Regional Director, Regional Sales
EQ Bank · Toronto · hybrid
Join a Challenger
At EQ, we're 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.
We've been at this since 1970, challenging the conventions of traditional banking with smarter, faster, and more connected financial experiences.
What's 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 you're driven to help reshape how banking works for Canadians and the businesses that power our economy, this could be your next big opportunity.
We can’t wait to get to know you!
The Work
The Regional Director, Regional Sales is responsible for leading and managing a team of front-line sales members across a defined region. 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 Core Responsibilities!:
- Establish and oversee brokerage segmentation across the region, ensuring optimal broker coverage, and capacity balancing
- Monitor aggregate regional performance across all the region, identifying variances and reallocating resources as needed
- Drive consistent sales execution standards across,, ensuring alignment in KPI expectations, call/visit cadence, and submission quality
- Lead performance calibration sessions to share best practices and improve underperforming accounts
- Accountable for balanced growth across Alternative and Reverse Mortgage channels, ensuring both portfolios meet or exceed plan
- Partner with VP of Sales to set region targets and define growth strategy
- Oversee and validate regional sales plans, ensuring alignment with national strategy
- Assigning brokerages within assigned region to sales reps – ensuring proper coverage in place to support market share growth.
- Ensure sales team have a detailed plan in place every year, no later than by end of the 1st quarter, as to how they will achieve their individual volume target within each residential business line
- 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
- Submission KPIs met monthly, as outlined based on individual sales reps targets
- 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 VP
- Opportunity to provide coaching and remedy any performance issues
- Recommend and implement changes to Key Account lists within region and shift accounts appropriately to maximize results
- Actively contribute to the single-family strategic plan to ensure that the sales reps continue to be an integral part of the strategic planning process and growth strategy
- Proactively identify strategic opportunities within assigned region and assist the sales reps to develop business case/proposal, in areas such as addressable market, lending areas, promotions, pricing
- Work with squad experience leaders and Associate Directors, credit to foster teamwork and resolve any broker related issues on behalf of the sales reps or escalate to VP as required
- Work with underwriting managers and regional experience leaders on escalations pertaining to existing deals. May require in-office meetings for a full review of the file(s) in question. Where a decision cannot be rendered, the incumbent will escalate the file to the VP who will then work with the Regional VP of Underwriting to render a decision
- Championing and leveraging CRM usage and campaigns and utilizing various reporting from power BI to help assess regional performance.
- Align network strategies across region, ensuring consistent EQB positioning and engagement model
- Identify regional partnership opportunities (e.g., campaigns, programs, broker access strategies) to scale production
- Act as escalation point for network-related performance or relationship issues across region
- 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. Discuss any relevant information with VP
- Ensure the Regional Managers are apprised of product offerings & promotions for all residential business lines
- Leverage Regional Managers to help our sales team within assigned region gain access to top performers and new agents within their networks
- Assist the VP of Sales with facilitation and presentation of the bank’s products at events when required
- Attend major industry events to bring heightened visibility, including attendance at golf tournaments, broker holiday events, association events, as well as annual trade shows such as CMBA and MPC where applicable
- 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 the region,
- Oversee regional budget, ensuring optimal allocation of spend to highest return markets
- 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 VP on where the bank may be at a competitive disadvantage and strategize with the VP on how to improve the bank’s position
- Responsible for requesting and approving broker facing marketing materials for sales reps within assigned region
- Take lead role on recommending and organizing regional events for mortgage brokers within assigned region.
- 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 region performance (Power BI / CRM), identifying key trends and actionable insights
- Standardize reporting cadence and performance dashboards across region
- Ensure data integrity and CRM discipline across all sales reps within region
- Provide executive-level summaries of regional performance to the VP Sales & Distribution
- Manage and approve the sales reps expenses monthly, ensuring regional budget limits are not