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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 Responsibilities1. 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 l

📌 Regional Director, Regional Sales (Winnipeg)
🏢 EQ Bank | Canada's Challenger Bank
📍 Winnipeg