:

The incumbent will work remotely, ensuring a suitable workspace that allows for business operations without distractions.

Effective communication in English and French is required to serve a diverse clientele.