Job Description

Join a Challenger


Being a traditional bank just isn\xe2\x80\x99t 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\xe2\x80\x99s possible in banking. Our team is made up of inquisitive and agile minds that find smarter ways of doing things. If you\xe2\x80\x99re not afraid of taking on big challenges and redefining the future, you belong with us. You\xe2\x80\x99ll 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\xe2\x84\xa2, 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


The primary focus is to lead and continually enhance the sales function at Equitable Bank and Concentra; significantly increasing penetration into the credit union market, maintaining/growing business with established credit union relationships and developing business with new credit union relationships.

The Director, Credit Union Services role is directly responsible for revenue growth and generation from credit union partners by developing and managing profitable business relationships across Canada with credit union partners.

This high producer will provide leadership and strategic direction to the Credit Union Services team members and drive revenue growth in the areas including but not limited to: deposits, strategic financial management, asset liability management, securitization, syndications, foreign exchange, registered products, trust and estate products and other new products and services that may be offered to credit unions from time to time.

This role is accountable for business generation, sales effectiveness, profitability, risk, and relevance to target markets of credit unions, corporate partners, regulatory bodies related to credit unions and other related COIs. This role is accountable for managing revenue levels and profitability.

This role also entails a level of leadership presence within the Equitable Bank and Concentra Trust. As a seasoned professional with technical skills and sophisticated client relationship skills, this role represents the values, integrity and competence of an ambassador to the credit union system. This role will be a liaison between the business line teams and the Credit Union Services team, which will complement each other in a coordinated approach to credit union services. Experienced and sophisticated problem solving skills are utilized on complex estate and trust matters.

The core parts of your role would be to:

• Articulate and implement a sales strategy for credit union products and services, identifying, targeting and expanding credit union business relationships and deeper client penetration with existing clients/partners in the credit union system.
• Responsible for driving profitable revenue growth within the products and services offered to credit unions and cooperatives.
• Develop and manage relationships with credit union partners, credit union centrals and other centers of influence-to optimize business relationships, referrals and revenue generation.
• Sophisticated knowledge of the credit union system in Canada, including understanding the provincial and federal regulatory frameworks.
• Skills and ability to meet and win clients in direct meetings and through broad industry contacts and networks at a senior relationship level.
• Counsel clients and provide actionable advice and appropriate business solutions at the strategic and operational levels that are relevant to credit unions and deliver value propositions to credit unions for the use of services and products offered by Equitable Bank and Concentra Trust.
• Develop a rapport to understand and be responsive to credit union client needs.
• Assist others in the area by mentoring and providing a level of expertise to build stronger relationships, and generate credit union business
• Understand the products of balance sheet management, and the trust market and its impacts to the credit union system
• Gather client and market knowledge to identify potential new or enhanced solutions needed by credit union clients
• Lead credit union client events (webinars, client appreciation events, conferences, etc.) to recognize strong relationships and build engagement with new and existing credit union clients
• Work internally with senior leaders across Equitable Bank and Concentra Trust.
• Preparation of monthly executive style reports, preparation of material for inclusion in Board reports and creation of dashboards using available data and utilizing the data available to hone in on strategic opportunities with new and existing credit union clients.
• Willing to travel across Canada to build credit union business
• Develop and leverage strong relationships with credit union and related partners to ensure we are constantly delivering the best solutions we have to offer to our customers
• Lead the Credit Union Services team
• Coordinate multiple cross-organizational teams of business and product leads focused on building and supporting EQB/Concentra\xe2\x80\x99s sales and product delivery.
• Increase engagement of the B&C Segment of Credit Unions
• Lead liaison efforts with business and product leads related to supply chain, pricing, marketing, and customer service to develop and execute plans, which will complement new and existing sales and marketing efforts.
• Forecasting, financial and demand analysis, negotiation, pricing and distribution recommendations and solid understanding of product knowledge
• Provide leadership and support to other company leaders in the development of a coordinated approach to credit union services across all departments, business units and lines of defense

Sales Strategy and Planning

• Align the sales objectives with overall business strategy through active participation in corporate strategic planning, sales strategy development, sales resource planning and budgeting
• Analyze sales data to provide accurate targets and forecasts, ensuring projections are in line with operational goals and overall company growth strategy
• Constantly monitor the competitive landscape and market conditions to identify opportunities, issues, and risks
• Accountable for effective sales organization design
• Define and refine sales process and develop sales playbook for buyer personas within each channel

Business Development

• Capture market share, grow revenues and generate profitable business within all assigned channels and across all product categories
• Deliver against aggressive monthly, quarterly and annual sales targets
• Develop and manage planning and execution of all major trade shows, ensuring customer experience is optimized and key sales objectives and revenue targets are met
• Leverage customer insights to identify business opportunities and strategies; proactively assess, clarify, and validate customer needs and satisfaction by engaging with accounts
• Collaborate closely with Marketing team to develop collateral materials, sales tools and promotions that drive customer acquisition, retention and growth

Let\xe2\x80\x99s Talk About You

• Minimum 15 years of relevant experience in sales and sales management including -7-10 years selling experience in the retail and/or wholesale (B2B) sales channel
• Experience leading changing in a direct sales force
• Experience working with a pricing function, leading cross-functional efforts and financial management experience
• Degree in Business Administration, Commerce, Economics
• Knowledge of the financial services industry and the co-operative system, including provincial and federal regulatory environments.
• Working knowledge of Bank products, services, corporate and business unit strategies, and marketplace positioning.
• Sophisticated knowledge of financial principles as it pertains to interest rate risk, liquidity, capital and profitability.
• Strong knowledge of balance sheet management
• Expert knowledge of the credit union system and factors impacting liquidity and profitability
• Sales management experience and success in a multi-channel environment
• Strong analytical skills with demonstrated ability to interpret data into actionable items
• Excellent written and oral communication skills; ability to communicate and formally present across all levels of organization, customer base, and outside parties
• Ability to write executive level reports and prepare sophisticated presentations
• Strong business acumen and ability to think and operate cross-functionally
• Success in managing Key Accounts, and deals in the financial services industry
• Proven track record in directing sales activities with superior interpersonal communication
• Demonstrated success in setting and achieving aggressive sales targets
• Experience leading, supporting and developing a team

#LI-Hybrid
What we offer [For full-time permanent roles]

\\uD83D\\uDCB0 Competitive discretionary bonus
\xe2\x9c\xa8 Market leading RRSP match program
\\uD83E\\uDE7A Medical, dental, vision, life, and disability benefits
\\uD83D\\uDCDD Employee Share Purchase Plan
\\uD83D\\uDC76\\uD83C\\uDFFD Maternity/Parental top-up while you care for your little one
\\uD83C\\uDFDD Generous vacation policy, personal days and even a moving day
\\uD83D\\uDDA5 Virtual events to connect with your fellow colleagues
\\uD83C\\uDF93 Annual professional development allowance and a comprehensive Career Development program
\\uD83D\\uDC9B 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\xe2\x80\x99s 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\xe2\x80\x99s 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\xe2\x80\x99t wait to get to know you!