Purpose of Job
Reporting to the VP, Sales & Distribution, Personal Segment and working alongside senior sales management, the Associate Director, Sales Operations & Strategy is responsible for the development and implementation of sales force effectiveness strategy for both SFR Mortgage and Reverse Mortgage sales team., and Wealth Solutions (Advisor Deposits, Reverse Mortgage). The incumbent will be responsible for leading projects to grow and optimize our sales practice and improve our operational efficiency and overall productivity.
As the Associate Director of Sales Operations & Strategy, you are a proactive and hands-on leader who serves as a strategic partner to the sales leadership team. This role leads the Sales Operations and administration team including Deposit Services, sales processes, and tools to drive sales force productivity.
Main activities:- Work in partnership with senior leadership in Sales to offer insights into the performance of the business and recommendations for improvement (KPIs, Productivity, Commission Administration, Communication, CRM, etc.)
- Build & lead a high performing team, responsible for sales operations, reporting, sales productivity, and strategic analysis to enable our Sales teams to exceed their goals
- Assisting in development of sales operational strategy and roadmaps for SFR Mortgage, and Reverse Mortgage Wealth Solutions (Deposits, Reverse Mortgage), including financial/experience justification, and overall design
- Provides leadership to the sales organization and counsel to key stakeholders in implementing sales organization objectives that appropriately reflect our business goals
- Drive planning and quota setting processes and related activities, working with cross-functional teams to build plans that align to corporate goals and strategy
- Design, implement, and manage sales processes, leveraging best practices in establishing a high level of quality, accuracy, and process consistency across reporting, forecasting, quota setting and management, sales process optimization
- Oversee the creation, accuracy, and efficient distribution of sales metrics, reports and other sales related business intelligence essential to the organization
- Assist in the delivery of new products and features in the sales forces
- Maintaining industry and competitive awareness, including identifying emerging issues and trends to inform decision-making
- Breaks down strategic problems, and analyzes data and information to provide insights and recommendations
- Actively contribute to the enhancement of business operations processes covering applications, data, reporting, field engagement and project/change management
- Build strong relationships across field leadership and other cross-functional departments to influence decision making, drive process optimization and overall salesforce effectiveness
- Work with internal partners to ensure tools and technology are optimized to meet the needs of a growing sales organization
Accountability:- As a leader of a team, the incumbent is responsible for the design, articulation and implementation of sales force operational strategy and roadmaps
- Day-to-day support of sales teams, including monitoring and ensuring uptime and performance of CRM, and key databases (incl. commission administration)
- Accountable for monthly business analytical package and related presentations (Mortgage, CSV, Deposits)
- Drive and manage projects end to end
- Maintaining awareness of industry developments and competitor offerings (CSV, Deposits, Mortgage, REM)
- Ensure compliance with regulatory, legal requirements
- Lead the sales operational team to ensure that capabilities are in-scope, on-time and of high quality
- Translate directives and customer needs into backlog items. Serve as the primary source of external information for the project teams, offering clear definitions of the targeted capability, the intended value to the customer and functional/non-functional requirements
- Assist in the development of sales operational roadmaps. Author, refine and approve backlog items and future improvements/iterations with clearly articulated acceptance criteria
- Manage engagement with bank stakeholders and effectively communicate product release contents and expected product capabilities/customer journey
- Facilitate problem solving on a day-today basis as required, working closely with development on implementation challenges
- Coach team members and help with their development/desired outcomes as required
Your Experience:- Education: Post-Secondary Degree in Commerce, Management, Economics, Finance, etc. CPA/MBA or other graduate degree a plus
- 10+ years of relevant experience in sales, strategy, sales operations, finance or management consulting including people management
- Familiarity and expertise with mortgage, deposits, insurance and/or unsecured lending is a plus
- Strong executive presence and an ability to lead through influence and credibility across an organization with exceptional presentation, written, and oral communication skills
- Solid leadership skills, including driving impact across teams
- Strong business acumen and financial literacy skills, with ability to actively identify areas of opportunity for the business to drive scale, improve margins, and/or streamline existing processes
- Excellent analytical skills, problem solving and organizational skills, with strong attention to detail
- Proven track record of management and leadership skills required to drive operational efficiency with high levels of personal accountability/reliability
- Strong strategic planning skills and sharp business judgment with exceptional execution
- Proactive learner with self-starter mentality and strong interpersonal skills
- Advanced knowledge of Excel, PowerBI / PowerQuery & CRM Tools
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 and personal days
Virtual events to connect with your fellow colleagues
Professional development and 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
2200-25 Ontario Street, Toronto, ON.
