Business Development Representative

First Merchants Brand•Daleville, IN

About The Position

First Merchants Bank is seeking a Business Development Representative to join our team! This position will drive growth of FMB’s Gold Shield Lending Fix & Flip vertical by sourcing, developing, and converting relationships with real estate investors, builders, renovators, and strategic partners. This role is responsible for revenue generation, market penetration, and production activity that expands the Fix & Flip pipeline across FMB’s footprint while modeling the “First Merchants Way” in all client and community interactions.

Requirements

High school diploma or equivalent (GED).
A minimum of three (3) years in business development, real estate lending, mortgage sales, or investor focused financial services.
Ability to travel regularly across regional markets for prospecting, events, and site visits.
Occasional evening or weekend attendance at investor events required.

Nice To Haves

Demonstrated success in self-sourced production roles.
Experience with Fix & Flip, DSCR, construction, or investment rehab lending.
Established network within real estate investment communities.
Bachelor’s degree in business, finance, real estate, or related field.
Strong outbound prospecting discipline and demonstrated conversion ability.
Competence evaluating basic property financials (after repair value, scope/budget, holding timelines, rent projections).
Ability to independently develop strategies to grow market coverage.
Professional communication skills with both individual investors and sophisticated investment groups.
High integrity, disciplined follow through, and operational accuracy.
Ability to utilize CRM platforms, LOS/POS systems, Excel, and digital communication tools.
Comfort in presenting via video conference or live audience settings.

Responsibilities

Business Development & Market Growth Build and manage a high-quality pipeline of Fix & Flip and investor-rehab loan opportunities through sustained prospecting, outbound calling, event participation, and partner development.
Establish relationships with key investor sources: real estate agents, wholesalers, builders, contractors, property management firms, and investment groups.
Conduct targeted outreach to expand awareness of Gold Shield Lending programs across Indiana, Ohio, Michigan, and adjacent markets.
Track and manage production activity, ensuring conversion ratios meet or exceed monthly goals.
Client Relationship Strategy Serve as a subject matter guide to investors on loan structure, property condition requirements, timelines, exit strategies, and FMB’s Fix & Flip product terms.
Deliver proactive and consultative relationship management to foster repeat business and deepen investor engagement with FMB.
Maintain pipeline momentum by anticipating borrower needs, clearing documentation requirements early, and coordinating with processing, underwriting, and appraisal partners.
Sales Process Ownership & Execution Lead the end-to-end sales process including pipeline management, needs assessment, initial pricing scenario preparation, and presentation of preliminary terms.
Collaborate closely with internal operations teams (processing, underwriting, disclosures) to ensure timely and accurate workflow handoffs.
Monitor application progress and maintain accountability for file velocity from prospect to funding.
Pricing, Structuring, & Credit Collaboration Prepare recommended deal structures aligned with borrower strategy, property characteristics, and credit risk tolerance.
Utilize approved pricing and margin guidance, partner with Gold Shield leadership on exceptions or scenario escalations.
Clearly communicate deal characteristics to underwriting and support the borrower through any required condition resolutions.
Brand Representation & Market Positioning Represent FMB and Gold Shield Lending at investor meet-ups, trade events, conferences, and local real estate investor associations.
Use digital and social channels (as permitted) to expand presence and promote FMB Fix & Flip solutions responsibly.
Deliver presentations or educational content to investor groups, strengthening FMB’s brand as a reliable investor-lending partner.
Compliance, Risk & Quality Responsibilities Ensure all required documentation, disclosures, and identification is obtained in accordance with FMB policies, anti-fraud protocols, and compliance standards.
Uphold investor-lending guidelines and maintain ethical, transparent communication in all borrower interactions.
Monitor evolving market risks, competitor activity, and product trends; share recommendations with leadership.