Regional Channel Manager

Calgary - Canada

Monthly Salary: Not Disclosed

Posted on: Yesterday

Vacancies: 1 Vacancy

Job Summary

Join a Challenger

Being a traditional bank just isnt our thing so we challenge ourselves to get creative in providing innovative banking solutions for Canadians.

How do we get there With a talented team of inquisitive and agile challengers that break through the status quo. So if youre passionate about redefining the future of bankingwhile having funthis could be your next big opportunity.

Our company continues to grow and today we serve more than 780000 customers acrossCanadathrough Equitable BankCanadasChallenger Bank and have been around for more than 50 years. Equitable Banks wholly-owned subsidiary Concentra Bank supports credit unions acrossCanadathat serve more than six million members. Together we have over$138 billionin combined assets under management and administration with a clear mandate to drive change in Canadian banking to enrich peoples customers have named our EQ Bank digital platform () one of the top banks in Canada on the Forbes Worlds Best Banks list since 2021.

The Work

The Regional Channel Manager Reverse Mortgages (RCM) is responsible for developing and operationalizing Equitable Banks 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 Manager will oversee all sales activity to ensure that these goals are met.

In this role the RCM must be highly knowledgeable about Equitable Banks 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.

The Core Responsibilities!

There are four areas of accountabilities listed below which when performed well will cumulatively lead to ultimate success in this position.

1. Relationship Management - 40%

The RCM must be a highly organized individual who is self-directed to manage and report on the status of sales and market activity via referral support direct client outreach and industry development events. Success in achieving objectives involves various steps as outlined below:
As a Key member of the Equitable Bank Reverse Mortgage team establish a high standard of care and behavior 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.

2. Sales Activities and Achievements 40%

In a post-COVID environment the RCM is expected to be out of the office to 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. To achieve visibility and to build a wider broker network one must:
Where applicable 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.
In conjunction with the SFR RBMs 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 EQBs capabilities relative to expectations and competitors.
Expected to 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. Although this function is primarily performed by the underwriting team the RCM will assist when asked by credit and/or the BDM during high volume times.

3. Presentation Skills 10%

An integral element of sales is strong presentation skills which require clear messaging and product/credit knowledge. The RCM must be prepared with:
Ensuring the presentation is an approved presentation from leadership and/or marketing. Ad Hoc Presentations without approval are not permitted.
Acquiring the proper collateral materials and the most up to date promotions for distribution.
Intimate knowledge of product promotions. Ensuring that they are working with the most recent sales presentation covering topics pertaining to reverse mortgages including Equitable policies on Anti Money Laundering and Terrorist Financing and pertinent compliance requirements.

4. Leadership 10%

As a representative of the Bank reflect its image of integrity quality and knowledge in the industry. As an important interface with the broker advisor or client will work effectively with credit team to ensure superior service is being offered throughout the entire process. The RCM may be expected to be:
Take part in industry associations in order to establish an Equitable Bank as a trusted partner and provider of high-quality financial products. As well 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.

Lets Talk About You!

Strong written and verbal skills
At least 10 years of previous sales and or underwriting experience in the mortgage industry
5 years of people management experience in leading sales teams to achieve set targets (would be an asset)
Reverse Mortgage experience will be a huge plus
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 drivers license which must be in good standing
Completion of a post-secondary degree and a graduate degree in business preferred
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

What we offer For full-time permanent roles

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

Equitable Bank is deeply committed to inclusion. Our organization is stronger and our employees thrive when we honour and celebrate everyones diverse experiences and tandem with that commitment we support and encourage our staff to grow not just in their career path but personally as well.

We commit to providing a barrier-free recruitment process and work environment for all applicants. Please let us know of any accommodations needed so that you can bring your best self to the application process and candidates considered for hire must successfully pass a criminal background check and credit check to qualify for hire. While we appreciate your interest in applying an Equitable recruiter will only contact leading candidates whose skills and qualifications closely match the requirements of the position.

We cant wait to get to know you!

Required Experience:

Manager

Join a ChallengerBeing a traditional bank just isnt our thing so we challenge ourselves to get creative in providing innovative banking solutions for Canadians. How do we get there With a talented team of inquisitive and agile challengers that break through the status quo. So if youre passionate abo...