Directrice ou directeur, Canal régional – Prêts hypothécaires inversés / Regional Channel Manager - Reverse Mortgages

EQ Bank | Equitable Bank • Montreal, QC

18d

About The Position

The Regional Channel Manager, Reverse Mortgages (RCM) is responsible for developing and operationalizing Equitable Bank’s in-market plans for its Reverse Mortgage business. Since 2018, Equitable Bank has been on a mission to empower Canadians to retire on their own terms with the support of our “decumulation” products. The Equitable Bank Reverse Mortgage is an important part of this offering, and we have big ambitions.
In addition to sales strategy and delivery, responsibilities will include developing relationships with new and existing referral partners, providing training as well as engaging with borrowers requiring support in their origination activities. Sales targets will be set by management at the beginning of each business year, and the Senior Director will oversee all sales activity to ensure that these goals are met.
In this role, the RCM must be highly knowledgeable about Equitable Bank’s product suite and the broader retirement financing market in order to generate prospective deals and partnerships. This position requires exercising independent judgment to perform the responsibilities described herein.

Requirements

• Strong written and verbal skills, in both English and French
• At least 10 years of previous sales and or underwriting experience in the mortgage industry
• Deep understanding of retirement planning and the needs of seniors
• Ability to work alone with minimal direction
• Highly organized individual who can multi-task
• Must possess a driver’s license which must be in good standing
• Outstanding interpersonal and presentation skills
• Proficient on Microsoft Office – Word, Excel, Access and Power Point
• Proven book of business focused on mortgage brokers
• Previously demonstrated the ability to grow a business

Nice To Haves

• 5 years of people management experience in leading sales teams to achieve set targets (would be an asset)
• Completion of a post-secondary degree and a graduate degree in business preferred

Responsibilities

• Manage and report on the status of sales and market activity via referral support, direct client outreach and industry development events.
• Establish a high standard of care and behaviour with all internal and external stakeholders.
• Develop and implement a business plan that optimizes the distribution of the reverse mortgage product in BC, such that there is a reliable and consistent pipeline of applications.
• Ensure appropriate support and content is available for new referral partners.
• Alongside Senior Management, opine on sales objectives and the allocation of sales quotas to the various parties accountable.
• Collect, analyze, and interpret sales records to obtain useful and actionable information.
• Work in tandem with SFR sales team to identify high-potential mortgage brokers, financial advisors and other referral sources, quickly establishing Equitable Bank as a trusted partner.
• In credit escalation situations, support in the effective management with respective reverse mortgage Credit Manager.
• Provide active support to SFR Regional Business Managers and/or Inside Sales Business Development Managers with their key accounts in the form of product and service training.
• Do proactive sales calls to generate new business and to visit existing referral sources with information about recent enhancements of products pertaining to reverse mortgages, changes to services, the delivery of prize items, the distribution of promotional or new print materials to gain valuable face to face time.
• Provide consultant-like service to support brokers and advisors in their efforts to establish themselves as reverse mortgage experts. This may include, but is not limited to, providing product training, guidance on marketing, introductions to other industry experts, and business strategy support.
• Discuss, on a weekly basis, with the respective Credit Managers the performance of the reverse mortgage pipeline to maximize production from key brokers as well as challenges and successes around service.
• Provide mid-level performance analysis of the region, upon request from leadership, as to increase the efficiency of the business development function and be prepared to discuss at National meetings.
• Participate in brokerage house, financial advisor, bank branch, or other events – sales presentations, lender appreciation programs, holiday and special occasion programs, which may occur outside of business hours.
• Obtain market and competitor intelligence and provide tactical feedback to REM credit and other management. Seek to increase collective knowledge on EQB’s capabilities relative to expectations and competitors.
• Be available after business hours to attend events and/or service key brokers – events to be attended will be upon request by the Vice President, SFR BDM or could be voluntarily requested.
• Manage the budget in order to ensure Equitable Bank is branded at key Association events nationally.
• Manage follow-up communications on deals requiring assistance.
• Ensure presentations are approved by leadership and/or marketing.
• Acquire the proper collateral materials and the most up to date promotions for distribution.
• Have intimate knowledge of product promotions.
• Take part in industry associations in order to establish an Equitable Bank as a trusted partner and provider of high-quality financial products.
• Seek to collect valuable feedback to support in the advance of products, services and process.
• Drive performance by setting targets that align with corporate objectives and the strategic plan.
• Set and enforce company standards for operations and quality of service.
• Provide valuable timely feedback on team member performance.

Benefits

• Competitive discretionary bonus
• Market leading RRSP match program
• Medical, dental, vision, life, and disability benefits
• Employee Share Purchase Plan
• Maternity/Parental top-up while you care for your little one
• Generous vacation policy and personal days
• Virtual events to connect with your fellow colleagues
• Professional development and comprehensive Career Development program
• A fulfilling opportunity to join one of the top FinTechs and help create a new kind of banking experience

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed