The Broker program is a key component of Fairplay’s overall distribution channels strategy, aimed at creating a scalable network of external sellers that deliver high-quality opportunities aligned with the Fairplay’s revenue objectives.
The Broker Account Executive (BAE) is responsible for the account management of the broker network, focused on nurturing and growing relationships with established financing brokers by providing continuous education, support, and strategic guidance. This role emphasizes enhancing brokers' understanding of the company’s financial products and optimizing their deal submissions to drive high-quality deal flow. As the main point of contact for brokers, the BAE's feedback is critical to the program's success. By channeling broker insights upward, the BAE helps refine and strengthen the learning ecosystem, continuously enhancing the value the program delivers to its broker partners.
KEY DUTIES & RESPONSABILITIES
Broker Relationship Management:
- Serve as the primary contact for brokers, addressing inquiries, resolving issues, and ensuring a positive experience.
- Build and maintain strong relationships with external financing brokers to ensure a consistent flow of high-quality deal opportunities.
Broker Onboarding:
- Conduct initial onboarding sessions, equipping brokers with the necessary tools, knowledge, and resources for success.
- Provide personalized training on new financing products, market trends, and company processes based on identified knowledge gaps.
Deal Flow Optimization:
- Analyze broker deal flow to identify trends, performance gaps, and improvement opportunities.
- Collaborate with brokers to refine deal submission processes, ensuring high-quality leads that align with the company’s lending criteria.
- Ensure the internal sales team delivers new lead feedback to brokers within 48 hours.
Performance Monitoring & Reporting:
- Log broker activities accurately within the CRM system.
- Track broker performance against KPIs, providing regular feedback and guidance to maximize productivity using a cohort view methodology.
Focus areas for you...
- Broker’s Pipeline Tracking: Manage all broker relationships and ensure accurate documentation within the CRM system.
- Collaborate with Internal Teams: Work closely with internal teams to deliver scalable initiatives that enhance the broker’s journey, ensuring an optimized and standardized experience.
- Training & Development: Stay updated on industry trends to provide brokers with relevant insights and best practices for improving deal closures.
- Compliance and Risk Management: Ensure broker-submitted deals adhere to our risk framework and portfolio objectives, while maintaining high ethical standards and compliance.
- Strategy Execution: Execute the broker strategy designed by senior leadership, aligning efforts and initiatives with business goals and providing updates on progress and necessary adjustments.
Requirements:
We are seeking a dynamic Broker Account Executive who embodies a unique blend of technical acumen and strong communication proficiency. The ideal candidate will possess a background that combines quantitative skills—such as experience with numerical analysis or finanance background—with exceptional verbal and written communication abilities, including teaching, public speaking, and sales pitching. This specific profile can emerge from various educational and career paths, whether through a bachelor's degree in a quantitative field coupled with a career in sales and communication, or a degree in communication paired with experience in financing and sales. Ultimately, we are looking for an individual who can effectively bridge the gap between the technicities of financing products and compelling communication to drive broker success.
- Educational Background: Bachelor’s degree in finance, business administration, journalism, communication.
- Experience in Sales or Brokerage: Proven experience in a sales or brokerage role, preferably within the financial services or fintech industry.
- Strong Communication Skills: Excellent verbal and written communication skills for effective interaction with brokers and internal teams.
- Training and Development: Experience in delivering training sessions and onboarding programs to enhance broker performance.
- Problem-Solving Abilities: Strong problem-solving skills to address broker inquiries and resolve issues efficiently.
- Relationship Management: Demonstrated ability to build and maintain strong relationships with external partners and stakeholders.
- Attention to Detail: Strong attention to detail for accurate logging of activities and tracking of broker performance metrics.