Manager, Specialized Lending

Job Summary

The role of the Manager, Specialized Lending Solutions for Manulife Bank’s Specialized Lending Distribution team is to coach a sales team on how to promote advisor based insurance and investment lending through meaningful conversations that lead to new investment/RSP loan business, a referral to a Regional Director (RDS) or Private Lending Associate (PLA), deepens an existing advisor relationship, or uncovers new advisor relationships.  The role is also responsible for the oversight of the Private Lending Officer (PLO) team.

The role will accomplish this by proactively coaching, supporting and educating Investment & Insurance Lending Consultants (ILCs), PLA’s and PLO’s  about effectively communicating to advisors.  ILCs engage in needs-based conversations with financial advisors over the phone to understand their business and areas of focus. They use this information to introduce how investment and insurance lending strategies can amplify an advisor’s practice. They initiate and fulfill as appropriate investment lending strategies when working with advisors.

Key Accountabilities

Business Development / Strategic Growth (30%)

• Monthly Business Plan Reviews with AVP, Specialized Lending Distribution
• Join all Specialized Lending team meetings – provide update on ILCs and collaborate to increase regional sales
• National Sales webinar – strategize value add topics, schedule dry runs and webinar times, collaborate with other BU for invite, reports, etc (minimum one per quarter)
• Present & Record Manulife CE Center courses for Bank strategy & products (ENG & FR)

Collaboration (15%)

• Represent Specialized Lending Sales Team Nationally on several initiatives & working groups. Collaborating with other departments & leaders:

• Participate on Promotion Launch working groups to ensure Go-To Market readiness for the National Sales team.
• Collaboration with Product to share National Sales Team & Advisor feedback, identify gaps and work towards process improvements.
• Collaboration with Marketing to identify National Sales team’s content needs
• Collaboration with Communications to ensure accuracy on sales structure & advisor facing communications.
• Collaboration with Data Analytics to help National Sales Team leverage our Data tools to help coordinate targeted business development initiatives with a positive impact on sales results.
• Collaboration with Training to bridge knowledge gaps for the National Sales team for onboarding, staying up to date on process changes and product enhancements.
• Collaboration with Reporting to ensure accuracy of ILCs’ Activity & Sales results,  track ROI of call campaigns and National webinars.
• Collaboration with Operations to identify trends and work towards process improvements to improve the advisor experience.

Team management & Coaching (35%)

• 1:1, Call coaching, KPI Review – per ILC completed bi-weekly or as required
• Hosting & presenting weekly team meetings.
• Handling advisor escalations with product, service, support, contracts (various business units)
• Develop the ILCs knowledge and skillset – SLUS, case studies, presentation opportunities.
• Conduct Mid-Year & Year-end performance reviews and development plans.
• Regular Career development conversations with team members, help develop action plans and skillset for career growth.

Talent Management & Recruitment (10%)

• Recruitment of ILCs to ensure a continuous pipeline of qualified candidates
• Talent and Performance management to ensure we have a high performing inside sales team 

Ensuring Compliance & Best Practices (10%)

• Ensure 100% completion of Less only training assignments for yourself and your team
• Ensure 100% engagement survey completion, create engagement action plans with monthly review of items
• Review communications and lists prior to Advisor communications.
• Adherence to all AML/KYC/KYA requirements of the business

Job Requirement:

Skills Required:

• Extreme people person – great people motivator with passion for coaching
• Solid understanding of pipeline management and sales processes
• Strong Leadership and change management of people and processes
• Excellent communication, relationship-building and interpersonal skills
• All aspects of sales leadership and sales processes
• Strong knowledge of specialized lending products and services and the competitive landscape
• Excellent collaborator with the ability to unite teams together
• Passionate about needs-based selling and doing what’s right for the customer
• Ability to influence and motivate a team of highly productive sales people
• Ability to develop and implement a sales plan/strategy
• Ability to react quickly to marketplace changes/disruptors

Qualifications:

• Minimum 2 years of financial services sales, sales management or sales team coaching experience
• Excellent communication, relationship-building and interpersonal skills
• French language an asset
• Experience with Salesforce.com is preferred
• Familiarity with Microsoft Office, including intermediate level of expertise using Excel

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.

#LI-Remote

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 recruitment@manulife.com.

Referenced Salary Location

CAN, Ontario - Full Time RemoteRemote

Salary range is expected to be between

$80,700.00 CAD - $145,260.00 CAD

If you are applying for this role outside of the primary location, please contact recruitment@manulife.com for the salary range for your location. The actual salary will vary depending on local market conditions, geography and relevant job-related factors such as knowledge, skills, qualifications, experience, and education/training. Employees also have the opportunity to participate in incentive programs and earn incentive compensation tied to business and individual performance.

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 recruitment@manulife.com for more information about U.S.-specific paid time off provisions.