Voted a 5-Star Mortgage Employer Marathon Mortgage Corp. (MMC) is a growing Canadian mortgage finance company whose success is predicated on its ability to provide competitive mortgage products, mortgage interest rates and reliable service for its borrowers and broker partners. Marathon’s clear aim is to be a formidable presence in the mortgage market by mass-distributing and mass-marketing competitively priced mortgage products while delivering an exceptional service experience. MMC’s work environment is centered on its people to ensure they are valued, respected, and where balance, camaraderie, collaboration are the minimum watermarks. MMC is an empowering environment where people are measured by their performance and left to their talents to flourish.
Job Overview
We are in search of a Vice President of Sales Operations to join our management team. The main focus of this role is to lead our sales Operations and sustain revenue growth by increasing sales.
Ideally based out of the Greater Toronto Area the Vice President of Sales Operations will develop and execute strategic sales plans, build relationships with customers, generate new opportunities, and oversee all sales activities.
This role will also provide direction and guidance to ensure success in meeting and exceeding organizational goals by optimizing our organization and our brand.
Main Responsibilities
Analysis and Recommendations
- Lead revenue forecasting by assessing sales effectiveness by examining every aspect that affects sales, from business tactics while participating in pricing and sales strategies, to competitor activities; and provide in-depth market research and performance analysis.
- Prepare regular sales reports to track performance and adjust as needed. Compile all analyses into presentations, reports, and recommendations to present to stakeholders to determine the effectiveness of current sales initiatives against key metrics and implement changes if necessary.
- Deliver customer insights by gathering data or research to analyze information about the customer to clearly identify opportunities.
- Analyze market trends and customer feedback to identify new opportunities and develop strategies to capitalize on them.
Strategic Planning
- Lead the Sales Strategy direction and develop market penetration plans.
- Implement action plans to execute against the sales strategy to drive revenue growth.
- Constantly look for opportunities to improve our sales processes and procedures.
- Drive strategies and lead strategic company and department objectives.
- Develop and execute sales strategies based on data gathered and use it to forecast sales performance and set sales targets.
- Lead market research, product planning and market penetration activities.
Relationship Building, Collaboration, and Advocacy
- Work with other company leadership and executive officer team members to foster collaboration, revenue growth, and higher profitability by working cross-functionally.
- Provide extensive functional knowledge with accomplished marketing, financial, business development and technology skills by delivering internal and external brand promises that rely on a people-first mindset.
- Establish and maintain relationships with key customers, suppliers, and partners.
- Drive the company's customer acquisition strategy with a positive and efficient experience from initial engagement through transaction completion.
- Evaluate and determine stages of the sales funnel to be more customer focused.
Powering New Product Launches
- Drive plans to launch new products and services with capabilities that can speed time to market.
Scaling The Business
- Lead and contribute to scale the business and drive growth within customer segments and breaking into new segments.
- Lead and develop our expansion plan to build new customer relationships to significantly grow our revenue.
Leadership and Supervision
- Manage the Sales Department.
- Build a sound organizational structure and a well-designed territory and account management plan that allows the team to achieve and exceed their goals.
- Oversee and participate in sales-related activities, including assessing, implementing, and reporting on sales strategies that will bring in more revenue and grow our company.
- Define and own sales key performance indicators (KPIs) to drive continuous improvement and innovation, ensuring that targets for profitable sales volume, and other initiatives are met.
- Deliver tangible business results through effective management, clear and repeatable processes, and a systematic elimination of sales operational inefficiencies.
- Lead activities, promoting customer awareness and engagement through successful sales campaigns and customer-centric initiatives.
Hiring and Retention
- Develop and retain sales personnel. Work with the human resources department to develop a comprehensive process for attracting, onboarding, and mentoring top sales talent. This can include screening candidates and scheduling training opportunities. It also means overseeing employee retention and involves determining healthy and competitive compensation plans.
- Develop and deliver comprehensive sales training programs to ensure optimal competency amongst sales team.
- Develop, contribute to, and execute annual performance reviews to align with employee performance and goals.
- Proactively mentor, develop, and inspire sales teams, encompassing performance management, recruitment, training of new employees, and fostering their career growth to deliver their best work.
- The role entails daily travel to and from accounts, prospects, events, and the like. From time-to-time travel may be overnight to farther reaching locations.
You Will Have:
- Bachelor’s degree in business, finance, economics, or other related fields; an MBA would be an asset.
- 10+ years experience in sales or marketing related roles within the financial sector. Experience in the mortgage broker channel viewed as a very strong asset.
- Proven track record in achieving and exceeding sales growth.
- Demonstrated ability to set and achieve strategic goals based on quantitative and qualitative measures.
- Exceptional communication and relationship building skills and ability to serve as an ambassador for the organization.
- A track record of identifying, recruiting, and developing top talent; ability to identify team member skills and capabilities and put them in roles that enable them to shine by maximizing their strengths and developing their opportunity areas.
- Excellent leadership skills with a passion for driving employee engagement and development with the innate ability to navigate change in a fast-paced and evolving environment.
- Experience leading diverse, cross-functional teams.
- Master of people management, collaboration, and customer focus.
- Excellent communication, negotiation, and leadership skills.
- Strong organizational, analytical, and problem-solving skills with a high attention to details.
- Proficient with software platforms such as Microsoft Office products.
- Knowledge of mortgage industry trends and competitors.
- Strong business acumen and ability to solve complex business issues with relevant solutions.
- Experience developing and executing on revenue-growth strategies.
- Excellent negotiation skills and deep experience leading sales & key account negotiations
- Proven experience building communication strategies with a track record of success.
- Strategic thinking with a deep understanding of market dynamics and trends.
