Associate Director, Regional Sales

Market Share Growth

• The incumbent must be a highly organized individual that can organize their team to meet targets set out and increase market share within their specified region.  The incumbent will execute the following duties in close consultation with the VP of Sales:
• Establish and oversee regional segmentation strategies across multiple provinces, ensuring optimal broker coverage, capacity balancing, and territory alignment.
• Monitor aggregate regional performance across all assigned geographies, identifying inter-region variances and reallocating resources as needed.
• Drive consistent sales execution standards across regions, ensuring alignment in KPI expectations, call/visit cadence, and submission quality.
• Lead cross-region performance calibration sessions to share best practices and improve underperforming areas.
• Accountable for balanced growth across Alternative and Reverse Mortgage channels, ensuring both portfolios meet or exceed plan.
• Monitor the sales team activities according to their individual plans and progress on achieving volume targets; no less than monthly document the discussions at touch point sessions, coach/provide insights to ensure that each sales member is maximizing use of time and is being as effective as possible with their assigned brokerages , including performance on key metrics:
  • RBM’s – 4 tracked in person visits daily via CRM.
  • BDM’s – 15 outbound tracked phone calls via CRM.
  • Continually collect feedback from a sample of brokers and internal contacts for each sales rep on their interactions and overall performance.
  • Monitor and manage to ensure sales reps are delivering on efficiency targets as outlined individually at the start of each fiscal year.
  • Mentor sales reps to provide feedback on presentations and to improve on overall delivery of the bank’s products and services.  Assess sales reps with joint visits/webinars at least 1 day/week.
  • Ensure touch points are held with each sales rep on minimum monthly basis and that content is meaningful, productive, insightful, constructive, and positive; prepare summary of geographic regions for SDRS.
    • Opportunity to provide coaching and remedy any performance issues.

Network Regional Managers & EQB Regional Support

• The incumbent is responsible for deepening and strengthening productive relationships with Regional Managers at respective Network Partner levels to maximize volume potential. The incumbent is expected to:
• Lead multi-region business reviews with network partners to evaluate performance, pipeline, and growth opportunities.
• Align network strategies across provinces, ensuring consistent EQB positioning and engagement model.
• Identify national partnership opportunities (e.g., campaigns, programs, broker access strategies) to scale production.
• Act as escalation point for network-related performance or relationship issues across regions.
• Meet monthly with the respective Regional Managers of our National Partners – expected to discuss overall regional performance with the network, any challenges that their brokers may be experiencing, and opportunities with new or existing accounts where we may not have a strong relationship.
• Applicable ADs are to ensure they visit their regional office twice a month (Vancouver/Calgary Office in the West and Montreal Office in the East).  ADs are also expected to conduct joint visits/webinars with all of their sales reps at least quarterly who may work from a remote area.
• Participate in sponsorship events and capitalize on speaking opportunities in furthering, for example:
  • EQB brand.
  • Addressable market /our niche.
  • Suite of SFR products.
  • Dedication to broker network; service commitment.

Product and Marketing Campaigns

• The incumbent is expected to take an active role in ensuring the marketing campaigns by their sales reps are consistent and accurate.  The MBD is expected to:
• Ensure consistent execution of marketing campaigns across all regions, with measured ROI and broker engagement outcomes.
• Provide input into national pricing, product positioning, and promotional strategies, informed by multi-region insights.
• Oversee regional budgets across multiple provinces, ensuring optimal allocation of spend to highest return markets.
• Identify cross-region marketing opportunities to scale successful local initiatives nationally.
• Partner with Marketing and Product teams to refine Alternative and Reverse value propositions based on field feedback.
• Have oversight and approval limit of regional budget assigned by the VP of Sales.  Ensure regional budget is within assigned threshold and approved spends meet company strategic guidelines.
• Ensure adequate sales rep coverage for events put on by various brokerages and networks.
• Compile data from sales reps and provide a competitive analysis to the SDRS on where the bank may be at a competitive disadvantage and strategize with the SDRS on how to improve the bank’s position.
• Work with SDRS on pricing/lending area recommendations to continue to strengthen the bank’s position in the marketplace.

Administrative

• In this position, the incumbent is responsible for several administrative duties that are crucial for a well-functioning sales team.  The incumbent will: 
  
  
• Consolidate and review multi-region performance reporting (Power BI / CRM), identifying key trends and actionable insights.
• Standardize reporting cadence and performance dashboards across all regions under management.
• Ensure data integrity and CRM discipline across all sales reps nationally/multi-regionally.
• Provide executive-level summaries of regional performance to the VP Sales & Distribution.
• Oversee participation and representation in governance forums (e.g., Fraud Committee) at a broader regional or national level.
• Manage and approve the sales reps expenses monthly, ensuring regional budget limits are not exceeded.
• Highly proficient in MS Dynamics CRM and tableau/power bi.
• The incumbent is expected to be available to attend in office meetings as required and expected to be in office 1-2 x / week.
• Review sales reps visit/call cycle weekly to ensure minimum KPIs have been met.
• Assess the effectiveness of sales reps KPIs based on individual submissions received.

Let's Talk About You!

• Proven ability to lead geographically dispersed teams across multiple provinces/regions.
• Strong capability in scaling sales execution models and driving consistency across teams.
• Advanced knowledge of Alternative and Reverse Mortgage products, strategy, and broker positioning.
• Demonstrated experience in managing national or multi-region broker relationships and partnerships.
• Strong proficiency in data analytics, performance reporting, and insight generation (Power BI / CRM).
• Post-secondary education (diploma/degree).
• Minimum 10 years’ experience that includes at lease 3 years’ people management experience and 5-8 years’ combined sales and mortgage underwriting experience.
• Expert level of residential mortgage market, mortgage underwriting, risk, compliance, and loan structuring.
• Elevated knowledge of fraud risk in the mortgage industry and ability to mitigate concerns related to misrepresentation.
• Exceptional leadership and coaching skills
• Possess the talent to lead, motivate and work effectively with the RBMs.
• Experience enhancing processes, procedures, reporting and implementing or leveraging supporting technology.
• Must possess a driver’s license which must be in good standing.