Senior Regional Manager, Insurance Lending

The Senior Regional Manager, Insurance Lending (Sr. RCM) is responsible for developing and operationalizing Equitable Bank's in-market plans for it's Insurance Lending business.

In addition to sales strategy and delivery, responsibilities will include deepening relationships existing advisors and developing relationships with new ones, providing training as well as engaging with clients as needed to support origination activities. The Sr. RCM is also expected to engage in helping to train and educate other business units, and take a leadership approach to collaboration with peers on the Insurance Lending Sales Team, and other business units. Sales targets will be set by management at the beginning of each business year.

In this role, the Sr. RCM must be highly knowledgeable about the Insurance industry (particularly whole life policies) in order to generate prospective deals and partnerships. This position requires exercising independent judgment to perform the responsibilities described herein.

The Work !

• 1. Relationship Management - 35%
• The Sr. RCM must be a highly organized individual who is self-directed to manage and report on the status of sales and market activity via referral support, advisor outreach and industry development events. Success in achieving objectives involves various steps as outlined below:
• As a Key member of the Equitable Bank Insurance Lending team, establish a high standard of care and behaviour with all internal and external stakeholders.
• Develop and implement a business plan that optimizes EQ Bank's visibility for the Insurance Lending offers, such that there is a reliable and consistent pipeline of applications.
• Ensure appropriate support and content is available for existing and new advisors.
• Alongside Senior Management, opine on sales objectives and the allocation of sales quotas to the various parties accountable.
• Collect, analyze, and interpret sales records to obtain useful and actionable information.
• In credit escalation situations, support in the effective management with respective Insurance Lending Underwriter.
• 2. Sales Activities and Achievements - 35%
• Sr. RCM is expected to be able to be out of the office to do proactive sales to generate new business and to visit existing advisors with information about how the Insurance Lending offer stands out in the marketplace, provide resources such promotional or new print materials to gain valuable face to face time. To achieve visibility and to build a wider advisor network, one must:
• Where applicable, provide consultant-like service to support advisors in their efforts to establish themselves as experts in the Insurance Lending space. This may include, but is not limited to, providing product training, guidance on marketing, introductions to other industry experts, and business strategy support.
• Provide mid-level performance analysis of the region, upon request from leadership, as to increase the efficiency of the business development function and be prepared to discuss at meetings.
• Participate in advisor sessions or other events - sales presentations, advisor appreciation programs, holiday and special occasion programs, which may occur outside of business hours.
• Obtain market and competitor intelligence and provide tactical feedback to Management. Seek to increase collective knowledge on EQB's capabilities relative to expectations and competitors.
• Expected to be available after business hours to attend events and/or service key advisors.
• Manage the budget in order to ensure Equitable Bank is branded at key Association events nationally.
• Manage follow-up communications on deals requiring assistance. Although this function is primarily performed by the underwriting team, the Sr. RCM will assist, when asked by credit and/or the BDM during high volume times.
• 3. Presentation Skills - 10%
• An integral element of sales is strong presentation skills which require clear messaging and product/credit knowledge. The Sr. RCM must be prepared with:
• Ensuring the presentation is an approved presentation from leadership and/or marketing. Ad Hoc Presentations without approval are not permitted.
• Acquiring the proper collateral materials and the most up to date promotions for distribution.
• Intimate knowledge of product promotions. Ensuring that they are working with the most recent sales presentation covering topics pertaining to Insurance Lending including Equitable policies on Anti Money Laundering and Terrorist Financing and pertinent compliance requirements.
• 4. Leadership - 20%
• As a representative of the Bank, reflect its image of integrity, quality and knowledge in the industry. As an important interface with the advisor or client, will work effectively with credit team to ensure superior service is being offered throughout the entire process. The Sr. RCM may be expected to be:
• Take part in industry associations in order to establish an Equitable Bank as a trusted partner and provider of high-quality financial products. As well, seek to collect valuable feedback to support in the advance of products, services and process.
• Drive performance by setting targets that align with corporate objectives and the strategic plan.
• Set and enforce company standards for operations and quality of service.
• Provide valuable timely feedback on team member performance.

Let's Talk About You !

• Strong written and verbal skills, in both English. Fluency in French is an asset
• At least 10 years of previous sales and or underwriting experience in the Insurance Industry
• 5 years of people management experience in leading sales teams to achieve set targets (would be an asset)
• Ability to work alone with minimal direction
• Highly organized individual who can multi-task
• Must possess a driver's license which must be in good standing
• Completion of a post-secondary degree and a graduate degree in business preferred
• Outstanding interpersonal and presentation skills
• Proficient on Microsoft Office - Word, Excel, Access and Power Point
• Proven book of business focused on the Insurance Industry
• Previously demonstrated the ability to grow a business