Join a ChallengerBeing a traditional bank just isnt 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 whats possible in banking. Our team is made up of inquisitive and agile minds that find smarter ways of doing things. If youre not afraid of taking on big challenges and redefining the future, you belong with us. Youll 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 WorkThe 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 Banks 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 Banks addressable market, promoting the Banks value proposition to win the business and assisting brokers and internal teams with getting acceptable deals closed. Success will also depend on the IBRDs knowledge level of the broker network, the Banks 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 Managers performance in the main accountabilities areas listed below, when collectively performed well, will lead to success in this position. 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:ProspectingContinually sourcing broker names from external and internal resourcesScrubbing sourced broker names to produce Business Development Managers list of prospects as defined and amended by the MIBD from time to timeMaintaining 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/brokeragesPro-actively cold contacting brokers to establish new relationships and routinely contacting warm leads throughout the prospecting cycleOnboarding 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 Managers and the Banks overall service levelsTracking 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 submittedBusiness DevelopmentConducting training and product awareness sessions primarily through webinars and from time to time, in person when warranted or requiredAdvising brokers on potential deal inquiries to improve the quality of submissions, efficiency of credit assessment and turn-around time on responses and commitmentsFacilitate getting commitments to funded status by working efficiently with internal departments to expedite resolutions, liaise information and track deal progressAdjusting focus and tactics as required to get deals closed nearing month end, responding to competitive pressures, promoting products or special pricingTracking submissions, deal status, funded volume and overall pipeline to monitor and report on the Business Development Managers progress External & Internal Relationship Management (20%)The Business Development Manager will reflect the Banks values in all interactions whether external or internal. The Banks image of integrity, quality and dependability are critical dimensions to how the Business Development Manager should conduct business and build relationships. The Business Development Manager will be responsible for:Proactively engaging and building rapport with sales team members and credit teamsAssisting credit in following up on outstanding commitments or documents particularly when the credit team feels challenged with high volumes or toward month endLiaising with credit teams and others when necessary to resolve broker issuesAssisting brokers who have general questions about products and underwriting through our email inquiry mailboxProbing, validating and sharing insights on brokers, competitive activities and market dynamicsAdeptly being able to distinguish the difference between being an effective champion for a brokers deal versus interfering or duplicating the roles of the credit teams Administration and Organization (10%)As a member of the larger Single Family Residential team, the Business Development Manager will support informational needs and processes ensuring the smooth handling of deals through pipeline to funding by:Creating a routine to efficiently and consistently capture, document and track the essence of interactions with brokers and any important feedbackProviding all required sales, productivity and activity reports in a timely mannerAdjusting time spent and activities to balance the needs of both prospecting and business developmentProviding weekly Crystalline status reportsUpdating rates on various system, watchlist/blacklist additions, broker contact infoHandling operational requests from others, including Residential OperationsLets Talk About You!Two years residential mortgage Underwriting/Credit experienceOutstanding interpersonal skillsSelf-directed and highly organized individual Agile time management skills with ability to multi-taskMust possess a valid drivers license and a clean driving recordCompletion of a college or equivalent post-secondary degreeStrong written and verbal skills along with presentation experienceProficient with Microsoft Office: Word, Excel, PowerPointPrevious sales experience is considered an assetProficient knowledge of Cyberquery or similar database reporting tool(s) is an assetWhat we offer (For full-time permanent roles) Competitive discretionary bonus Market leading RRSP match program
Job Title
Internal Business Development Manager