Regional Director, Regional Sales

Join a ChallengerAt EQ, we're remaking banking so every Canadian gets ahead, every day. Serving nearly 4 million Canadians from coast to coast, we offer a wide variety of financial services from banking and lending, to trust and credit union solutions. We've been at this since 1970, challenging the conventions of traditional banking with smarter, faster, and more connected financial experiences. The people behind it all: challengers who ask better questions, push back on old assumptions, and look for a better way forward. If you're driven to help reshape how banking works for Canadians and the businesses that power our economy, this could be your next big opportunity. We can’t wait to get to know you!
The WorkThe 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.
The Core Responsibilities!1. Market Share GrowthThe 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 VPOpportunity 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 elevate 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 elevate 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 SupportThe 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.
Let's Talk About You!
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
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 and personal days
Virtual events to connect with your fellow colleagues
Professional development and 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 EQ Bank’s additional office space located at
2200-25 Ontario Street, Toronto, ON .
Equity, Diversity & InclusionEQ is committed to building an inclusive, accessible environment where every employee feels valued, respected, and supported. We believe our organization is stronger — and our people thrive — when we honour and celebrate diverse experiences, identities, and perspectives. We’re equally committed to supporting your growth, both professionally and personally.
We provide a barrier‑free recruitment process and work environment. If you require accommodations at any stage, we will work with you to ensure you can bring your best self to the process and beyond.
As part of our recruitment process, EQ uses AI to help screen, assess, and/or select applicants for this position. All AI-enabled outputs are reviewed and validated by our talent team. All candidates considered for hire must successfully complete a criminal background check and credit check. While we appreciate every application, an EQ recruiter will contact only those whose skills and experience most closely match the requirements of the role.
EQB Inc. (TSX: EQB) is the parent company of Equitable Bank, the country's seventh‑largest Schedule I bank by assets, which operates EQ Bank, Canada’s Challenger Bank™. EQB Inc. serves nearly 4 million Canadians and manages approximately $150 billion in combined assets under management and administration.
To learn more, visit eqb.Investorroom.Com and eqbank.Ca.
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