Head, Business Development & Relationship Management, Deposits

Join a Challenger
Being a traditional bank just isn’t our thing. We are big believers in innovating the banking experience because we believe Canadians deserve better options, and we challenge ourselves and our teams to creatively transform what’s possible in banking. Our team is made up of inquisitive and agile minds that find smarter ways of doing things. If you’re not afraid of taking on big challenges and redefining the future, you belong with us. You’ll get to work with people who will encourage you to reach new heights. We like to keep things fun, ask questions and learn together.
We are a big (and growing!) family. Overall we serve more than 370,000 people across Canada through Equitable Bank, Canada's Challenger Bank™, and have been around for more than 50 years. Equitable Bank's wholly-owned subsidiary, Concentra Bank, supports credit unions across Canada that serve more than 5 million members. Together we have over $100 billion in combined assets under management and administration, with a clear mandate to drive change in Canadian banking to enrich people's lives. Our EQ Bank platform ( eqbank.ca ) has been named the top Schedule I Bank in Canada on the Forbes World's Best Banks 2023, 2022, and 2021 lists.
The Work
Reporting into the Associate Director, Sales Ops & Strategy, the primary purpose of the Head, Business Development & Relationship Management, Deposits, is to develop and implement a contact and marketing strategy to grow EQB’s Brokered Deposit products. For clarity, Brokered Deposits include Guaranteed Investment Certificates (GICs) and High Interest Savings Accounts (HISA), that are distributed via Investment Advisors and Financial Planners.
In addition to contact and marketing strategy, responsibilities will include managing relationships with advisors as well as managing and mentoring team members. Productivity targets will be set by management at the beginning of each business year, and the Head, Business Development & Relationship Management will oversee all related activity to ensure that these goals are met.
The Head, Business Development & Relationship Management, Deposits must be highly knowledgeable about both Equitable Bank’s product suite, as well as the broader advisor channel in order to generate prospective leads and/or partnerships. This position requires exercising independent judgment to perform the responsibilities described herein.
The Core Parts Of Your Role Would Be To

• There are areas of accountability listed below which, when performed well, will cumulatively lead to ultimate success in this position.

Business Development & Relationship Management Activities – 80%

• Assist Associate Director, Sales Ops & Strategy in developing a strategic business plan for the year and review it quarterly with the team to increase sales from advisors in assigned territory
• Identify and build relationships with the top advisors at each broker/dealer by providing key support in helping them build and manage their business
• Develop and implement a business plan that optimizes the distribution of Brokered Deposits, such that there is a reliable and consistent pipeline of advisor inquiries to learn more about, or gain access to our products
• Achieve weekly/monthly productivity targets
• Assist Associate Director, Sales Ops & Strategy in the segmentation of the Advisor base to define the service levels and to ensure sales from various distribution channels and firms
• Raises awareness of Equitable Banks savings products and related services and deliver key messages through targeted prospecting activities including but not limited to cold calling, emails, direct mail campaigns, webinars, and attendance at national and regional industry conferences.

Prospecting

• Follow up on sales calls and provide external sales with telephone, administrative, and sales support
• Actively generate and develop new business relationships by placing outbound proactive prospecting calls to advisors providing market updates, cross selling Equitable Bank products and services
• Identify potential face to face meeting candidates for the outside wholesaler.
• Conduct daily ‘Welcome’ calls to all new Advisors buying into our funds and seek to expand share of wallet
• Develops new relationships through targeted prospecting activities.
• Continually sourcing top performing and high potential advisor names from external and internal sources

Business Development

• Support development of National account strategy and follow up on dealer specific initiatives.
• Adheres to all compliance, regulatory, and legal guidelines
• Plan, sponsor, and host industry events
• Ensure webinars, regional events and road shows are well attended by using outbound call campaigns
• Develops, maintains, and broadens intermediary relationships by thoroughly understanding the philosophy and dynamics of the advisor/organization (investment philosophy, client base, product preference, etc.) and acts as a trusted advisor/consultant in matching needs with Equitable Bank products and services. Educates advisors on the benefits of Equitable Banks and our product offerings.
• Participate in the development and execution of annual business plan, including sales strategies, to achieve sales objectives and acquire new clients.
• Conducting training and product awareness sessions primarily through webinars and from time to time, in person when warranted or required

Sales Support and Administration Activities – 20%

• Provides input to product development and marketing to grow the overall business
• Monitor the brokered deposits industry to identify changes in market trends and adjust accordingly
• Demonstrates effective and timely use of the customer relationship management system and expense reporting system
• Leads/participates in other projects/duties as assigned.
• Scrubbing sourced advisor names to produce a prioritized list of prospects as defined and amended by the wholesaler from time to time
• Maintaining the prospects list including making revisions necessitated by, for example, re-alignment of geographic areas or Key Accounts and changes to sales staff or brokers/agents/brokerages
• Supports the execution of strategic initiatives in collaboration with internal and external stakeholders
• Apply understanding of market trends/business practices in making decisions necessary for enhancing the relationship management process
• Responsible for meeting daily activity metrics and entering communication activities into Microsoft Dynamics (CRM)

Let’s Talk About You!

• Ability to prioritize assignments, projects and handle multiple competing priorities (multi-tasking) within restricted time constraints
• Bachelor’s degree in a field such as Commerce, Finance, Business Administration, Economics; MBA (preferred)
• The ability to work well with ambiguity, and be able to provide structure to the team
• Existing connections with financial advisors, investment advisors, and financial planners.
• Strong organizational skills: demonstrated ability to manage growing team while also meeting own responsibilities
• Must possess a driver’s license and a clean driving record
• Strong presentation skills with a wide range of audiences
• 5+ years with prior sales / relationship management experience in the financial services industry, with familiarity in advisor practice management
• Mature, confident, personable, professional presence
• Experience storyboarding and working with PowerPoint
• Ability to recognize opportunities and understand the business drivers that are important to growth
• Strong written and verbal skills. Bilingual: French and English is desirable
• Proficient on Microsoft Office – Word, Excel, and Power Point
• Successful completion of industry related courses such as CSC, IFIC, CFP (or working towards completion of industry related courses) is preferred
• Independent, self-motivated and enthusiastic
• Deep understanding of deposits products
• Proven relationship management acumen and prospecting aptitude
• 1-3 years of people management experience
• Excellent interpersonal skills, with proven track record of developing relationships in the wealth industry, and maturity to interact with Senior Executives
• High level analytical skills to assess the value and potential relationship growth of an Advisor against meeting target goals
• Self-directed and highly organized individual who can multi-task
• Ability to balance immediate opportunities with long-term growth objectives

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, personal days and even a moving day
🖥 Virtual events to connect with your fellow colleagues
🎓 Annual professional development allowance and a 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 Equitable Bank’s additional office space located at 351 King Street East, Toronto, ON.
Equitable Bank is deeply committed to inclusion. Our organization is stronger and our employees thrive when we honour and celebrate everyone’s diverse experiences and perspectives. In tandem with that commitment, we support and encourage our staff to grow not just in their career path, but personally as well.
We commit to providing a barrier-free recruitment process and work environment for all applicants. Please let us know of any accommodations needed so that you can bring your best self to the application process and beyond. All candidates considered for hire must successfully pass a criminal background check and credit check to qualify for hire. While we appreciate your interest in applying, an Equitable recruiter will only contact leading candidates whose skills and qualifications closely match the requirements of the position.
We can’t wait to get to know you!