FocusOne Mortgage Solutions is looking for a
Client Success Manager (Business Development Representative) to assist and train current clients and build our client base.
POSITION SUMMARY:
The Business Development Representative (BDR) serves as the primary point of contact for FocusOne Mortgage Solutions, tasked with generating mortgage loan applications from designated retail (full-service) and third-party origination mortgage accounts. Additionally, the BDR is responsible for fostering and maintaining strong, positive relationships with these mortgage accounts.
ESSENTIAL DUTIES and PERCENT OF TIME SPENT:
Initial Outreach and Relationship Building
- Initiate conversations with decision-makers to introduce FocusOne Mortgage Solutions' loan products and tools
- Build rapport with clients to establish trust and interest in FocusOne Mortgage Solutions' loan products
- Address objections and provide education on the value and benefits of FocusOne Mortgage Solutions' loan products
- Establish strong relationships with training staff, scheduling regular monthly visits to train branch and call center personnel on available products and tools to drive business across all credit union channels
- Lead regular training sessions with branch and call center teams to ensure they are knowledgeable about the products and tools.
- Develop and maintain positive, influential relationships with individuals at all levels within the credit unions
Marketing
- Collaborate with the marketing teams at credit unions to acquire member information for the FocusOne Mortgage Solutions CRM
- Assist with new client onboarding and conduct training sessions for client staff
- Organize and lead Home Mortgage Seminars for client membership bases and participate in industry-related events, such as credit union functions, chapter meetings, conferences, and trade shows, as directed
- Represent the company at community events in partnership with credit unions
- Evaluate the delivery of mortgage products at branch locations and coordinate with credit union marketing teams to ensure FocusOne Mortgage Solutions' materials are effectively displayed
Reporting
- Participate in weekly activity meetings with supervisor and/or operations management
- Submit an end-of-week report every Monday detailing the previous week’s activities to the supervisor.
- Review origination reports with each client's decision-makers, discussing strategies to boost mortgage volume
Occasional Duties and Responsibilities
- Attend internal training and development sessions
- Stay updated on job knowledge by participating in product and service educational opportunities, as directed
- Perform other duties as assigned
KNOWLEDGE:
- Industry and Market Knowledge
- Understand the industry in which the company operates, including key trends, challenges, and opportunities
- Awareness of the competitive landscape and the company’s positioning relative to competitors
- Company Product/Service Knowledge
- Deep understanding of the company’s products, services, and value proposition
- Ability to articulate how the company’s offerings solve customers' problems or meet their needs
- Sales Process and Methodologies
- CRM and Sales Tools
- Proficiency in using CRM systems (e.g., Salesforce, HubSpot) to track leads, interactions, and sales activities
- Customer Personas and Pain Points
- Knowledge of the target audience’s demographics, pain points, and business challenges
- Ability to tailor messages to resonate with different personas within organizations, including decision-makers and influencers
- Marketing and Lead Generation Tactics
- Basic understanding of marketing strategies that complement business development efforts, such as content marketing, social media, and email campaigns
- Awareness of how inbound and outbound lead generation works
SKILLS:
- Communication Skills
- Verbal Communication: Strong phone and face-to-face communication skills for engaging with prospects and delivering pitches clearly and persuasively
- Written Communication: Ability to craft compelling emails, LinkedIn messages, and other outreach materials to grab prospects' attention
- Active Listening
- Ability to listen carefully to understand a prospect's challenges, objections, and needs, then tailor responses accordingly
- Use active listening to uncover information that can help qualify the lead
- Relationship Building
- Skill in building rapport and trust with potential clients and maintaining positive relationships with internal teams (e.g., sales, marketing)
- Capable of establishing credibility quickly in initial conversations with prospects
- Time Management and Organization
- Effective at managing time, prioritizing tasks, and balancing multiple responsibilities such as outreach, follow-ups, and reporting
- Organization skills to keep track of leads, interactions, and next steps in a CRM system
- Problem-Solving and Critical Thinking
- Able to analyze a prospect's business needs and challenges and offer potential solutions through the company’s products or services
- Creative thinking to overcome objections or roadblocks in conversations with prospects
- Resilience and Adaptability
- Thick skin and the ability to handle rejection professionally, moving forward with persistence
- Flexibility to adapt to changes in product offerings, market conditions, or sales tactics
- Presentation Skills
- Comfort with presenting products or services to clients during calls, demos, or meetings, ensuring a professional and engaging delivery
- Analytical Skills
- Ability to analyze performance metrics (e.g., number of qualified leads, conversion rates) and adjust strategies to improve results
- Comfortable with data-driven decision-making and understanding lead conversion metrics
- Negotiation and Persuasion
- Skilled at negotiating meeting times, securing initial conversations, and persuading prospects to consider the company’s offerings
EXPERIENCE:
- 1-2 years of sales or customer service in a related field is preferred
- Mortgage loan origination experience is preferred
- Experience working in a fast-paced environment, handling a high volume of client interactions, and managing multiple tasks simultaneously
- Experience working closely with account executives or senior salespeople
- Experience working with other departments, such as marketing, product, or operations, to align efforts and ensure smooth handoffs in the sales pipeline
- Experience attending industry conferences, trade shows, or networking events
- Experience participating in or hosting webinars, seminars, or workshops
- Experience analyzing sales performance metrics (e.g., lead conversion rates and pull-through rate) to improve lead qualification and loan fundings
- Experience generating reports on sales activities, such as Monthly progress reports, to track and assess performance
- Exemplary organization, communication, and presentation skills required
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