OverviewGlasslake is a rapidly growing mortgage lender. Since the start of our operations in 2023, we have expanded presence across Canada in Ontario, Alberta and British Columbia. We are seeking a seasoned Inside Sales Managers to join our operations.
The Inside Sales Manager is primarily responsible for soliciting new business, quality loan submissions, and all aspects of their respective loan pipeline by working with targeted accounts and partners, nurturing leads and guiding them through the application process to meet and exceed sales targets. This is an individual contributor role responsible for working closely with and collaborating with other internal partners, working in a fast-paced, result-oriented environment. The position requires knowledge of the company’s products, policies and guidelines.
The ideal candidate will have a general understanding of the mortgage industry, exceptional self-leadership skills, and a proven track record of exceeding sales targets. Knowledge and understanding of commercial lending are considered an asset, but not mandatory. The candidate will use independent analysis, decision-making skills and discretion to develop productive broker relationships to drive loan volume and achievement of sales goals.
ResponsibilitiesThe following job functions are not all-inclusive. The employee will be required to perform other job-related tasks/responsibilities as requested. Job duties may change as required by the needs of company.
Lead generation and prospecting:
- Manage all leads (inbound or through making outbound calls) to all prospective partners to identify new business opportunities
- Follow up on referrals, leads and market-generated inquiries to convert into qualified leads within established SLAs
- Qualify all leads by assessing borrowers financial position and eligibility for various product offerings by Glasslake
Consultative sales approach:
- Engage in consultative conversations with broker partners to understand their business objectives and goals on a quarterly and annual basis while educating them on product offerings
- Collect market intelligence from partners to help inform potential new products based on needs of the market
- Explain loan options (interest rates, payment structures etc.) to broker partners to assist them with selling Glasslake loans to borrowers
Sales and conversion:
- Maintain an effective pipeline of leads and opportunities, ensuring timely follow-up and conversion to solid loan applications
- Work closely with underwriting and operations to ensure smooth processing, stickiness and closure
- Ensure high levels of customer satisfaction by addressing all broker and client questions, communicate the process and requirements in a clear, easy to follow manner
- Track loan applications and conversions in CRM
- Leverage CRM and Underwriting platforms to stay up to date on pipeline progress, monitor outstanding tasks and ensure accuracy of data for all reporting
- Provide feedback and insights to management about the process to influence operational effectiveness
Compliance and documentation:
- Ensure all loans comply with all company and regulatory compliance standards and policies
- Ensure CRM and Underwriting systems are aligned with appropriate broker information
- Stay informed about changes in mortgage regulations and company policies
Qualifications- Bachelor’s degree in finance or any related field
- Minimum 3 years’ experience in financial services, minimum 1 year experience in an underwriting role considered an asset
- Strong understanding of Canadian mortgage lending market and mortgage products
- Excellent communication skills, both written and verbal with the ability to build rapport over the phone and in person
- Strong negotiation and influencing skills
- Self-starter and ability to work independently to drive to sales targets
- Strong organizational and time management skills with the ability to prioritize work in a fast-paced, sales driven environment
- Proficiency in CRM software, MS Office and other industry-related platforms
- Knowledge of mortgage industry regulations
- Ability to travel up to 20% of the time to attend industry events and presentations
