Eqbank4h ago

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Associate Director, Regional Sales

Canada·VancouverFull Timeexecutive

OtherAssociate

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Quick Summary

Overview

Join a Challenger Being a traditional bank just isn’t our thing, so we challenge ourselves to get creative in providing innovative banking solutions for Canadians.

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OtherAssociate

Join a Challenger

Being a traditional bank just isn’t 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 you’re passionate about redefining the future of banking—while having fun—this could be your next big opportunity.

Our company continues to grow, and today we serve more than 800,000 customers across Canada through Equitable Bank, Canada's Challenger Bank™, and have been around for more than 50 years. Equitable Bank's wholly-owned subsidiary, Concentra Bank, supports credit unions across Canada that serve more than six million members. Together we have over $142 billion in combined assets under management and administration, with a clear mandate to drive change in Canadian banking to enrich people's lives. Our customers have named our EQ Bank digital platform (eqbank.ca) one of the top banks in Canada on the Forbes World's Best Banks list since 2021.

The Work

The Associate Director, Regional Sales is responsible for leading and managing a team of front-line sales members across multiple provinces/regions. This role drives origination growth through broker relationships and is accountable for revenue and volume targets across Alternative and Reverse Mortgage portfolios. The incumbent ensures consistent execution of sales strategy, broker engagement, and market share growth aligned to national objectives.

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.

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.

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.

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.

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.

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 everyone’s diverse experiences and perspectives. In 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 beyond. All 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 can’t wait to get to know you!