The Consumer Lending Sales Specialist I serves as a sales and service ambassador to new and existing members through outbound communication. The CLSS I offers members a full range of products and services with an emphasis on consumer lending products. The CLSS is responsible for proactively identifying additional loan opportunities through credit report analysis. The CLSS I must be comfortable working in a high-production environment and must possess high-levels of confidence, drive and communication skills. The CLSS I is an entry-level outbound sales position with strong knowledge of current lending products and services with a focus on developing analytical skills and deepening consumer lending knowledge.
Must effectively carry out the essential duties of this position in a manner that consistently demonstrates the core values of the Organization in a positive manner.
1) Achievement in Balanced Scorecard Results - 50%
a. Responsible for meeting specific department goals for coaching, sales and member satisfaction.
2) Acquire and Develop Member Relationships through Loan Sales - 20%
a. Establish and develop member relationships through outbound communications using Members for Life sales behaviors to increase member loan volume and loan balance growth.
b. Review and analyze sales leads, credit bureau reports and credit applications, using financial analysis spreadsheets to identify sales opportunities.
c. Achieve sales goals of ancillary lending products to protect member loans, such as GAP insurance, credit life and disability insurance, and Mechanical Breakdown Protection.
d. Focus on working core leads (Web App leads, Dealer App leads, CLAW leads and HELOC leads) to develop outbound sales skills and effective utilization of phone and email communication.
e. Use a needs-based consultative approach to identify cross-sell opportunities for additional products and services, such as deposit accounts, private student loans, investment services, green path, web branch, credit view and first mortgage products.
f. Prioritize follow-up based on member need and application status, creating urgency with the member to close the loan.
g. Perform loan closings as needed on-site at the main office or remotely at a UWCU location.
3) Meet Member Service and Quality Assurance Expectations - 20%
a. Actively ask open-ended questions to assess member needs and provide strong, individualized recommendations for a product or service.
b. Exhibit awareness and effectively manage lead and referral queues, maintaining service levels with member communications as outlined in the Department Service Philosophy.
c. Complete loan applications over the phone and email with a focus on minimum member effort.
d. Responsible for ensuring the quality of all loan applications. This includes ensuring that all applications are accurate, complete, appropriate for the member’s request, and that all liens are perfected before reaching the 90-day mark.
e. Consistently and accurately document member interactions, appropriate loan comments and exceptions in the loan application software and/or the lead management application.
f. Minimize member risk associated with fraud by following UW Credit Union policies and procedures and documenting appropriate resolutions to fraud alerts.
g. Responsible for understanding and adhering to all relevant compliance policies, guidelines and regulations, especially those pertaining to privacy and solicitation.
4) Team Contributions - 10%
a. Take initiative to seek out and participate in development opportunities, coaching and trainings.
b. Consistently act as part of a cohesive team, demonstrating excellent interpersonal skills and the ability to interact positively with other employees and departments.
c. Actively participate and contribute ideas to team meetings and department activities.
d. Assist other team members with loan and lead queues during extended absences.
To perform this job successfully, an individual must demonstrate regular, predictable attendance and be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. The individual must be able to successfully pass background checks.
The individual must be able to obtain and maintain a Limited Credit Lines License (WI Credit test #29). The individual must be, or become, federally registered, and maintain an active federal registration with the National Mortgage Licensing System (NMLS) and Registry.
Must complete annual training and compliance in accordance with all UW Credit Union Fair Lending Policies and Guidelines including, but not limited to, the Equal Credit Opportunity Act, The Fair Housing Act, and the Home Mortgage Disclosure Act.
Individuals in this role must be able to travel to all branches in the Madison Metro area on an occasional basis.
-Associates Business or a related field
-Bachelors Business or related field
-2- 3 years experience Consumer Lending required
-Knowledge of lending regulations, concepts and practices. Ability to interpret lending policies and procedures.
-Strong knowledge of financial products and services with emphasis on lending products and services.
-Strong technical skills in the use of personal computers and various applications, i.e. LOS, FSBA, RLM, TREEV, TriVin, word processing, spreadsheets, etc.
-Demonstrated analytical, accuracy, critical thinking, and problem-solving skills.
-Strong interpersonal skills.
-Strong presentation, telephone, verbal and written communication skills.
-Strong knowledge of UWCU "Members for Life" sales skills.
-Ability to work independently and manage competing priorities.