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Account Executive - Third Party in Pittsburgh at Huntington

Date Posted: 6/1/2018

Job Snapshot

Job Description

1. Production - Individual TPL Loan Production Goals

  1. Maintain loan production from active accounts with regular contact. Provide updates, training, review performance and solicit new business. Regularly analyze account for potential and profitability.
  2. Travel to customer's business locations on a regular basis to review customer's wholesale mortgage needs, resolve any issues and to promote new bank products.
  3. Achieve individual production goals as established with management
  4. Generate mortgage business for programs that are offered by HNB by working with mortgage brokers & lenders to match the appropriate products with their needs.
  5. Conduct regular in person sales calls with active clients and document the results within the Company client relationship management tools

2. New Business Development - Identify and on-board new TPL clients that fit HNB's strategy

  1. Prospect new mortgage lending opportunities with Banks and Credit Unions in assigned footprint. Present HNB's value proposition to potential business sources and evaluate whether financial institutions would fit HNB's boutique strategy. (We are not the right fit for everyone and that's ok. We must identify right kind of client and one that will stand up and do the right thing if there is an issue)
  2. Learn, understand, and analyze the Client's business model and offers consultation as to what products and services may best meet the client's business needs.
  3. Interviewing prospective clients, conducting on-site inspections of prospective client's premises, and reviewing necessary information required for account approval.
  4. Schedule and conduct regular sales calls with new prospective clients by introducing the Company, developing a profile, providing a value proposition, and documenting the results within the Company client relationship management tools. Manage all aspects of the new client packages by providing application package, assisting in answering basic questions and providing frequent communiques with the mortgage lender on the status of their broker packet approval
  5. Responsible for training new mortgage lenders to properly submit and structure loans to meet Company loan submission guidelines by answering basic questions including all HNB overlays (Allowable MI providers, Fraud report requirements, etc.)
  6. Responsible for training all new clients on all of HNB's processes to provide efficient, accurate and compliant loan transactions.
  7. Account Manager is responsible to ensure they review the HNB Client On-Boarding presentation with all clients prior to first loan submission.
  8. Achieve a goal of 70% conversion rate with new clients to become active clients within first 6 months. Conversion would be considered achieved if new client has 3 months of funding's in the first 6 with no scorecard or adverse selection concerns.

3. Account Management - Manage all aspects of the client relationship

  1. Conducts frequent communiques (i.e., telephonic, electronic mail, etc.) with established clients by completing a quarterly client profile call with each customer to see where additional opportunities may exist for an expansion of business, and documenting the results within the Company client relationship management tools
  2. Acts as a liaison between the Company and the client by disseminating frequent status reports to ensure a positive relationship.
  3. Ensure your familiar with and able to follow all polices, rules and regulations of the industry, including but not limited to, OCC, CFPB, Fannie Mae, Freddie Mac, VA, FHA, other federal, local and state agencies, investor guidelines, and HNB's policies and procedures.
  4. Ensure exceptional customer service by maintaining thorough knowledge of lending programs, policies, procedures, and regulatory requirements and underwriting guidelines for all HNB mortgage products offered.
  5. Communicate clearly and professionally to clients and your support staff. Maintain professionalism in all interactions and build strong partnerships with our internal partners.
  6. Oversee and ensure successful completion of all assigned training materials directed to clients including process changes and new policies.
  7. Providing world-class client service to clients by being available when they need you, addressing inquires in a timely manner and setting clear expectations. Do not promise something that we cannot easily deliver.
  8. Sharing scorecards with your clients no less than annually to summarize performance trends and identify strengths and opportunities to improve results. Document the results within the Company client relationship management tools
  9. Provide accurate monthly forecasts (within 10% of actual) for expected production levels to Management as requested.
  10. Provide written weekly email updates to Manager on time and with the appropriate information requested.

4. Proactive Risk Management

  1. Learn and analyze assigned Clients' business model and scorecard performance ratings, focusing on loan characteristics of delivered loans (FICO/LTV/DTI, etc.), rate lock pull-through performance, deficiency ratios, appraisal results, QC findings, profitability and other applicable quality or sales performance metrics. Be able to present to management confidently.
  2. Monitoring clients pipeline performance on a daily & weekly basis, including tracking monthly volume, fall out, and loan quality. Maintain a minimum of 70% Pull-Thru with best efforts clients and 98+% with mandatory clients.
  3. Proactively address and consider removing FHA access for clients with FHA compare ratios above 175%.
  4. Individually review scorecards for all active clients monthly. Prepare diligently in advance for monthly & quarterly scorecard meetings, highlighting areas of concern and what steps are being taken to mitigate those risks.
  5. Ensure all invoices for EPO's, EPD's, Extended Rate locks or any other monies owed HNB are paid within a maximum of 60 days.
  6. Review all other client or AE performance reporting provided, including Early DQ reporting, Lender Landscape, etc. monthly to assess performance and proactively address issues.
  7. Ensure timely resolution of any high risk related issues (such as repurchase or indemnification requests) with clients.
  8. Maintain 3.0 or higher in the QC category for all TPL accounts under management.

Basic Qualifications:

  • High School Diploma
  • 3 or more years' Mortgage and/or 2nd mortgage lending experience.

Preferred Qualifications:

  • Knowledge of lending and broker industry regulations.
  • Has 10+ established broker network and relationships.
  • Effective sales, negotiation, networking, communication and presentation skills.

EEO/AA Employer/Minority/Female/Disability/Veteran/Sexual Orientation/Gender Identity Tobacco-Free Hiring Practice: Visit Huntington's Career Web Site for more details. Huntington does not accept solicitation from Third Party Recruiters for any position.