Regional Business Manager

**Join a Challenger**

Being a traditional bank just isn’t our thing, so we challenge ourselves to get creative in providing innovative banking solutions for Canadians.

How do we get there? With a talented team of inquisitive and agile challengers that break through the status quo. So, if you’re passionate about redefining the future of banking—while having fun—this could be your next big opportunity.

Our company continues to grow, and today we serve more than 670,000 people across Canada through Equitable Bank, Canada's Challenger Bank, and have been around for more than 50 years. Equitable Bank's wholly-owned subsidiary, Concentra Bank, supports credit unions across Canada that serve more than six million members. Together we have over $125 billion in combined assets under management and administration, with a clear mandate to drive change in Canadian banking to enrich people's lives. Our customers have named our EQ Bank digital platform (eqbank.ca) one of the top banks in Canada on the Forbes World's Best Banks list since 2021.

**_
The Work_**

**The Core Responsibilities**:

- **1. Sales Management (25%)**:

- The RBM must be highly organized and self-directed, managing and reporting on sales and market activities through broker visits and industry networking events. Success in achieving and exceeding sales targets for Alternative and Reverse Mortgages involves several key steps:

- Develop and maintain a Key Account list of 15-20 brokerages within a defined region, updated annually based on business volume.
- Conduct quarterly meetings with key accounts to review their volumes and funding ratios.
- Discuss performance with the Regional Director of Business Development monthly.

**Key Accounts**
- RBMs (Regional Business Manager) are expected to assist brokers with deals in the pipeline or those who are unresponsive, fostering stronger relationships. They must also complete monthly expense reports accurately and submit them by the deadline within their approved budgets.
- The RBM is responsible for documenting feedback from weekly meetings in the CRM and analyzing efficiency ratios from Tableau to identify and address current trends. Active participation in weekly departmental meetings to discuss market trends, challenges, successes, and product/service improvements is also required.

**2. Sales Activities and Achievements (30%)**
- The RBM is expected to spend at least four days per week out of the office, making proactive sales calls to generate new business and visiting existing brokers to provide updates on product enhancements, services, and promotional materials. To build a wider broker network, the RBM must:

- Schedule a minimum of 15 broker meetings weekly, documenting discussions and feedback in the CRM.
- Continuously update broker contact information in the CRM.
- Manage the region to achieve structured and effective results.
- Provide mid-level analysis to enhance business development functions.
- Interact with the credit team bi-weekly (monthly if remote) to gain insights into the quality of business submitted by specific brokerages and to strengthen sales-credit relationships.
- Attend major industry events to increase company visibility.
- Participate in joint BDM and RBM meetings weekly to foster collaborative efforts toward regional goals.
- Collaborate with BDM and Reverse Mortgage Channel Managers (RCM) within the region to provide best-in-class service, product knowledge, and support for all brokerages.

**3. Product Development**
- Each RBM will be assigned a competitor to monitor and report on any changes to their programs. The RBM will also:

- Discuss competitor products with brokers, focusing on satisfaction, differences, and new market offerings.
- Analyze feedback on Equitable Bank’s products regarding pricing, flexibility, and credit requirements.
- Collect materials from brokers for competitive intelligence at industry events.

**4. Presentation Skills (25%)**
- Up-to-date collateral materials and promotions.
- A thorough understanding of promotions and qualifications.
- A comprehensive sales presentation that includes products related to Alternative and Reverse Mortgages, Equitable policies on Anti-Money Laundering, and compliance requirements.
- Knowledge of regional coverage, both urban and rural.
- A focus on product benefits, both individually and comparatively.
- Introductions of regional team members to the brokerage community at relevant events.
- Responses to broker-related questions or concerns.

**5. External & Internal Relationship Management (10%)**
- As a representative of Equitable Bank, the RBM must embody the company’s core values: Respect, Integrity, Service, Empowerment, and Agility. Responsibilities include:

- Participating in brokerage events, including sales presentations and lender appreciation programs.
- Engaging in industry associations to represent Equitable Bank and gather industry insights.
- Speaking at company-sponsored events with messagi