Account Development Manager (South West region)

The Northview Group
09 Feb 2017
09 Mar 2017
Contract Type
Full Time

Purpose of Job

This field based role involves the day-to-day account development and management of a defined panel mortgage intermediaries within the South West region (or designated accounts) to generate high quality mortgage completions. In addition, ADMs are the public face of their brand, supporting regional events e.g. Distributor and Trade roadshows.

Role-holders must ensure that intermediaries have a full understanding of the Brands target market, product offering and criteria details.

Key deliverables are:

Business Quality - focussing on conversion rates (DIP>application>completion)

Business Volume - focussing on monthly Applications and Offers

Business Mix - focussing on LTV and product spreads

Key Responsibilities:

Behaviours: Cultural Fit

  • To be prepared to 'go the extra mile’ to provide exemplary service to intermediaries
  • To be open, honest and to challenge constructively
  • To listen to others
  • To contribute positively and enthusiastically to team meetings, discussions and communications
  • To support line management and the wider team in developing and improving the market proposition to enhance our customers experience
  • To act with integrity at all times and embrace the philosophy of treating our customers fairly

Intermediary Relationship Management

  • To manage a core panel of intermediary relationships within a specified region to achieve agreed volume and quality targets, ensuring at all times that the intermediary is appropriately authorised to promote the products available and operates within the FCA’s principles of Treating Customers Fairly
  • To promote the Brands products and services to existing key supporting brokers in order to win new/incremental business
  • To identify and win business from a defined panel of Key development accounts that external data shows should be Key Supporters
  • To develop internal relationships in order to address quality issues and identify opportunities within the specified sales region
  • To organise and attend trade exhibitions, seminars and corporate hospitality/entertaining to support delivery of the Sales Plan
  • To promote other financial products that the group may choose to distribute

Change Management

  • To construct and deliver a regional Sales Plan which details how the mortgage volumes, quality targets and business mix will be achieved from the identified core broker panel through structured visit and follow - up.
  • To organise resources and activities efficiently and effectively (to time, quality, budget)
  • To be able to achieve business objectives through 'bottom up’ planning and delivery

Process Management

  • To organise, record, and prioritise (utilising CRM system) calling activity to ensure achievement of the Sales Plan
  • To monitor account performance against targets and take appropriate actions to deal with any shortfalls in quality
  • To compile market intelligence and competitor product/strategic information, in order to assist in strategic and tactical decision-making

Risk and Compliance Management

  • To ensure your responsibilities regarding Treating Customers Fairly, the Prevention of Financial Crime (including money laundering, identification and reporting of fraud) are carried out effectively and in accordance with the Company’s internal policies
  • To act within delegated Authority Limits as agreed with Line Manager
  • To notify line management of any changes in personal details and be fully conversant with the disaster recovery policy and procedure.

Core Skills and Knowledge:

  • Knowledge of Company’s products - with the ability to describe them clearly to the personnel within the intermediary channel, as well as possessing a clear understanding of NVG policies and procedures
  • Presentation skills - able to construct and deliver sales presentations to individuals and/or groups of varying sizes with confidence, conviction and clarity of message.
  • Report writing/diary management - ability to convey key messages in a clear and concise manner in written form, either in formal month end reports or ad-hoc reports as required
  • Financial Understanding - ability to work with figures and numbers confidently in a basic and routine manner for the purpose of tracking and reporting performance against target. To utilise the CRM system to effectively diary manage and record activity and data on all intermediaries within their given sales region
  • Full valid driving licence required
  • Ability to travel frequently in the UK and staying overnight when required
  • Educated to at least A level standard or professional equivalent (eg FPC)
  • Committed to enhancing knowledge of the mortgage market by taking and passing central qualifications (CeMAP)
  • Relevant selling experience in a business to business environment within financial services
  • Detailed Knowledge of the financial services intermediary market
  • Previous experience of managing IFA and other intermediary trading relationships
  • Proven track record of successfully selling to intermediaries/third parties
  • PC literate, with intermediate/advanced knowledge of Microsoft Office (Word, Excel, Powerpoint), together with intermediate skills in CRM databases
  • Regulatory knowledge relevant to the sector and role

Attributes that would be helpful, but not essential for the role:

  • CeMap/CF1 & CF2 qualified or working towards the qualification