Job description:
As the Mortgage Specialist your role is to grow and service your own mortgage customers, ensuring a superior service offering.
You will be accountable for:
• Improve funds under management (FUM) growth, through sales of Mortgage products
• Developing strong relationships with customers, leveraging cross-selling opportunities where appropriate
• Sourcing & building referral networks to enhance sales
• Understanding the full range of transactional and lending products to meet and exceed all customer needs
This position will be part of a team of mobile managers that is a separate sales force to the branch network. Mortgage Specialist will work without boundaries and will be responsible for generating their own leads.
Major Responsibility Area
1. Perform & Grow – 60%
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Achieve challenging sales targets developed through Marketing and Networking plans for mortgage sales - Meet sales revenue & mortgage FUM targets through sourcing & writing consumer loans from external sources (non-branch)
- Proactively determining customer needs and actively selling the bank’s full range of transactional and relationship products and services (includes Consumer and Small Business Lending) to meet needs identified
- Proactively generate new viable business by creating and leveraging referral networks and building relationships with high value customers.
- Creates opportunities and lays groundwork now for addressing future customer needs and generating future sales
- Where more complex sales opportunities arise referring customers to ANZ specialists to sell products outside of Mortgage Specialist mandate
2. Customer First 10%
- Builds relations based on valuing customers. Focuses on developing long term, profitable relationships with customers by delivering appropriate solutions that meet their customer’s needs on an ongoing basis
- Puts in the extra effort and takes time to learn more about the customers, stakeholders and contacts to build rapport
- Know your local market and play an active personal role in lifting the profile of ANZ in the eyes of customers and local community leaders.
- Retain profitable exiting customers by consistently meeting or exceeding customer expectations through superior service
- Ensure customer experience with ANZ is positive and seamless by working with branch staff and specialists to ensure customer interests and needs are fully met
- Is perceived as a trusted adviser to the customers and community
3. Well Managed – 20%
- Regularly review and discuss the business plan with the team and instil ownership in working towards and delivering the desired results.
- Foster a “well-managed” culture that minimizes losses and errors and has an active approach to compliance.
- Ensuring you are well managed and compliant with ANZ’s policies and procedures (credit risk, operating risk, advisory risk & RAF training) at all time
- Perform your duties in a safe manner in accordance with ANZ health and safety policy and procedures.
- Maintain good product knowledge by completing appropriate training & accreditation. Ensure a thorough understanding of complete lending product range and transaction products and maintain a good understanding of competitor offerings.
- Ensure qualifications and individual training requirements are kept up to date with changes as they occur
- Maintain accurate customer records
4. Lead & Inspire – 10%
- Share with your colleagues what works for you in meeting your customers’ need. Notice when a colleague needs help and take on additional tasks as directed to assist in completing team objectives.
- Take ownership of performance and continuing professional development. Document your development plan and track this regularly.
- Continue to develop your product and sales skills, and help less experienced colleagues to become better sales people.
- Providing advice, support and coaching to team members as required.
- Sharing information and learning experiences in branch team meetings.
- Encourage greater customer value add, through referring non-lending opportunities to generalist staff to explore
- Recognize and celebrate success within and outside the team
- Play a key role in being involved in the community on a Regional level.
Requirements:
Proven track record in sales
- Demonstrated ability as a team player
- Strong interpersonal skills and the ability to quickly build rapport; demonstrated relationship and networking capability
- Planning and organizing
- Presentation skills
- Negotiation skills
- Building Relationships and Networks
Desired Experience Profile:
- Financial background with good understanding of mortgage and financial services industry; strong credit knowledge
- Track record in a Strong analytical capability with ability to think laterally and the flexibility to be able to work in an environment of change
- Strong relationship and networking skills achieving sales results
- PC literacy
Interested candidates can click “Apply” below to send CVs (in English) via email.
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