Internal Business Development - Broker Sales

Are you a dynamic, driven individual with a passion for sales and a competitive spirit? If so, we have the perfect opportunity for you! Unleash your potential and grow your career with us by joining Manulife Bank's Internal Business Development team! 

The focus of an IBDM is to promote and educate Brokers on our Manulife Bank solutions.  This will involve managing and deepening existing mortgage broker relationships and prospecting for new ones.  You will continually develop positive relationships through targeted call campaigns, virtual meetings and professional telephone and email sales activity.  You will develop, maintain, and expand both internal and external relationships within a specified geographic territory through regular strategic contact with Mortgage Brokers and your territory partners, as articulated in your quarterly business plan

Position Responsibilities:

Education: (60%)

• Understand and present our selling strategy to mortgage brokers through our Manulife Bank sales education series

• Work with External Business Development Managers (BDM) to determine ideal candidates for the educational program

• Provide knowledge checks along the way to master status

• Develop, host and present virtual meetings for all brokers on your list

File Management: (20%)

• Support the broker through the entire process from pre-application to funding

• Provide support and management to National Desks to solicit mortgage deals

• Manage funding ratios with brokers in their portfolio

• Process referred and existing broker client deals.

Relationship Management: (10%)

• Manage the transition of mortgage brokers to the external BDM upon successful completion of the educational series and achievement of a volume threshold or target # of funded deals.

• You will also manage the transition of mortgage brokers who fall below the required threshold for external BDM support to your support.

• Complete analysis of the mortgage brokers to identify who should be terminated from the relationship with Manulife Bank based on production.

• Build relationships and collaborate with key partners across the organization to facilitate Mortgage Broker requests (i.e. Compliance, Client Services, Marketing, Events, Product, etc.)

Sales Planning: (10%)

• Handle and organize your daily tasks effectively to achieve productivity metrics in a way that best supports mortgage brokers and the sales region as a whole

• Leverage technology to create efficiencies within your territory and overall sales team

Required Qualifications:

• College or University degree in a related field

• Minimum 2 years experience in the banking and mortgage brokerage industry

• Strong understanding of mortgage underwriting

• Experience conducting virtual meetings and presentations

• Ability to analyze sales data and reports

• Strong knowledge of Microsoft Office, Salesforce, Power BI, and Adobe platforms is an asset

• Business planning and territory management skills

• Strong communication and interpersonal skills, with the ability to build and maintain relationships

• A strong passion for learning and development

Preferred Qualifications:

• Demonstrated ability to persuade and negotiate through consultation and active listening skills

• Proven sales acumen, business development and prospecting aptitude

• Execution of a repeatable and measurable sales process

• Ability to provide underwriting expertise

• Able to cultivate strong relationships with both clients and internal partners

• Has strong time management skills and the ability to prioritize

• Demonstrates effective communication, organization and collaboration

• Takes initiative, is a positive influence and thrives in a fast-paced work environment – a fast learner and self-starter with a strong desire to win

• Is flexible and able to adapt to change, including changing priorities and tight deadlines

• Has strong problem-solving and analytical skills; ability to investigate problems without supervision

• Is results driven and team oriented

• Comfortable with pay-for-performance compensation structure

• Coachable: Being receptive to feedback, willing to learn, embracing continuous improvement

When you join our team:

• We’ll empower you to learn and grow the career you want. 

• We’ll recognize and support you in a flexible environment where well-being and inclusion are more than just words. 

• As part of our global team, we’ll support you in shaping the future you want to see.

The role being advertised is an existing vacancy.

About Manulife and John Hancock

Manulife Financial Corporation is a leading international financial services provider, helping people make their decisions easier and lives better. To learn more about us, visit https://www.manulife.com/en/about/our-story.html.

Manulife is an Equal Opportunity Employer

At Manulife/John Hancock, we embrace our diversity. We strive to attract, develop and retain a workforce that is as diverse as the customers we serve and to foster an inclusive work environment that embraces the strength of cultures and individuals. We are committed to fair recruitment, retention, advancement and compensation, and we administer all of our practices and programs without discrimination on the basis of race, ancestry, place of origin, colour, ethnic origin, citizenship, religion or religious beliefs, creed, sex (including pregnancy and pregnancy-related conditions), sexual orientation, genetic characteristics, veteran status, gender identity, gender expression, age, marital status, family status, disability, or any other ground protected by applicable law.

It is our priority to remove barriers to provide equal access to employment. A Human Resources representative will work with applicants who request a reasonable accommodation during the application process. All information shared during the accommodation request process will be stored and used in a manner that is consistent with applicable laws and Manulife/John Hancock policies. To request a reasonable accommodation in the application process, contact hr@manulife.com.

Referenced Salary Location

The compensation for this role includes salary and sales incentives and is expected to be between

Employees participate in sales incentive programs and earn incentive compensation based on role-specific criteria. Actual compensation will vary depending on individual performance, sales results, local market conditions as well as relevant job-related factors such as knowledge, skills, qualifications, experience, and education/training.   If you are applying for this role outside of the primary location, please contact hr@manulife.com for the compensation range for your location.

Manulife offers eligible employees a wide array of customizable benefits, including health, dental, mental health, vision, short- and long-term disability, life and AD&D insurance coverage, adoption/surrogacy and wellness benefits, and employee/family assistance plans. We also offer eligible employees various retirement savings plans (including pension and a global share ownership plan with employer matching contributions) and financial education and counseling resources. Our generous paid time off program in Canada includes holidays, vacation, personal, and sick days, and we offer the full range of statutory leaves of absence. If you are applying for this role in the U.S., please contact hr@manulife.com for more information about U.S.-specific paid time off provisions.

We use data and analytics technologies, such as artificial intelligence (AI), and automated processing tools, to analyze and process the information you provide to us or third parties in the application process. For more information, please refer to our personal information collection statement.