Established in 2011, Finsure has evolved into one of Asia Pacific's largest aggregation groups. In 2023 Finsure launched in New Zealand, providing aggregation services to mortgage advisers nationwide. At the very core of our business ethos is the desire to provide the strongest value proposition to all our partners and clients. It is this principle that underpins who we are as an organisation, and why we are able to provide the maximum value to those who align with us. We are firmly committed to being the best place to work, for the best people in our industry. That's where you fit in.
What you will do
We are looking for an ambitious and energetic Business Development Manager to join the Finsure team in Melbourne. Together with the Head of Sales Southern Region and the wider State Sales Team, you will be the face of the company and will have the ability to create and apply an effective sales strategy collaboratively. You'll assist with the management of a team of brokers to deliver revenues and profitability to Finsure, including ongoing training for Brokers at all levels. Recruit and train quality Brokers, Personal Assistants and Staff who can achieve success within our model.
Key Accountabilities
* Work closely with and schedule regular face to face meetings with your Senior Brokers to provide leadership, support and guidance.
* Provide expert technical knowledge across the team on effective management of Broker business including generating referrals and improving customer loyalty.
* Focus on the retention of talented, highly motivated, passionate and energised Brokers across the channels including identifying best fit with brand.
* Help maintain a strong team culture, committed to team-work, high performance customer service and self-development and improvement.
* Implement development and training plans for brokers and staff.
* Conduct business planning sessions with Brokers including developing action plans and follow up.
* Advise brokers on individual performance targets, responsibilities and outputs. Document short to medium term goals.
* Promote Broker improvement from Junior through to Senior Broker.
* Monitor and manage broker performance using statistical data to create awareness and increase competitiveness.
* Regularly provide constructive feedback and results and all issues related to improving performance, building confidence and increasing volumes.
* Continually assess for effectiveness across the team and implement improvement initiatives a necessary.
* Mentor and coach across the team from Senior through to Junior Brokers.
* Closely manage and monitor the distribution and conversion of leads to Brokers assessing most appropriate channel and/or brand.
* Conduct monthly team meetings with the objective of improving business performance.
* Provide coaching, performance management, disciplinary action as required to achieve organisational effectiveness and goals.
* Coordination of broker recognition programs.
* Build a service delivery strategy annually which strategically and tactically fits within the organisations overall strategy, including appropriate Broker numbers and type and referral sources.
* Help Brokers build the relationship with third party referrers like Real Estate Agents, Conveyancers, etc to facilitate the inclusion of Brokers into their business and/or referrals.
* Understand the commercial realities of business and drive commercially accepted business initiatives.
* Act as the team's role model and lead by example to influence behaviour.
* Be self-aware; understand your strengths and your contribution to the business and constantly address personal deficiencies to increase effectiveness.
Recruitment
* Consistently seek to recruit new Brokers to the team by creating an environment and culture including value proposition, which generates interest from the broader finance/broker community in joining Finsure Finance & Insurance.
* Consider a variety of sources, media and tools to improve to improve talent pipelines.
* Implement effective recruitment strategies and frameworks which minimise turnover and increase success including Brokers, Personal Assistants and Staff.
Learning and Development
* Regularly conduct learning and development events for Brokers and Staff in both Skills Training and Product Knowledge to improve individual performance.
* Identify business and performance gaps across your Brokers businesses and develop strategies and solutions to close gaps.
* Create awareness of new, innovative learning opportunities which improve talent engagement, functioning and retention.
* Conduct effective and timely induction programs for all new Brokers, Personal Assistants and Staff to facilitate their earliest success. Include systems, internal processes and support and real estate sales process.
* Manage the business statistics and facilitate the distribution to Brokers.
* Analyse and recommend annual business targets in line with Finsure's return on investment expectations.
* Provide accurate forecasts against significant budget and highlights to manage any variations and institute
* Review the basis of financial profitability of each account based on ratios of revenue, cost of sales and gross profit.
* Approve events, functions and entertainment expenditure.
* Keep up to date with legislative changes that may impact on our business and advise relevant personnel.
Lender Relationship Management
* Develop strong, relationships with key lenders to facilitate smooth and efficient loan approval processes including providing feedback on service levels where appropriate.
* Regularly contact key lenders to promote Finsure Finance & Insurance as a preferred choice for Brokers and influence their thinking to build Broker referrals.
Who we are looking for
* Experience in the management of large numbers of brokers.
* Experience in account management, relationship management and networking essential.
* Demonstrated achievement in distribution and conversion of sales leads.
* Management of high volumes of financial transactions.
* Understanding of statistics, metrics and reporting.
* Experience in managing diverse, multi-tiered channels and brands.
* Relevant sales or industry experience essential.
* Degree or tertiary qualification desired – or equivalent (demonstrated) ability to learn.
* Demonstrate sound judgement in regard to business matters.
* Ability to prioritise and manage multiple and competing task and deadlines and deliver on challenging, complex targets, goals and objectives.
* Ability to operate in a fluid environment where self-management and direction is
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