Director, Insurance Lending Sales

Join a Challenger

Being a traditional bank just isn’t our thing. We are big believers in innovating the banking experience because we believe Canadians deserve better options, and we challenge ourselves and our teams to creatively transform what’s possible in banking. Our team is made up of inquisitive and agile minds that find smarter ways of doing things. If you’re not afraid of taking on big challenges and redefining the future, you belong with us. You’ll get to work with people who will encourage you to reach new heights. We like to keep things fun, ask questions and learn together.

We are a big (and growing) family. Overall we serve more than 370,000 people acrossCanadathrough Equitable Bank,Canada'sChallenger Bank, and have been around for more than 50 years. Equitable Bank's wholly-owned subsidiary, Concentra Bank, supports credit unions acrossCanadathat serve more than 5 million members. Together we have over$100 billionin combined assets under management and administration, with a clear mandate to drive change in Canadian banking to enrich people's lives. Our EQ Bank platform (eqbank.ca) has been named the top Schedule I Bank inCanadaon the Forbes World's Best Banks 2023, 2022, and 2021 lists.

The Work

Reporting to the Vice President, Growth Businesses, Personal Lending and working alongside senior sales management, the Director, Insurance Lending Saleswill be responsible for the development and implementation of sales strategy for Insurance Lending (CSV & IFA). The incumbent will be responsible for achieving all Insurance Lending sales and retention targets, for our insurance distribution channels by developing and managing various forms of sales promotion.

The Director, Insurance Lending Sales will lead, manage, and coach a sales team to establish and execute effective regional and territory sales plans and ensure the maximization of sales and persistency within a defined region. The incumbent is guided by defined goals and objectives and works under the broad supervision of the Vice President, Growth Businesses, Personal Lending.

This includes expanding and prospecting for new advisor and distribution relationships, execution of sales campaigns, developing and delivering promotional and educational support and creating and implementing territory converge plans.

• Act as the subject matter expert on Insurance Lending (IFA & CSV)
• Foster an accountable and collaborative culture and demonstrates a strong ability for developing others to ensure sales and persistency goals are achieved or exceeded
• Build and enhance long-term relationships with select high performing Distribution Partners and uncovers mutually beneficial business opportunities that drive sales and persistency
• Acts as a key contributor by demonstrating an in-depth knowledge of strategic account management principles and extensive experience in the investments and insurance market to drive the annual business planning process
• Lead, manage, motivate and coach a sales team on sales skills, strategy, individual development goals and participate in sales calls with members of the Sales Team
• Lead regular team calls to share strategic positioning and department and corporate messaging
• Conduct regular performance reviews and provide timely and meaningful feedback throughout the year and address employee performance issues in consultation with the Vice President
• Collaborate with members of the sales team to identify personal and career development goals in alignment with business strategy and guide in creating development plans
• Establish sales targets, in collaboration with the Vice President; drive sales and persistency in the insurance lending market to achieve defined sales targets
• Proactively develop and enhance long-term relationships with Distribution Partners, who have demonstrated significant production and potential for future growth; conduct regular face-to-face meetings, using a consultative sales approach to uncover needs and mutually beneficial business opportunities, promote features and benefits of relevant insurance lending and wealth solutions products
• Monitor sales results and activity and address opportunities and accordingly direct sales team members in the development of new markets and expansion of existing ones
• Promote cross-channel sales opportunities by fostering a strong referral culture
• Oversee implementation of strategic account management, direct application of principles and territory rotation
• Promote highly structured utilization of specific tools and processes that support Distribution Partners in building their business
• Collaborate with peers and Senior Management to define and evolve strategic account management principles
• Manage recruiting and hiring, ensuring a strong pool of candidates through ongoing relationship management
• As a member of the sales management team collaborate on the development of a sales vision to maximize sales and persistency and strategic direction
• Solicit market intelligence from sales team members and collaborate with Senior Management to identify meaningful data for marketing strategy and product development
• Identify and report potential compliance risk issues that may become apparent through regular contact with Distribution Partners
• Attend industry events, represent, and promote the Equitable Bank and uphold the brand within Wealth and Insurance communities at large

• Post-secondary education
• 10+ years face-to-face sales experience with 5+ years in the insurance industry
• 5+ years sales management, coaching and leadership experience
• Deep understanding of different insurance lending products and life insurance
• Established network in the financial services industry, specifically in the insurance / MGA channel
• Strong written and verbal skills
• Solid understanding of strategic account management principles
• Extensive knowledge and understanding of insurance industry and insurance related products, financial and estate planning and insurance distribution channels
• In-depth knowledge of financial planning tools
• Excellent understanding of regulatory and compliance issues

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, personal days and even a moving day

Virtual events to connect with your fellow colleagues

Annual professional development allowance and a comprehensive Career Development program

A fulfilling opportunity to join one of the top FinTechs and help create a new kind of banking experience

The incumbent will be working hybrid and in office time will be spent working from Equitable Bank’s additional office space located at 351 King Street East, Toronto, ON.

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