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Internal Business Development Manager
2 weeks ago
**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 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 Business Development Manager is responsible for developing the residential mortgage origination volume potential, for all business lines, of certain mortgage brokers in their assigned geographic areas while delivering on the Bank’s service commitment to the broker network. The Business Development Manager prospects for new broker relationships and nurtures existing relationships to develop the origination volume potential of their assigned broker network and meet targets. The Business Development Manager interacts with brokers primarily through non face-to-face communications and may be required to present or participate in person at training sessions, industry events and special events outside the office from time to time.
Relationship management with brokers is strengthened through the Business Development Manager's positive personality, professional conduct and ability to deliver exceptional service in a highly competitive and dynamic market. Achieving origination volume potential will depend on the Business Development Manager's ability to assist brokers with identifying deals that fit within the Bank’s addressable market, promoting the Bank’s value proposition to win the business and assisting brokers and internal teams with getting acceptable deals closed. Success will also depend on the IBRD’s knowledge level of the broker network, the Bank’s products, internal processes and credit guidelines combined with the ability to work effectively with others on both the inside and external sales teams. The Business Development Manager is to report directly into the Manager Internal Business Development (MIBD).
**The Core Responsibilities Of The Job**: The Business Development Manager’s performance in the main accountabilities areas listed below, when collectively performed well, will lead to success in this position.
**1. Grow Origination Volume (70%)**
The Business Development Manager is expected to develop the origination volume potential from brokers in their assigned geographic areas by generating new business and cultivating increased share of business from existing broker relationships. In addition to achieving the target origination volume, the Business Development Manager will be evaluated on efficiency metrics assigned by the MIBD such as funded volume as a percentage of submissions and number of outbound calls and contacts made. The Business Development Manager will dedicate time to all phases of the sales relationship cycle - from prospecting through to the business development phases - employing a variety of actions which include but are not limited to:
Prospecting
- Continually sourcing broker names from external and internal resources
- Scrubbing sourced broker names to produce Business Development Manager’s list of prospects as defined and amended by the MIBD from time to time
- Maintaining the prospects list including making revisions necessitated by, for example, re-alignment of geographic areas or Key Accounts and changes to sales staff or brokers/agents/brokerages
- Pro-actively cold contacting brokers to establish new relationships and routinely contacting warm leads throughout the prospecting cycle
- Onboarding brokers: establishing broker agreements where necessary, making welcome calls for brokers who are dealing with the Bank for the first time, collecting feedback from brokers regarding the Business Development Manager’s and the Bank’s overall service levels
- Tracking prospecting activities, in order to monitor and report on the Business Development Manager's progress, such as how many new broker agreements were completed and approved, how many “new” brokers were contacted, what was discussed and if any deals were submitted
Business Develo
