Business Development Manager Reverse Mortgage
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Job Summary
At EQB were remaking banking so every Canadian gets ahead every day. Serving nearly 4 million Canadians from coast to coast we offer a wide variety of financial services from banking and lending to trust and credit union solutions.
Weve been at this since 1970 challenging the conventions of traditional banking with smarter faster and more connected financial experiences.
Whats kept us moving The people behind it all: challengers who ask better questions push back on old assumptions and look for a better way forward.
If youre driven to help reshape how banking works for Canadians and the businesses that power our economy this could be your next big opportunity. We cant wait to get to know you!
We cant wait to get to know you!
TheBusiness Development Manageris responsible for developing thereversemortgage origination volume potential of certain mortgage brokers in their assigned geographic areas while delivering on the Banks service commitment to the broker network. TheBUSINESS DEVELOPMENT MANAGERprospects for new broker relationships and nurtures existing relationships to develop the origination volume potential of their assigned broker network and meet targets. TheBUSINESS DEVELOPMENT MANAGERinteracts with brokers primarily throughnon face-to-facecommunications and may be required to present or participate in person at training sessions industry events and special events outside the office from time to time.
Relationship management with brokers is strengthened through theBUSINESS DEVELOPMENT MANAGERs positive personality professional conduct and ability to deliver exceptional service in a highly competitive and dynamic market. Achieving origination volume potential will depend on theBUSINESS DEVELOPMENT MANAGERs ability to assist brokers with identifying deals that fit within the Banks addressable market promoting the Banks value proposition to win the business and assisting brokers and internal teams with getting acceptable deals closed. Success will also depend on theBDMsknowledge level of the broker network the Banks products internal processes and credit guidelines combined with the ability to work effectively with others on both the inside and external sales teams. TheBUSINESS DEVELOPMENT MANAGERis to report directly into theDirector Residential Sales.
The Core Responsibilities!
TheBUSINESS DEVELOPMENT MANAGERs performance in the mainaccountabilitiesareas listed below when collectively performed well will lead to success in this position.
1. Grow Origination Volume (70%)
TheBUSINESS DEVELOPMENT MANAGERis expected to develop the origination volume potential from brokers in their assigned geographic areas by generating new business and cultivating increased share of business from existing broker addition to achieving the target origination volume theBUSINESS DEVELOPMENT MANAGERwill be evaluated on efficiency metrics assigned by theDirector Residential Salessuch as funded volume as a percentage of submissions and number of outbound calls and contacts made. TheBUSINESS DEVELOPMENT MANAGERwill dedicate time to all phases of the sales relationship cycle - from prospecting through to the business development phases - employing a variety of actions which include but are not limited to:
Prospecting
Continually sourcing broker names from external and internal resources
Scrubbing sourced broker names to produceBUSINESS DEVELOPMENT MANAGERs list of prospects as defined and amended by theDirectorfrom time to time
Maintaining the prospects list including making revisions necessitated by for example re-alignment of geographic areas or Key Accounts and changes to sales staff or brokers/agents/brokerages
Pro-actively cold contacting brokers to establish new relationships and routinely contacting warm leads throughout the prospecting cycle
Onboarding brokers: establishing broker agreements where necessary making welcome calls for brokers who are dealing with the Bank for the first time collecting feedback from brokers regarding theBUSINESS DEVELOPMENT MANAGERs and the Banks overall service levels
Tracking prospecting activitiesin order tomonitor and report on theBUSINESS DEVELOPMENT MANAGERs progress such as how many new broker agreements were completed and approved how many new brokers were contacted what was discussed and if any deals were submitted
Business Development
Conducting training and product awareness sessions primarily through webinars and from time to time in person when warranted or required
Advising brokers on potential deal inquiries to improve the quality of submissions efficiency of credit assessment and turn-around time on responses and commitments
Facilitate getting commitments to funded status by working efficiently with internal departments to expedite resolutions liaise information and track deal progress
Adjusting focus and tactics as required to get deals closed nearing month end responding to competitive pressures promoting products or special pricing
Tracking submissions deal status funded volume and overall pipeline to monitor and report on theBUSINESS DEVELOPMENT MANAGERs progress
2. External & Internal Relationship Management (20%)
TheBUSINESS DEVELOPMENT MANAGERwill reflect the Banks values in all interactions whether external or internal. The Banks image of integrity quality and dependability are critical dimensions to how theBUSINESS DEVELOPMENT MANAGERshould conduct business and build relationships. TheBUSINESS DEVELOPMENT MANAGERwill be responsible for:
Proactively engaging and building rapport with sales team members and credit teams
Assisting credit in following up on outstanding commitments or documents particularly when the credit team feels challenged with high volumes or toward month end
Liaising with credit teams and others when necessary to resolve broker issues
Assisting brokers who have general questions about products and underwriting through our email inquiry mailbox
Probing validating and sharing insights on brokers competitive activities and market dynamics
Adeptly being able to distinguish the difference between being an effective champion for a brokers deal versus interfering or duplicating the roles of the credit teams
3. Administration and Organization (10%)
As a member of the larger Single Family Residential team theBUSINESS DEVELOPMENT MANAGERwill support informational needs and processes ensuring the smooth handling of deals through pipeline to funding by:
Creating a routine to efficiently and consistently capture document and track the essence of interactions with brokers and any important feedback
Providing all required sales productivity and activity reports in a timely manner
Adjusting time spent and activities to balance the needs of both prospecting and business development
Providing weekly Crystalline status reports
Updating rates on various system broker contact info
Handling operational requests from others including Residential Operations
Lets Talk About You!
Two years residential mortgage Underwriting/Credit experience
Outstanding interpersonal skills
Self-directed and highly organized individual
Agile time management skills with ability to multi-task
Must possess a valid drivers license and a clean driving record
Completion of a college or equivalent post-secondary degree
Strong written and verbal skills along with presentation experience
Proficient with Microsoft Office: Word Excel PowerPoint
Preferred
Previous sales experience
Proficient knowledge ofCyberqueryor similar database reporting tool(s)
Equity Diversity & Inclusion
EQ is committed to building an inclusive accessible environment where every employee feels valued respected and supported. We believe our organization is stronger and our people thrive when we honour and celebrate diverse experiences identities and perspectives. Were equally committed to supporting your growth both professionally and personally.
We provide a barrierfree recruitment process and work environment. If you require accommodations at any stage we will work with you to ensure you can bring your best self to the process and beyond.
As part of our recruitment process EQ uses AI to help screen assess and/or select applicants for this position. All AI-enabled outputs are reviewed and validated by our talent team. All candidates considered for hire must successfully complete a criminal background check and credit check. While we appreciate every application an EQ recruiter will contact only those whose skills and experience most closely match the requirements of the role.
EQB Inc. (TSX: EQB) is the parent company of Equitable Bank the countrys seventh-largest Schedule I bank by assets which operates EQ Bank Canadas Challenger Bank. EQB Inc. serves nearly 4 million Canadians and manages approximately $150 billion in combined assets under management and administration.
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Required Experience:
Manager
About Company
At Equitable Bank, we specialize in providing branchless financial services that meet the unique needs of all Canadians. Our range of mortgages, savings accounts and investment options are designed to offer the right solutions to match any unique circumstance.
