Job Title:           Business Development Account Manager
Division:            Real Estate
Department:      Real Estate Lending    
Reports To:       Director, Real Estate Lending        
FLSA Status:    Exempt
Job Code:         RE0100
Job Grade:        00
Prepared By:     MTH
Prepared Date:  04.11.2008
Approved By:    Denise Luedtke
Approved Date: 11.18.2008
 

SUMMARY

This position is an outside business development sales position responsible for identifying and developing new sources of business and growing relationships for Stanford FCU.  Generate new Real Estate loans and cross sells Stanford FCU products and services to Stanford University, approved Select Employer Groups (SEG’s) and surrounding communities. Responsibilities include investment quality loan origination via member and new member solicitation using various communication channels such as face-to-face sales calls, business development referrals, and other proven business development practices. Actively participate in credit union/community activities to build awareness of Stanford FCU mortgage and other financial products. 

ESSENTIAL DUTIES AND RESPONSIBILITIES

include the following. Other duties may be assigned. Maintains an accurate understanding of approved Stanford FCU mortgage products and underwriting guidelines.  Must possess a solid understanding of FNMA/FHLMC and non-conforming guidelines.

Assists in compiling and analyzing market research data in order to develop or increase the competitiveness of current products and services offered

Participates in related business development activities representing Stanford FCU.

Participate in real estate organizations to develop contacts and leads for loan originations and new members.  Generate and screen leads following established policies and procedures to attain new business relationships and loan generation

Develop awareness; make cold/warm calls to all identified avenues of business and generate business through these contacts; make business development calls to Stanford University Community and local Real Estate offices to generate business by referral and working with Department Heads and Realtor’s on a one-to-one basis. 
Originates investment quality loans by matching Credit Union products and services to meet the discovered needs of its members.

Schedules meetings with members and potential new members to learn of their needs and explain the features of Credit Union loan programs.

Increase credit union membership, cross sell credit union products and track growth results

Develops selling tactics for any situation by identifying member needs through effective questioning.
Counsels and qualifies members, taking complete and accurate applications.  Obtains all necessary documentation along with appropriate fees.

Input accurate loan data into origination system and AUS systems to obtain valid automated underwriting decisions.  Submits case file to processing and assists in collecting additional documentation as needed.

Communicates loan status to member.

Locks members loan once all documentation is verified, appraisal and preliminary title report have been obtained and the loan is approved.  Have the ability to use a contact management database to keep track of business development leads and required follow-up with new and existing clients.

Maintains a professional image and standards consistent with Credit Union policies and procedures.

Is responsible for compliance with all required regulations and polices, especially with all Bank Secrecy Act (BSA) and Office of Foreign Assets Control (OFAC) policies, procedures and regulations.

BEHAVIOR STANDARD

Maintains a positive work atmosphere by acting and communicating in a manner so that the employee gets along with members, vendors, co-workers, and management.

SUPERVISORY RESPONSIBILITIES

This job has no supervisory responsibilities.

QUALIFICATIONS: 

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION and/or EXPERIENCE:

Associate's degree (A. A.) or equivalent from two-year college or technical school; or 4+ years  related experience and/or training; or equivalent combination of education and experience.

LANGUAGE SKILLS:

Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals.  Ability to write routine reports and correspondence.  Ability to speak and write in both English and Spanish is desirable (Spanish is optional and not is not necessary required to perform this job). Must be able to speak publicly in front of members or groups in English and Spanish if applicable.

MATHEMATICAL SKILLS:

Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.  Ability to apply concepts of basic algebra and geometry. 

REASONING ABILITY:

Ability to solve practical problems. Deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

PHYSICAL DEMANDS:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is frequently required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear.  The employee must occasionally lift and/or move up to 25 pounds.  Specific vision abilities required by this job include close vision, and ability to adjust focus.

WORK ENVIRONMENT:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually quiet.           

Revision 29 May 2008