Regional Channel Manager - Reverse Mortgage

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 EQB’s 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.

Let's Talk About You!

• 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
• 5 years of people management experience in leading sales teams to achieve set targets (would be an asset)
• 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
• 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