Dir, Business Development

FANNIE MAE

THE COMPANY

Fannie Mae is a shareholder-owned company with a public mission: to tear down barriers, lower costs, and increase the opportunities for homeownership and affordable rental housing for all Americans. Over our 65-plus year history, Fannie Mae has worked with housing partners to provide low-cost financing for more than 60 million American families to own or rent a home. For more information about Fannie Mae and our career opportunities, please visit www.fanniemae.com



POSITION RESPONSIBILITIES

The Director, Small Loans Business Development & Relationship Management is responsible for prospecting and acquiring relationships with new lenders and aggregators in order to grow and maintain Fannie Mae's share of the Small Loans market consistent with the Small Loans business strategy. The Director will market; flow and investor channel products as well as cross-selling across the range of HCD products. The position will require significant travel. Specifically s/he will:

Develop and maintain awareness of the Small Loans market and potential partners, including local expertise. Work with the VP, Small Loans to establish and achieve new lender targets. Market to prospective clients by developing contacts and making in-person visits, leveraging existing Fannie Mae relationships, and networking with industry groups. Develop a strong understanding of products across HCD in order to market Fannie Mae as the 'one-stop' provider of financing solutions of choice to the Small Loans market.

Develop a strong understanding of Fannie Mae lender due diligence requirements. Conduct field visits in support of Counterparty lender due diligence.

Develop a strong understanding of lender requirements and preferences. Support the Director, Small Loans Relationship Management and VP, Small Loans in developing and implementing account plans to maximize opportunities from current and prospective customers. Develop relationships with lenders via regular customer meetings, telephone calls, attending client events, building relationships with top originators, supported at the customer senior level by the Small Loans VP and Community Lending SVP as appropriate.
REQUIREMENTS


PROFESSIONAL QUALIFICATIONS

Bachelor's degree in Business, Finance, or the equivalent work experience required. Advanced degree preferred.

Minimum of 7-10 years of experience in the financial services or mortgage industry, with at least 3 years in a leadership role

Deep understanding of financial services sales and marketing and account planning. Experience working in relationship management, ideally with a focus on community or regional lenders.

Strong experience of structuring and negotiating commercial lending / real estate transactions.

Experience working in the secondary mortgage market and the GSE environment

Strong understanding of Fannie Mae's HCD operations, including all business units, products and financial instruments

Excellent sales & marketing abilities, including ability to close sales

Strong understanding of lender issues and requirements for Small Loans

Ability to quickly understand and adapt to changes in the business environment, including macroeconomic factors, the competitive landscape, and regulatory or legislative issues



SUCCESS QUALIFICATIONS:

Is dedicated to providing the highest quality products and services which meet the needs and requirements of internal and external customers; Is committed to operational discipline and continuous improvement; Creates a learning environment leading to the most efficient and effective work processes

Knows how businesses work; Knowledgeable in current and future policies, practices, trends, technology, and information affecting his/her business and organization; Knows the competition; Is aware of how strategies and tactics work in the marketplace

Can marshal resources to get things done; Can orchestrate multiple activities at once to accomplish a goal; Uses resources effectively and efficiently; Arranges information in a useful manner

Is able to write clearly and succinctly in a variety of communications settings and styles; Can get messages across that have the desired effect

COMPENSATION

Fannie Mae's compensation and benefits package is very competitive. It is designed to help employees meet varying needs throughout their careers and to reward employee's skills, experience, and potential.
Fannie Mae is an equal employment opportunity employer and considers qualified applicants for employment without regard to race, gender, age, color, religion, national origin, marital status, disability, sexual orientation, or any other protected factor