Regional Director

The core parts of your role would be to:

• There are four areas of accountabilities listed below:


1. 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 Senior Director, Residential Sales (SDRS):
• Assigning brokerages within assigned regions 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:
o RBM’s – 4 tracked in person visits daily via CRM
o BDM’s – 15 outbound tracked phone calls via CRM
o 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 SDRS
o Opportunity to provide coaching and remedy any performance issues
• Formally deliver final performance reviews at year-end along with SDRS to recognize performance and to set a plan to remedy any performance targets and further the sales reps development
• 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 o foster teamwork and resolve any broker related issues on behalf of the sales reps or escalate to SDRS as required
• Handle all day-to-day recommendations for watchlist/deny list requests from the Fraud Committee
• 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 SDRS 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 tableau and power BI to help assess regional performance.


2. 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:
• 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 DRS
• 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
• Applicable MBDs are to ensure they visit their regional office twice a month (Vancouver Office in the West and Montreal Office in the East). MBDs are also expected to conduct joint visits/webinars with all of their sales reps at least quarterly who may work from a remote area
• Assist the SDRS 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:
o EQB brand
o Addressable market / our niche
o Suite of SFR products
o Dedication to broker network; service commitment


3. Product and Marketing Campaigns –
The incumbent is expected to take an active role in ensuring the marketing campaigns by the RBMs are consistent and accurate. The MBD is expected to:
• Update SFR presentation as required and send to SDRS for final approval
• Have oversight and approval limit of regional budget assigned by the SDRS. 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
• 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.


4. Administrative –
In this position, the incumbent is responsible for several administrative duties that are crucial for a well-functioning sales team. The incumbent will:
• 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
• Is the permanent delegate on the Fraud Committee for their respective region. Must ensure that sales position on fraud committee votes consider the prudent broker approach.
• Review monthly RBM Tableau/power bi reports for all residential business lines and meet with each RBM monthly to discuss volume and efficiency numbers as well as any trends that can be presented to the DRS. Responsible for identifying these trends and assisting the RBM in remedying any issues.

Let's Talk About You!

• 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
• Excellent time management, analytical and problem-solving skills
• Extensive knowledge and understanding of mortgage lending
• Proven ability to thrive and perform well in a constantly changing, high volume and high intensity environment
• Outstanding interpersonal skills
• Self directed and highly organized individual who can multi-task
• Strong written and verbal skills
• Proficient on Microsoft Office – Word, Excel, Access, and Power Point
• Experience enhancing processes, procedures, reporting and implementing or leveraging supporting technology
• Must possess a driver’s license which must be in good standing

Job Complexities/Thinking Challenges

• The position requires the incumbent to be a self-starter with the ability to prioritize workflow and allocate resources effectively. The incumbent shall possess strong cognitive skills and professional judgement to properly assess risk.


• The incumbent is responsible for managing, monitoring, and coaching sales reps to ensure the bank’s reputation, growth and success is achieved through a full range of activities from strategic to tactical. The unique challenges of each sales reps territory include competitive, housing market, income, economic and client/broker cultural diversity dimensions. With this challenging framework the incumbent must ensure that the sales reps are performing at their peak and are achieving their respective and team targets. The broker channel and the mortgage industry continually shift, evolves, and adapts making the incumbent’s job that more challenging.


• A diverse range of people and process skills are required to effectively manage the multi-functional dimensions of the role including problem solving, conflict resolution and recommending of business process improvements to the SDRS. The incumbent is required to follow corporate policies, procedures, and regulatory requirements to properly review files and rationalize recommendations on deal escalations to the respective Credit Managers. They must constantly be updating their knowledge as new regulations and policies come into place. They will be required to stay up to date on all industry changes and best practices.


• The incumbent’s effectiveness will benefit from understanding the market, the broker network, competition, the Bank’s diverse product suite and knowledge of sales, marketing, credit, and operations. An advanced level of analytical skills will be needed to assess opportunities and measure effectiveness. Frequent travel will be required.