Responsible for developing existing and identifying new Home Improvement and Renewable Energy Contractors (“Contractors”)/Dealers to grow the Bank’s market share in PACE consumer lending. The incumbent will be responsible for (a) identifying new areas within the home improvement and renewable energy lending markets that the Bank can safely grow to meet its loan volume and revenue goals and (b) qualifying those potential opportunities, and facilitating new Contractor financing program implementations so that Contractors are fully educated on the Bank’s product offerings and are participating in the Bank’s financing programs in the shortest amount of time.
Targets, solicits and secures new Contractors/Dealers with the ability to refer business in excess of five hundred thousand dollars annually to the Bank by utilizing exemplary marketing and sales skills, networking ability and media tools.
Maintains, nurtures and grows new and existing books of business (typically 10 to 40 accounts) to insure quality control, repeat and new business development. Active pipeline management, timely issue resolution, and execution of specific account level strategies to maximize the potential of the relationship.
Collaborates, and works on active pipeline management, issue resolution, and strategy for major accounts.
Presents the Bank and its capabilities, including program financing options, to prospective Contractors/Dealers.
Demonstrates creative leadership in the sales effort to develop new concepts, secure and grow a Contractor/Dealer relationship.
Understands when to access additional internal resources at the right time.
Maintains an up-to-date Opportunity Pipeline Report of all business development activities as well as the Individual Account Profile.
Conducts both in-person and Webinar training events to educate Contractors and their sales force on how to effectively sell and integrate the Bank’s platform of consumer lending products, and sales and marketing tools in their organization.
Partners with Sales Coordinators and the Credit Department to ensure that the on-boarding process for new Contractors/Dealers has taken place as promised, which includes: (a) collecting and maintaining the required documents from Contractors/Dealers to enroll in the Loan Referral Network, (b) maintaining accurate records to track requests to participate in the Loan Referral Network, (c) validating that proper program training has taken place, and (e) data-entering pertinent information about the Contractor/Dealer in the Bank’s central reporting database.
Adheres to all Bank policies, procedures and code of business conduct and ethics.
A Bachelor’s Degree is preferred
Minimum of one year experience in solution sales in a banking or financial services environment.
Demonstrated success in prospecting, generating leads, closing business and consistently meeting / exceeding loan production goals.
Ability to quickly learn technical financial information and concepts for our Improvement Lending Program.
Ability to successfully develop and execute solutions oriented sales strategies that meet Contractor and customer needs while achieving the Bank’s loan portfolio growth and revenue objectives.
Ability to analyze and comprehend basic financial data and provide financial alternatives to the customer.
Strategic thinking and decision making to maximize probability of win.
Creative thinking on competitive positioning, win strategy, themes and discriminators.
Demonstrated business development and new business referral generation skills.
Demonstrated ability to speak and write with excellent English grammar, spelling, enunciation, and organization of thought, conciseness and clarity of expression sufficient to communicate with all parties to a residential mortgage loan.
Exceptional listening skills with the ability to understand a Contractor’s and customer’s needs and actively participate in the problem solving process.
Strong organizational skills and ability to manage multiple tasks and projects simultaneously.
Ability to work with cross functional groups throughout all levels of the organization and participate in the problem solving process.
Proficiency in Microsoft Office (Outlook, Word, Excel, PowerPoint).
General office environment.
A valid driver’s license and ability to travel from time-to-time.
Flexible schedule; nights and weekends on a rotating basis
Ability to travel within California or as needed to appropriate locations.
Apply here: Admirals Bank