Associate Director, Regional Sales

The Work

The Associate Director, Regional Sales is responsible for leading and managing a team of front‑line sales members across multiple provinces/regions. 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 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 regional segmentation strategies across multiple provinces, ensuring optimal broker coverage, capacity balancing, and territory alignment.
• Monitor aggregate regional performance across all assigned geographies, identifying inter-region variances and reallocating resources as needed.
• Drive consistent sales execution standards across regions, ensuring alignment in KPI expectations, call/visit cadence, and submission quality.
• Lead cross-region performance calibration sessions to share best practices and improve underperforming areas.
• Accountable for balanced growth across Alternative and Reverse Mortgage channels, ensuring both portfolios meet or exceed plan.
• 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.
• 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 SDRS.
• Opportunity to provide coaching and remedy any performance issues.

• 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:
• Lead multi-region business reviews with network partners to evaluate performance, pipeline, and growth opportunities.
• Align network strategies across provinces, ensuring consistent EQB positioning and engagement model.
• Identify national partnership opportunities (e.g., campaigns, programs, broker access strategies) to scale production.
• Act as escalation point for network-related performance or relationship issues across regions.
• 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.
• Applicable ADs are to ensure they visit their regional office twice a month (Vancouver/Calgary Office in the West and Montreal Office in the East). ADs are also expected to conduct joint visits/webinars with all of their sales reps at least quarterly who may work from a remote area.
• 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.

• The incumbent is expected to take an…