AFCO Account Executive I

Account Executive

The Account Executive's (AE) primary role is to build solid long-lasting client relationships over time through consistent delivery of competitive loan product offerings. The AE must evaluate the loan opportunity, underwrite the credit risk (within their approval authority) and deliver executable loan commitments/agreements offering competitive and marketable rates and loan terms to Agent/Broker clients that meet the borrower's needs. The AE both decisions and delivers binding agreements to our clients. As of November 2022, AE credit authority levels have been increased significantly (10-20x in exposure), empowering them to independently decision approximately 90% of all loans requested of AFCO Direct. The credit decisioning process includes: interpreting borrower financial statements, reviewing policy binders/endorsements to evaluate policy attributes such as minimum earned provisions, loss responsiveness, policy earnings, etc. and its related impact on loan collateral/exposure, understanding the competition and their product offerings as compared to the AFCO Direct loan offering(s). Interest rate pricing, recommendations to upper management and/or underwriting when higher approval authority is needed on larger transactions. Additionally, the AE is client facing, responsible for building trust, accountability and effective relations with AFCO clients through delivery of loan transactions. They are often the primary go-to contact the client will reach out to with any/all premium finance needs. This client-facing position largely performs all areas of responsibility independently yet also work in parallel with external Sales Teammates to develop long-lasting client relationships. The role has credit decision authority that may ramp up to $100k in exposure and $1 Million per transaction as experience is gained. Loan commitments in excess of authority limits are cooperatively developed with engagement from Truist Credit Administration, members of the LOB management team with higher credit authorities and/or LOB senior management. The AE analysis/recommendation as well as performance/size of client loan portfolio, and competitive factors are all heavily factored into credit decisioning. Through coordination with Sales Teammates, Underwriting and Management, the AE will provide competitive loan commitments and underwriting of premium finance loans to retail agents on a daily basis. Quotes must adhere to current pricing and credit parameters. Additionally, the AE must follow-up to secure quote and renewal opportunities while building/maintaining Client relationships over time. Upon receipt of an executed loan document package, the AE must review to ensure those submissions are compliant with the approval granted and have met any additional related approval conditions (if applicable). The AE solicits new and renewal financing opportunities and works closely with external Sales counterparts to drive business volume. The AE provides reports to management on production, lost quotes, new business, and portfolio returns. Largely independent and working most remote, the AE must be a self-starter - tracking territory performance versus established goals and work in a near paperless process flow where all underwriting, quoting and processing activity is completed electronically via a web-based environment.

Essential Duties and Responsibilities Following is a summary of the essential functions for this job. Other duties may be performed, both major and minor, which are not mentioned below. Specific activities may change from time to time.

• Perform quoting, underwriting, price negotiation and telemarketing efforts for assigned geographic territory. Ensure all territory pricing is competitive, underwriting is complete and accurate, and credit and profitability standards are maintained while working to exceed monthly territory budget objective and metrics.
• Responsible for building and developing solid agent client relationship via timely delivery of quotes, contracts and other information as requested or required by retail agent clients.
• Make outbound calls to improve sales, following up on and soliciting business opportunities. Track all pertinent relationship- level sales data via Contact Relationship Management (CRM) software.
• Report any lost quote opportunities and marketing intelligence for the territory.
• Work in conjunction with Loan Processing Department to review loan documents to ensure completeness, accuracy and compliance with all regulatory and operational requirements. Request any loan funding arrangements and approval of loans within assigned authority limits. Verify loan details prior to, and in some cases after, loan processing.

Qualifications Required Qualifications: The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Associate's degree or equivalent education and related training
• Demonstrated proficiency in basic computer applications, such as Microsoft Office software products
• Excellent written and verbal communication skills
• Excellent organizational skills
• Strong math aptitude
• Ability to travel, occasionally overnight

Preferred Qualifications:

• Associate's degree in finance or business-related field
• Commercial insurance and financial services experience
• Proven internal sales performance and relationship management via account or territory management.