Business Development Manager, Digital SME, South & South East

at  Shawbrook Bank

QUALIFICATIONS/CERTIFICATION

• GCSE (or equivalent) in Maths and English

EXPERIENCE (TYPE & LEVEL)

• Strong awareness of Industry Sector and regulation
• Extensive field sales experience in financial services sector.
• Experience of managing a large geographic area
• Experience of selling to intermediaries (Asset Finance products)
• An excellent understanding of the Asset Finance sector
• Experience of working in a customer focused environment and in a small to medium sized organisation

TECHNICAL/SPECIALIST KNOWLEDGE & SKILLS

• Computer literate (Advanced knowledge of MS Office suite – Excel, Word, Power-Point)
• Knowledge of TCF
• Knowledge of underwriting process/criteria requirements
• Good knowledge of compliance procedures within the Asset Finance industry.
• Able to read and understand financial accounts, valuations, business appraisals and credit searches.
• Understanding of the different funding options open to business clients

THE ROLE & RESPONSIBILITIES

To join our Digital SME Lending Team (DSME) as a member of our dynamic External Sales Team with a view to helping us grow our revised proposition amongst our Broker population. The aim is for us to establish Shawbrook DSME as the “go to” funder at the heart of the UK SME ecosystem.
This role will be focussed on writing Mid Markets business (£250k-£5m) - both standalone transactions and credit line business, so the successful candidate will need to be extremely experienced and well connected within the AF/SME space with a good knowledge of both the UK SME Broker market and key AF intensive industry sectors such as construction and waste management.

KEY RESPONSIBILITIES

• To manage & grow an assigned community of Broker Partners driving relationships and portfolio management , to achieve & exceed origination and income targets, through a combination of flow & complex transactions.
• In addition, ensure that all opportunities presented to SB via the Broker partnerships, meet the requirements as prescribed through the Indirect Platform lending policy and proposition.
• Ensure that all Broker Partnerships adopt the SB Digital capability, presenting all new opportunities via the Broker Portal.
• Ensure that all Sales benchmarks are achieved as set out by the DSME Management Team.
• Working closely with the Broker Portfolio to develop an intensity in relationship with the Brokers – acting as the Broker’s “face of Shawbrook” and becoming their trusted business partner.
• Working closely with the Broker Portfolio to encourage and promote both flow new business opportunities via AIP & larger/complex opportunities.
• Working closely with our key internal teams & stakeholders such as Partner Proposals, Credit & Risk, Broker Review & In Life Management teams to take ownership of business performance/delivery and support ongoing in life management (where required for large and complex facilities). The role is expected to both support and deliver feedback on process and service.
• Working with the Head of Sales & marketing teams to help devise, develop and own our marketing strategy to support business development with our Broker Partners and raise our industry profile.
• Demonstrating an agility & flexibility to adapt to new origination opportunities/channels (e.g. vendor) under direction from the DSME Management Team.
• “Refreshing” the Broker Portfolio & keeping it relevant by onboarding new Broker Partners where appropriate opportunities are identified.
• Larger Deal Strategy: to support the Head of External Sales in owning and setting the strategy around our large deal proposition and to implement by personally attracting deal opportunities and large deal Brokers to our business and winning business/writing deals of this variety. Also to target winning opportunities of this type via internal referrals from our Corporate Lending business, our Real Estate business and our existing direct portfolio.
• To develop existing Broker Partner development accounts within the specific geographic region. This will involve re-energizing existing partners, further growing relationships and maximizing business development opportunities with Broker Partners & their client bases
• To actively prospect, identify and recruit new Broker Partners from a broad mix of specialist Asset Finance and general commercial Brokers in line with the defined team strategy
• To develop Broker Partners into profitable producers by understanding their business processes and finding opportunities to maximize business levels through training and development and marketing opportunities.
• Having a thorough understanding of our products and criteria and to be able to quickly understand the strengths and weaknesses of a commercial Asset Finance deal
• Feedback key market intelligence with regard to competitors as well as both positive comments and improvement areas for the Bank as a whole.
• Understanding and delivering the brand values of the team & the Bank, the BDM role is the ambassador for the business
• Clearly communicate with Broker Partners our views on different scenarios to assist them with finding future business for Shawbrook
• Able to develop a rationale for unusual cases and communicate opinions/views to the Credit teams for their consideration
• Being experts on the competition, understanding where our strengths lie and ensuring the broker Partners are aware of our strengths as all times.
• Assist with increasing conversions by analyzing broker performance, delivering presentations and providing training and support where required