Inside Sales Representative

Who we are

One of Canada's leading alternative mortgage lenders, Alta West Capital (AWC) has been helping Canadians buy and stay in their homes for more than 30 years. We primarily work with under-served populations, including newcomers to Canada and the self-employed. Our mission is to empower the success of others through alternative financial solutions. The values and principles we follow to live this mission out are: 

• We strive for excellence: We cultivate financial success by taking the initiative to develop innovative and effective solutions.
• We succeed together: We are growing in the same direction through collaboration and humility.
• Our word is our bond: Stakeholders trust our people. We earn that trust by being open, reliable, and consistent.
• We practice giving back: We are generous with all our resources for the benefit of those within and outside the organization.
  

Everyone on our team is expected to play by these rules Since 2019, our business has grown >200%; we are a creative and nimble company and are excited for more energetic and innovative folks to be part of our journey.

About the Role
We are seeking a motivated and service-driven Inside Sales Representative (ISR) to join our team.

The Inside Sales representative is responsible for developing the residential mortgage origination volume potential, for all business lines, of certain mortgage brokers in their assigned geographic areas while delivering on Alta West Capital's service commitment to the broker network. The ISR prospects for new broker relationships and nurtures existing relationships to develop the origination volume potential of their assigned broker network and meet targets.

The ISR interacts with brokers primarily through non-face-to-face communications and may be required to present or participate in person at training sessions, industry events, and special events outside the office from time to time.

Relationship management with brokers is strengthened through the ISR's positive personality, professional conduct, and ability to deliver exceptional service in a highly competitive and dynamic market. Achieving origination volume potential will depend on the ISR's ability to assist brokers with identifying deals that fit within the Bank's addressable market, promoting Alta West Capital's value proposition to win the business, and assisting brokers and internal teams with closing acceptable deals. Success will also depend on the IBRD's knowledge level of the broker network, the Bank's products, internal processes, and credit guidelines combined with the ability to work effectively with others on both the inside and external sales teams.

Key Responsibilities

1. Grow Origination Volume:
   The ISR is expected to develop the origination volume potential from brokers in their assigned geographic areas by generating new business and cultivating increased share of business from existing broker relationships. In addition to achieving the target origination volume, the ISR will be evaluated on efficiency metrics assigned by the Chief Sales Officer (CSO), such as funded volume as a percentage of submissions and number of outbound calls and contacts made. The ISR will dedicate time to all phases of the sales relationship cycle - from prospecting through to the business development phases - employing a variety of actions which include but are not limited to:

Prospecting

• Continually sourcing broker names from external and internal resources
• Scrubbing sourced broker names to produce ISR's list of prospects as defined and amended by the CSO from time to time
• Maintaining the prospects list including making revisions necessitated by, for example, realignment of geographic areas or Key Accounts and changes to sales staff or brokers/agents/brokerages
• Pro-actively cold contacting brokers to establish new relationships and routinely contacting warm leads throughout the prospecting cycle
• Onboarding brokers: establishing broker agreements where necessary, making welcome calls for brokers who are dealing with the Bank for the first time, collecting feedback from brokers regarding the ISR's and the AWC's overall service levels
• Tracking prospecting activities, to monitor and report on the ISR's progress, such as how many new broker agreements were completed and approved, how many "new" brokers were contacted, what was discussed, and if any deals were submitted Business Development
• Conducting training and product awareness sessions primarily through webinars and from time to time, in person when warranted or required
• Advising brokers on potential deal inquiries to improve the quality of submissions, efficiency of credit assessment, and turn-around time on responses and commitments
• Facilitate getting commitments to funded status by working efficiently with internal departments to expedite resolutions, liaise information, and track deal progress
• Adjusting focus and tactics as required to get deals closed nearing month end, responding to competitive pressures, promoting products or special pricing
• Tracking submissions, deal status, funded volume, and overall pipeline to monitor and report on the ISR's progress
• Handling all direct consumer inquiries, collecting documents, and ensuring efficient loan closing

1. External & Internal Relationship Management

The ISR will reflect the AWC's values in all interactions whether external or internal. AWC's image of integrity, quality and dependability are critical dimensions of how the ISR should conduct business and build relationships. The ISR will be responsible for:

• Proactively engaging and building rapport with sales team members and credit teams
• Assisting credit in following up on outstanding commitments or documents particularly when the credit team feels challenged with high volumes or toward month-end
• Liaising with credit teams and others when necessary to resolve broker issues
• Assisting brokers who have general questions about products and underwriting through our email inquiry mailbox
• Probing, validating, and sharing insights on brokers, competitive activities, and market dynamics
• Adeptly being able to distinguish the difference between being an effective champion for a broker's deal versus interfering or duplicating the roles of the credit teams
• Helping BDM's with pipeline management.

1. Administration and Organization

As a member of the larger Sales team, the ISR will support informational needs and processes ensuring the smooth handling of deals through the pipeline to funding by:

• Creating a routine to efficiently and consistently capture, document, and track the essence of interactions with brokers and any important feedback
• Providing all required sales, productivity, and activity reports in a timely manner
• Adjusting time spent and activities to balance the needs of both prospecting and business development
• Providing weekly status reports
• Updating rates on various systems, watchlist/blacklist additions, broker contact info
• Handling operational requests from others, including Residential Operations

Knowledge/Skills:

Required

• Two years' residential mortgage Underwriting/Credit experience
• Outstanding interpersonal skills
• Self-directed and highly organized individual
• Agile time management skills with the ability to multi-task
• Must possess a valid driver's license and a clean driving record
• Completion of a college or equivalent post-secondary degree
• Strong written and verbal skills along with presentation experience
• Proficient with Microsoft Office: Word, Excel, PowerPoint (Preferred)
• Previous sales experience
• Proficient knowledge of Cyberquery or similar database reporting tool(s)

Job Complexities / Challenges:

The job requires mid-level analytical skills to assess the value and potential relationship growth of a broker against meeting target goals. The ISR must understand the underwriting/credit procedures to be in a position to assist brokers with general questions, deal particulars, financing options, alternatives, and solutions. In many cases, problem-solving will be involved to help brokers fit solutions to their client's unique needs which will require the ISR to possess deep knowledge of the Bank's Prime and Alternative channels and its wide range of products including standard, reverse, or revolving credit secured mortgages. Some regional travel may be required.

Accountability:

This role is very much a self-managed role requiring a great deal of organizational ability. Examples of items this role will be responsible for are:

• To ensure the quota of calls is met
• Existing account relationships are being serviced
• Ensure target origination volume is achieved by converting interactions and overall business relationships with brokers into deal submissions

The accountabilities of the role are directly correlated to the department and the Bank's performance in several areas including, for example:

• Interactions with brokers are a direct reflection of the Bank's service level among the broker network (reputation)
• Service levels differentiate the Bank from its competitors

As one of AWC's strategic levers, the inside sales channel is expected to support the overall sales

goals:

• Consistent BU ROE
• Being the #1 broker choice for MIC/Private business

The inside sales channel complements our overall sales strategy:

• allowing the BDM's to focus on key accounts (delivering ~70% of originations)
• cost-effectively servicing non-key accounts
• prospecting for new broker relationships
• developing the potential of non-key accounts who have done business with us
• Important dimension of
  AWC's Sales Strategy

Interactions with internal departments, particularly Credit, will determine how efficiently the

sale and credit teams are when it comes to closing a deal; overlap of duties is not effective;

contradicting messages to brokers will hurt our service reputation; internal conflict can affect

morale

Key Internal and External Contacts:

• Brokers, on a daily basis
• CSO, on a weekly basis or more frequently as needed
• BDM's as needed
• Underwriting and fulfillment team managers, as needed
• Marketing, on broker updates, emailers, promotional programs, etc., as needed
• Industry Association Representatives at industry events, as needed

Physical Demands / Working Conditions:

• While the duties of this position are mainly conducted from an office location, some travel, which may require out-of-town overnight stay, may be required to present or participate in person at training sessions, industry events, and special events outside the office from time to time.
• Working demands include multi-tasking and being able to shift agilely from one task to another in a highly dynamic environment.
• Hybrid work is expected with 4 days in office

Benefits:

• Company social events & volunteering
• Dental care
• Extended health care, Disability, and Life insurance
• RRSP match
• Team - we have a lively and collaborative atmosphere, where employees are happy to pitch in and help each other.

Applications:

• In your cover letter, please kindly tell us three things – 1) why you want this job

what makes you a rockstar, and 3) how you would impress us in your first month

• We are proud to offer an equal-opportunity work environment. Alta West prohibits harassment, bullying, or discrimination and encourages equity, diversity, and inclusion regardless of race, religious beliefs, color, gender, gender identity, gender expression, physical limitations, neurodiversity, age, ancestry, place of origin, marital status, source of income, family status or sexual orientation. We also encourage requests for accommodation from applicants with physical or mental limitations.

Location

Calgary, Alberta (Hybrid)

Department

Sales

Employment Type

Full-Time

Minimum Experience

Mid-level