Senior Regional Business Manager - Estate and Trust

Join a Challenger At EQ, we're remaking banking so every Canadian gets ahead, every day. Serving nearly 4 million Canadians from coast to coast, we offer a wide variety of financial services from banking and lending, to trust and credit union solutions. 

We've been at this since 1970, challenging the conventions of traditional banking with smarter, faster, and more connected financial experiences.

What's kept us moving?  The people behind it all: challengers who ask better questions, push back on old assumptions, and look for a better way forward.

If you're driven to help reshape how banking works for Canadians and the businesses that power our economy, this could be your next big opportunity. We can’t wait to get to know you! 

We can’t wait to get to know you! 

The Work The Senior Regional Business Manager, Estate and Trust generates business for the Trust Company and acts as Relationship Manager. The position develops opportunities by qualifying leads and prospecting for personal solutions as well as providing relationship management support to onboard and service clients. This position works directly with referral sources and clients to build and maintain COI relationships. It is expected that the position retains relationships with clients throughout the administration.  The position is also responsible for growing and maintaining an industry network for reciprocal referrals.

The Core Responsibilities Sells and supports sales targets for estate and trust solutions:

Responds to inquiries regarding personal trust opportunities

Present to in person and virtual information sessions to partners and their clients.

Arranges and carries out one-on-one sales conversations and meetings with clients to assess needs, provides information on Concentra Trust solutions and takes all necessary steps to qualify the clients

Maintains and builds upon an established Centre of Influence (COI) network of estate and trust professionals including relationships with investment managers, wealth management firms, financial services companies, credit unions, law firms, accounting firms and other referral sources to promote referrals for Concentra Trust solutions where appropriate

Meets sales volume and profitability targets as identified in defined growth strategies

Complete and present to internal and external audiences

Attends industry events to support business development activities and increase Concentra Trust profile in the industry

Prepares proposals for personal trust opportunities

Join and participate in local and national professional networks

Delivers relationship management and excellent service to clients:

Responds proactively to referral partners and clients’ needs and requests

Gains an understanding and knowledge of clients’ needs to effectively create holistic plans the client in utilizing Concentra Trust services

Monitors client satisfaction, assesses the scope of issues, and collaborates with other business units to implement resolutions

Ensures that established service standards are met or exceeded

Maintains relationships with referral network by responding to their client’s needs.

Ensures the administration of assigned files is carried out in accordance with understood service guidelines, parameters and posted service standards for accuracy and timeliness:

Ensures new business acceptance procedures and adhered to

Follows the terms set out in the trust indenture and/or applicable legislation

Coordinates with trust administration (back office) staff to determine priorities

Communicate with partner and client to set service standards

Promotes Concentra Trust and Equitable Bank:

Works internally and externally to build relationships, show market relevance and provide value

Builds, furthers and recognizes relationships within the department, the division, the company, as well as with clients and partners

Supports process and organizational change, and contributes to implementation of changes affecting the department

Develop opportunities to leverage EQ services to COI network

Let's Talk About You Law degree preferred

TEP preferred or arrangement to enroll within 6 months of commencement

Broad understanding and demonstration of verbal communication skills

Understanding of the financial services industry and in particular fiduciary services

Ability to build and sustain strong relationships with referral sources, wealth management firms, law firms, credit unions and high net worth clients

Acknowledge of fiduciary service offerings

Knowledge of the personal trust administration and associated policies and procedures as well as legal and taxation concepts

Adopts to legislative changes in the industry that will directly impact the service offering

Good written communication skills

Ability to create and deliver presentations to COI’s, clients and other professional networks.

Completion of university degree or equivalent Completion of TEP Designation or CETA (or agreement to enroll within 6 months of commencement)

7-9 years of estate and trust experience and member of a local Estate Planning Council.

Completion of financial services Designation such as Professional Financial Planner (PFP) or Certified Financial Planner (CFP) is a strong asset

Understanding of taxation on the impact of legislative changes that impacts the industry

Up to date with court decisions that impacts the industry

Comes to the role with established industry relationships and the ability to grow their network

Lead relationship manager for HNW and/or UHNW clients

Presentations and webinars to key HNW and/or UNHW relationships and family offices.

Key Areas of Focus Accountability

The position reports to the Director, Business Development and Initiatives

The position works with autonomy

The position sets priorities for themselves to grow Concentra Trust revenue and market awareness. Increase annual revenue by a minimum of $100,000 and grow deferred AUM by

$50MM annually

The position makes decisions on acceptable business that will directly impact the trust company’s’ reputation, risk and revenue. The job is empowered to make decisions and seek final approval from the business

The role grows immediate revenue and deferred business to impact future revenue

The position has direct contact with high-net-worth clients and Centres of Influence outside of EQB that will engage Concentra Trust for immediate and future business by negotiating terms and influence decisions

The position is responsible for training partners and being a subject matter expert for credit unions and investment advisory firms

The position manages their personal annual objectives to grow immediate revenue which is part of the overall revenue growth for the business

As the position caters to a niche market, the position must adopt to industry changes in legislation, taxation and court decisions that directly impacts the market and must pivot and develop new ideas and action plans that will manage internal and reputation risk The individual works and grow relationships with the estate and trust operations team to further create a holistic relationship with referral sources

The individual deals with sensitive personal client situations and is called upon to provide empathy and solutions

While working with clients, the individual creates holistic solutions for clients based on their immediate and future needs

The individual must demonstrate self-confidence and self-awareness working with affluent Canadians to create and develop a relationship with the client

As incentives are tied to results, the individual must be self-motivated to meet or exceed annual objectives

The individual is called upon to create and provide proposals to COI based on the accuracy of the information obtained

The individual must have a deep understanding of the industry and the impact of the services provided.

The individual must be flexible and know how to “think outside of the box” to create the optimal client solution

The individual works with internal and external partners.

The individual retains and grows relationship and grows it’s network to further their referral source

Job Complexities / Thinking Challenges

The incumbent must develop and execute effective business development strategies to achieve targets

Building and maintaining strong relationships with various stakeholders that affect the business activities.

The incumbent must be flexible and be able to think outside the box to create innovative and optimal solutions for clients

Requires effective communication skills to provide exceptional client experience

Be updated with current industry trends and able to partner and train other peers within the business.

Has industry network and ability to further grow network

Physical Demands / Working Condition

The position requires travel to client meetings, host client events, present to partners and their clients networking events. The position acts as a subject matter expert for Wealth partners when presenting to their clients. The position secures and manages their own sales flow. Grow and maintain relationships to develop new business connections. The position is the first point of contact and must provide an exceptional client experience at the front end. The position must be available to present value proposition in court proceedings.

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   Equity, Diversity & Inclusion EQ is committed to building an inclusive, accessible environment where every employee feels valued, respected, and supported. We believe our organization is stronger — and our people thrive — when we honour and celebrate diverse experiences, identities, and perspectives. We’re equally committed to supporting your growth, both professionally and personally. We provide a barrier‑free recruitment process and work environment. If you require accommodations at any stage, we will work with you to ensure you can bring your best self to the process and beyond. As part of our recruitment process, EQ uses AI to help screen, assess, and/or select applicants for this position. All AI-enabled outputs are reviewed and validated by our talent team. All candidates considered for hire must successfully complete a criminal background check and credit check. While we appreciate every application, an EQ recruiter will contact only those whose skills and experience most closely match the requirements of the role.

EQB Inc. (TSX: EQB) is the parent company of Equitable Bank, the country's seventh-largest Schedule I bank by assets, which operates EQ Bank, Canada's Challenger Bank™. EQB Inc. serves nearly 4 million Canadians and manages approximately $150 billion in combined assets under management and administration.  To learn more, visit eqb.investorroom.com and eqbank.ca.