Regional Director, Regional Sales

The Regional Director, Regional Sales is responsible for leading and managing a team of front-line sales members across a defined region. This role drives origination growth through broker relationships and is accountable for revenue and volume targets across Alternative and Reverse Mortgage portfolios. The incumbent ensures consistent execution of sales strategy, broker engagement, and market share growth aligned to national objectives.

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 VP of Sales:

Establish and oversee brokerage segmentation across the region, ensuring optimal broker coverage, and capacity balancing

Monitor aggregate regional performance across all the region, identifying variances and reallocating resources as needed

Drive consistent sales execution standards across,, ensuring alignment in KPI expectations, call/visit cadence, and submission quality

Lead performance calibration sessions to share best practices and improve underperforming accounts

Accountable for balanced growth across Alternative and Reverse Mortgage channels, ensuring both portfolios meet or exceed plan

Partner with VP of Sales to set region targets and define growth strategy

Oversee and validate regional sales plans, ensuring alignment with national strategy

Assigning brokerages within assigned region 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:

RBM’s – 4 tracked in person visits daily via CRM

BDM’s – 15 outbound tracked phone calls via CRM

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 VP

Opportunity to provide coaching and remedy any performance issues

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 to foster teamwork and resolve any broker related issues on behalf of the sales reps or escalate to VP as required

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 VP 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 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:

Align network strategies across region, ensuring consistent EQB positioning and engagement model

Identify regional partnership opportunities (e.g., campaigns, programs, broker access strategies) to scale production

Act as escalation point for network-related performance or relationship issues across region

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 VP

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

Assist the VP of Sales 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:

EQB brand

Addressable market / our niche

Suite of SFR products

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 their sales reps are consistent and accurate. The MBD is expected to:

Ensure consistent execution of marketing campaigns across the region,

Oversee regional budget, ensuring optimal allocation of spend to highest return markets

Partner with Marketing and Product teams to refine Alternative and Reverse value propositions based on field feedback

Have oversight and approval limit of regional budget assigned by the VP of Sales. 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 VP on where the bank may be at a competitive disadvantage and strategize with the VP on how to improve the bank’s position

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:

Consolidate and review region performance (Power BI / CRM), identifying key trends and actionable insights

Standardize reporting cadence and performance dashboards across region

Ensure data integrity and CRM discipline across all sales reps within region

Provide executive-level summaries of regional performance to the VP Sales & Distribution

Manage and approve the sales reps expenses monthly, ensuring regional budget limits are not exceeded

Proficient in MS Dynamics CRM and 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 vist/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 weekly RBM and BDMpower 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 VP. Responsible for identifying these trends and assisting the RBM/BDM in remedying any issues.

Strong capability in scaling sales execution models and driving consistency within region

Advanced knowledge of Alternative and Reverse Mortgage products, strategy, and broker positioning

Strong proficiency in data analytics, performance reporting, and insight generation (Power BI / CRM)

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 and BDMs

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