1. Sales Management (25%)

The RBM must be highly organized and self-directed, managing and reporting on sales and market activities through broker visits and industry networking events. Success in achieving and exceeding sales targets for Alternative and Reverse Mortgages involves several key steps:

• Manage and develop a Key Account list of 15-20 brokerages within a defined region, updated annually based on business volume.

• Conduct quarterly meetings with key accounts to review their volumes and funding ratios.

• Discuss performance with the Regional Director of Business Development monthly.

Key Accounts

RBMs (Regional Business Manager) are expected to assist brokers with deals in the pipeline or those who are unresponsive, fostering stronger relationships. They must also complete monthly expense reports accurately and submit them by the deadline within their approved budgets.

The RBM is responsible for documenting feedback from weekly meetings in the CRM and analyzing efficiency ratios from Tableau to identify and address current trends. Active participation in weekly departmental meetings to discuss market trends, challenges, successes, and product/service improvements is also required.

2. Sales Activities and Achievements (30%)

The RBM is expected to be conducting a minimum of 8 face to face meetings/week, along with a minimum of 45 outbound sales call per week to generate new business and visiting existing brokers to provide updates on product enhancements, services, and promotional materials. To build a wider broker network, the RBM must:

• Schedule a minimum of 8 broker meetings weekly, documenting discussions and feedback in the CRM.

• Proactively make 45 outbound sales calls weekly, documenting discussions and feedback in the CRM.

• Continuously update broker contact information in the CRM.

• Manage the region to achieve structured and effective results.

• Provide mid-level analysis to enhance business development functions.

• Interact with the credit team bi-weekly in office to gain insights into the quality of business submitted by specific brokerages and to strengthen sales-credit relationships.

• Attend major industry events to increase company visibility.

• Participate in joint BDM and RBM meetings weekly to foster collaborative efforts toward regional goals.

• Collaborate with BDM and Reverse Mortgage Channel Managers (RCM) within the region to provide best-in-class service, product knowledge, and support for all brokerages.

3. Product Development

Each RBM will be assigned a competitor to monitor and report on any changes to their programs. The RBM will also:

• Discuss competitor products with brokers, focusing on satisfaction, differences, and new market offerings.

• Analyze feedback on Equitable Bank’s products regarding pricing, flexibility, and credit requirements.

• Collect materials from brokers for competitive intelligence at industry events.

4. Presentation Skills (25%)

The RBM’s presentation skills will be regularly assessed by their manager. Strong presentation skills are crucial for sales, requiring clear messaging, product knowledge, credit history understanding, and familiarity with the application process. The RBM must be prepared with:

• Up-to-date collateral materials and promotions.

• A thorough understanding of promotions and qualifications.

• A comprehensive sales presentation that includes products related to Alternative and Reverse Mortgages, Equitable policies on Anti-Money Laundering, and compliance requirements.

• Knowledge of regional coverage, both urban and rural.

• A focus on product benefits, both individually and comparatively.

• Introductions of regional team members to the brokerage community at relevant events.

• Responses to broker-related questions or concerns.

5. External & Internal Relationship Management (10%)

As a representative of Equitable Bank, the RBM must embody the company’s core values: Respect, Integrity, Service, Empowerment, and Agility. Responsibilities include:

• Participating in brokerage events, including sales presentations and lender appreciation programs.

• Engaging in industry associations to represent Equitable Bank and gather industry insights.

• Speaking at company-sponsored events with messaging provided by the Marketing & Communications department.

• Expanding relationships through lunch meetings, webinars and outbound sales calls and introducing other team members to brokers.

• Involving regional team members in presentations beyond a mere appearance.

• Covering for other RBMs and BDMs during their time off.

6. Administration and Organization (10%)

The RBM’s performance in Sales Management and Sales Activities will be measured based on their administrative and organizational skills by the Regional Director, Business Development.

• Enter at least 8 in person visits and 45 proactive outbound calls in CRM by the end of each Friday.

• Submit expense reports within 7 business days of the month’s end.

• Complete regulatory courses within deadlines on EQ University, as failure to do so may affect bonus payouts.

• Strong written and verbal communication skills.

• Proficiency in Microsoft Office (Word, Excel, PowerPoint).

• Previous sales and/or underwriting experience in the industry.

• Self-directed and highly organized with the ability to multi-task.

• Valid driver’s license and a clean driving record.

• Completion of a college or equivalent post-secondary degree.

• At least 5 years of industry-related experience.

• Outstanding interpersonal skills.