Director, REF Strategy, Growth and Retention

What is the Opportunity?

The Director, Real Estate Strategy, Growth and Retention has responsibility for the end to end REF prospect, client and advisor experience as well as achieving acquisition targets for new real estate originations and retention targets for the existing book, delivering an exceptional client experience to prospects and applicants, and daily management of the loan pipeline consisting of Canadian clients with U.S. real estate lending needs.

What will you do?

• This role will be responsible for the leadership and development of the REF strategy and sales teams, assigning and managing to individual production goals, and motivating sales staff to achieve sales targets and revenue goals. Success will be measured by loan units funded (team and individual goals), dollars funded, conversion rates, fall out rates, on-time-closings, client satisfaction scores as well as effective leadership and coaching to ensure direct reports are continuously progressing while overseeing white glove client interactions.

• The role will oversee the design and execution of the prospect intake experience, nurturing, management and reporting from initial prospect contact to application submission. This would include dotted line reporting of US Home Advisors. The Director REF sales has accountability of end to end sales experience from prospect to funded application along with the role continuum strategy for each of the advisor roles across the REF funnel.

• In addition to prospect, acquisition and funded application, the Director is also responsible for retention and growth of the back book to ensure the renewals are maximized, pay offs and pay down are minimized supported by CBMA R&R. REF Director Sales will also provide dedicated oversight to all front-end sales activities for Real Estate Financing ensuring REF business volumes and prospect conversion targets are met.

• Each US Home Advisor and CBMA (Loan Originator) is accountable for working collaboratively with their partners to deliver an exceptional end to end client experience, driving the highest possible conversion on applications, managing client escalations, presenting pricing considerations, and working with underwriting on exceptions to drive results relative to established goals and SLA's. The Director, Real Estate Sales Management will be responsible for effective Sales Coaching, improving origination process, driving employee engagement, managing individual goals of direct reports, and ensuring exceptional customer engagement and service. In addition, the role will support the continued digital transformation of real estate originations.

• The Director of Sales is also responsible for the CRA strategy and loan originations to support the CRA. The CRA officer would report into Director of Sales to ensure we are compliant and meetings thresholds on a timely bases with the regulators.

What do you need to succeed?

Must-have:

• 10 or more years of sales leadership and management experience focused on real estate lending

• 15 or more years financial services experience

• Sales led two or more different types of sales force (e.g. branch, acquisition, specialized expertise)

• Prior experience in managing 15 or greater FTE

• People management experience - proven experience with diverse workforce and remote management

• Business performance impact - proven track record in leading matrix structure and teams to deliver superior performance

• Proven agility in capitalizing emerging or disruptive opportunities for positive outcomes

• Demonstrated behaviors and aptitude - authentic leadership, dealing with ambiguity

What's in it for you?

We thrive on the challenge to be our best, progressive thinking to keep growing, and working together to deliver trusted advice to help our clients thrive and communities prosper. We care about each other, reaching our potential, making a difference to our communities, and achieving success that is mutual.

• A comprehensive Total Rewards Program including bonuses and flexible benefits, competitive compensation, commissions, and stock where applicable

• Leaders who support your development through coaching and managing opportunities

• Ability to make a difference and lasting impact

• Work in a dynamic, collaborative, progressive, and high-performing team

• Opportunities to do challenging work

• Opportunities to build close relationships with clients

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Job Skills

Additional Job Details

Note: Applications will be accepted until 11:59 PM on the day prior to the application deadline date above

Inclusion and Equal Opportunity Employment

At RBC, we believe an inclusive workplace that has diverse perspectives is core to our continued growth as one of the largest and most successful banks in the world. Maintaining a workplace where our employees feel supported to perform at their best, effectively collaborate, drive innovation, and grow professionally helps to bring our Purpose to life and create value for our clients and communities. RBC strives to deliver this through policies and programs intended to foster a workplace based on respect, belonging and opportunity for all.