Business Development Manager, Digital SME, South & South East

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Company Description

Shawbrook provides finance to a wide range of customer segments that value the premium experience, flexibility and certainly we deliver. We are a purpose-led organisation, with a focus on delivering long-term sustainable value for all our stakeholders.

We have a diversified offering, with our innovative lending propositions tailored to meet specific customer needs in carefully selected markets across SME, Real Estate and Personal. Our products range from complex structured credit facilities for growth-focused businesses to mortgages for professional landlords and property investors, as well as simple loans for consumers delivered digitally. We fuel our lending through customer deposits, which we attract by delivering a premium experience, choice and consistently great value to smart savers.

The business model we have created is unique and difficult to replicate, with our 'best of both' approach combining deep human expertise with advanced digital, tech and data capabilities. This combination not only allows us to deliver excellent customer experiences, but to do so efficiently and at scale. We are proud of our innovative and agile culture, which drives consistently high employee engagement scores and makes Shawbrook an attractive destination for the best talent. If you're willing to roll up your sleeves, contribute new ideas and believe anything is possible, you're our kind of person.

Work with us because you:

• Want to be part of a bank built for the dynamics of the modern world
• Relish a challenge and enjoy a fast-paced, innovative and hardworking culture
• Enjoy finding new and better ways to solve complexity and make things happen
• Want to belong to a diverse culture that stands shoulder to shoulder with minority and underrepresented groups
• Care about society and the environment and want to be part of a business that cares too
• Want to continue to grow professionally and be the best version of yourself

Job Description

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

Qualifications

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

Interpersonal

• Products- Ability to learn new products and sectors quickly and achieve a professional level of understanding.
• Time management -Outstanding organisation skills required. Geography is vast and Partners require multiple meeting support. Time needs to be organised between recruitment and development/review.
• Ability to listen and identify the right sales approach for each individual Partner.
• Results orientated. Dynamic, driven and self-motivated to deliver on agreed objectives. Support will be provided but the BDM will need to take ownership for their production and region.
• Business Partnering/Commercial acumen -Willingness to challenge oneself, moving outside of traditional Broker management and comfort zones. This will be needed to identify how the Partner can develop their business and having the confidence to work with Partner to define specific actions. This will involve helping to deliver the actions jointly with the Partner where needed and to manage non-performance/delivery.
• Must be flexible/adaptable as business is growing quickly and sales pitch will need to continually evolve
• Enthusiastic "can do" attitude
• Accuracy & Attention to detail
• Professional & well presented
• Establishes effective working relationships at all levels
• Customer Focused approach
• A high degree of consistent professionalism and a strong desire to succeed in our strategy.
• Needs to be a team player & have a willingness to share ideas & success to help the team.
• Adaptable & Flexible
• Thrives in a busy environment, able to remain calm under pressure
• Self-motivated and delivery focused (able to work with minimum supervision)

Additional Information

Your Wellbeing - We take your health and well-being very seriously by providing a range of benefits to give you and your family peace of mind. These include:

• Market leading family friendly policies such as access to our Maternity, Adoption and Paternity policies from Day 1 of your employment
• Free access to Headspace, a mindfulness & meditation digital health app
• Free access to Peppy digital health app that offers personalised support through fertility treatment becoming a parent or menopause
• EAP (Employee Assistance Programme) - Offering you support on a wide range of subjects including financial concerns, mental wellbeing and more general queries around family, work, housing, and health
• Cycle to work scheme
• Discounts on gym membership
• Contributory pension scheme & death in service

Your Lifestyle - It's important you strike the right balance between your work and personal life. We provide benefits to support you when at work and when you're enjoying your leisure time.

• Minimum of 27 days holiday per year
• Option to buy or sell holiday days through our flexi-holiday scheme
• Discounts on gym membership nationwide
• Access to discounts on a range of high street and online brands
• Community support and charitable giving

Your Contribution - We're focused on rewarding those that go the extra mile in helping us achieve our goals.

• Participation in our annual discretionary bonus scheme designed to reward your contribution to our success
• Proudly Shawbrook recognition scheme focused on recognising our role models