Vice President, National Sales

Date: October 15, 2024
Title: Vice President, Alternative Mortgage Lending
Location: Toronto, ON
Company: RFA Bank of Canada
Job Type: Permanent

About RFA:
Founded in 1996, RFA (Realty Financial Advisors) is a leading Canadian-owned real estate firm. Through RFA Bank of Canada and RFA Mortgage Corporation, RFA offers mortgage brokers a complete range of Prime and Alternative mortgage solutions. RFA Bank of Canada, a division of RFA, is a federally regulated Schedule I Bank. Our goal is to be a long-term leader in the residential lending market by offering more than just competitive rates and compensation. At RFA Bank of Canada, we focus on delivering a unique value proposition in the Alternative mortgage space, committed to innovation and exceptional service to meet a diverse range of borrower needs.

The Opportunity:
We’re looking to fill a Vice President, National Sales (Alternative Residential Lending) position at RFA Bank of Canada This individual will provide direct leadership to the Regional Vice Presidents and Business Development Managers (BDMs) in Canada ensuring they are successful in developing broker relationships and achieving sales targets. The VP is responsible for developing and supporting strategies related to sales, people and financial targets aligned to Bank strategy while also overseeing ancillary activities to support the management of a sales channel through the mortgage broker network.

Core Responsibilities

As the VP, National Sales, you will:

Strategy:

• Provide oversight to the Bank’s mortgage broker sales, service and marketing activities including direct accountability for driving the implementation of key mortgage origination initiatives for the Bank.
• Develop, recommend and execute applicable sales and marketing strategies including:
• developing compelling value propositions for customers, brokers and referral sources; and,
• the development of sales processes, training tools and marketing materials to facilitate the sale of the Bank’s mortgage products through the mortgage broker channel.
• Maintain positive relationships internally and externally to obtain services that meet current business needs and support future business development.
• Support the Chief Executive Officer and other members of Senior Management, internal auditors, regulators, partners, and other internal and external constituencies, regarding all relevant business tactics and plans.

Sales:

• Develop policies and procedures to facilitate the efficient origination of mortgage products sold through the mortgage broker channel within the Bank’s stated risk appetite.
• Assign territory and coverage to direct reports as applicable.
• Personally develop, maintain and grow a network of important and significant accredited mortgage brokers, mortgage brokerage leads and mortgage network leads who will consistently offer the Bank’s mortgage products to their customers.
• Verify that customer experiences are consistently managed with adherence to the Bank’s high standard of customer service, integrity and value, and take appropriate actions whenever necessary to improve business delivery.
• Establish and build effective relationships with centers of influence including mortgage broker associations and Canadian mortgage industry mortgage origination platforms who could be used to have new applications submitted to the Bank.

Relationship Management / Client Management:

• Lead the Bank’s sales team and relationship managers to establish strong linkages with customers and their mortgage brokers to improve retention and sustainable business growth.
• Follow up and coach to help the group actively manage broker relationships, perform reviews, test that customer objectives are met and that all policies and procedures are correctly followed.
• Manage compliance with policies and procedures developed to manage the Bank’s fiduciary and regulatory accountabilities including the onboarding and offboarding of mortgage brokers.

Marketing:

• With the Vice President, Marketing, define and lead the strategy for marketing, public relations, advertising and special events for the mortgage broker channel.
• Represent the Bank at industry events and other activities national and in local markets as needed.
• With the Vice President, Marketing, implement marketing and advertising programs that drive awareness and generate additional leads.

Other Responsibilities:

• Manage budgeting/forecasting of month end sales, service and marketing expenses related to activities in the mortgage broker channel.
• The Vice President, National Sales will make regular and ongoing reports to the Chief Executive Officer and Senior Management regarding the quality of the Bank’s sales and broker performance through the mortgage broker channel. This may include reporting to the Board and its subcommittees as needed.
• Provides oversight to operational activities related to onboarding mortgage brokers, offboarding mortgage brokers and ensuring mortgage brokers are properly compensated for their funded loans based on pre-approved Bank mortgage broker compensation programs.

People Management:

• Motivate and coach team members to assist them in exceeding their objectives.
• Develop staffing plans anticipating short-, medium- and long-term needs and determine succession planning for those functions.
• Lead a team of dedicated professionals, achieve employee targets and implement effective development plans for sales and marketing staff.

Autonomy:

• Due to their direct relationship with the executive team, a Vice President has the autonomy to make definitive decisions and independently lead initiatives. The Vice President in charge of directing the Bank's sales operations to make sure it achieves its objectives effectively and efficiently.

Responsibility:

• A Vice President is responsible for an entire area or project within the Bank. A successful Vice President uses independent judgment serving as a mentor and ensuring their department and team implement company policies, procedures and initiatives correctly.

What You’ll Need to Succeed:

• Minimum 10 years’ experience in the mortgage industry, in progressively senior roles, preferably in a FRFI.
• Proven sales leadership experience and networking skills, ideally with commissioned salespeople, with expert knowledge of performance management systems.
• Excellent interpersonal, sales, presentation and relationship management skills.
• Demonstrated success managing complex, high value corporate relationships.
• Demonstrated leadership and management skills; and,
• Ability to focus on business needs and corporate objectives.

Our Values and What We Offer at RFA:

At RFA, we live by our core values. These values guide our daily actions and shape our work culture:

• Accountability: You take ownership of your work & its consequences. You always consider risk & make informed decisions.
• Selflessness: You share info & teach others. You’re able to put your ego aside & understand that the best idea wins.
• Inclusivity: You value differing viewpoints & experiences. You understand how this can drive growth & innovation.
• Innovation: You seek opportunity & embrace change. You see tech as a way to enhance productivity & drive profitability.
• Courage: You make tough decisions in our best interest. You see opportunity when faced with challenge or adversity.
• Impact: You value results & your contributions. You rise to the occasion and never settle for sub-par.
• Performance: You embody a competitive spirit, desire to win and strive for executional excellence.

Along with a strong work culture, RFA offers a comprehensive benefits package, including:

• Health & Dental Care
• Vision Care
• RRSP Match
• Health & Wellness Spend
• Vacation & Personal Days
• Hybrid working environment

Ready to take the next step?
If this opportunity excites you and aligns with your skills and aspirations, we’d love to hear about how you can contribute to our team at RFA.

Accessibility:

Accommodation is available upon request for applicants and employees with disabilities. If you are contacted for a job opportunity, please advise us of any accommodations needed to ensure you have access to a fair and equitable process. Any information received relating to accommodation will be addressed confidentially.

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