Head of Retail - NSW/ACT

Lendi Group is a market-leading digital platform business focused on transforming the home loan industry. It operates the country’s #1 retail mortgage broker – the iconic Aussie Home Loans franchise – and the Australia’s #1 digital mortgage brand, Lendi.



Together, with its national network of 1,300 brokers and 230 retail stores, the Lendi Group brands give all Australians the power of choice, and confidence, in one of life’s biggest financial decisions.



Building on this market-leading foundation, Lendi Groups vision is to be the undisputed place for Australians to buy and own property through our new Aussie Homes propositions.



Lendi Group’s loan book is more than $100b and it was named Australia’s Aggregator of the Year for 2024

Diversity, Equality, and Inclusion are fundamental to the success of Lendi Group. We’re passionate about fostering an environment where our team members feel valued and supported and we celebrate everyone’s unique identity.

To learn more about life at Lendi Group check out our blog: https://www.lendi.com.au/inspire/category/life-at-lendi/

About the Team



Our goal in Group Distribution is to be the #1 Broker Network in the Industry, by being the best in every channel we operate in. We have a dedicated channel focus with a broad network of Franchisees & Store Brokers (Retail channel), Mobile Brokers (Independent Contractor channel), and Home Loan Specialists (Salaried broker channel). This diverse group is over 1,350 heads and requires a specialised, agile, and professional sales support structure.



Across our Eastern Seaboard, we operate state business units for NSW/ACT, VIC/TAS & QLD. The Head of Retail role, reporting to the General Manager, Lendi Group Distribution in the above states, is critical to the success and the growth of our network.

About the Role

The Head of Retail (NSW & ACT) is responsible for strategic alignment, performance and growth, and engagement and culture of the Retail business within the state.

The core objectives of this role are to:

• Execute on the State Market Representation Strategy (Retail footprint and broker growth),

• Drive adoption of our Lendi Group Find, Buy and Own strategy across our retail network and

• Along with your team of Retail Business Consultants, to lead the growth of Retail business.



Travel will be a major requirement of this role — the successful candidate can expect to be on the road approximately 50% of the time, supporting, coaching and mentoring Retail Business Consultants, Franchisees and Franchise candidates in the field.



Key Performance Indicators (against North Star targets) include:

• Settlement performance

• Lodgement productivity

• Growth in Store Count and Broker Count – including minimum brokers per store

• Aussie Products penetration

• Network Delivery to Customer Excellence benchmarks (Creation, Conversion)

• Network Delivery to Franchise standards

 

Retail Network Growth Strategy

• Owning the execution of the market representation strategy across the state, resulting in net store count growth. This includes proactive renewal and retention strategies and identifying and targeting high-priority retail territories for expansion.
• Proactively attract, engage, and guide high-quality internal and external candidates through the franchise application journey, guiding and nurturing them through initial appointments, cash flow modelling, business planning, profit models, site selection, and approval processes.
• Advocate for and bring to life our unique Broker Pathways opportunities, supporting brokers to transition across channels aligned to their career goals and aspirations.
• Influence the experience and outcomes of our network across the franchise lifecycle from recruitment and onboarding to renewal and succession planning.
• Drive quality operational execution of franchise transactions across the network – including delivery to Franchise Agreement timelines and store standards including property refit / refresh.

Leadership of team of Retail Business Consultants (RBCs)

• Role model strong leadership and support ongoing development to a team of RBCs across the state. Foster a culture of accountability, commercial acumen, and network engagement among the RBC cohort.
• Coach RBCs to be effective business partners to their regions, supporting franchisees with business planning, performance and growth strategies, sales leadership, sales process, marketing and community engagement, customer experience and operational execution.
• Effectively lead the embedment of operating cadences across the business with regular and documented in-person and virtual engagements occurring with all franchisees across the network.
• Deepen relationships and drive coaching effectiveness across key performance areas via effective business planning (including broker recruitment and development, business development, local area marketing) across broking and broader revenue opportunities. Network Performance, Sales Accountability and KPI Uplift
• Lead delivery against North Star targets for Lodgements and Settlements for the Retail channel in your state.
• Drive outperformance against Retail KPIs across all elements of the Franchise Agreement, including customer excellence, store standards, operational benchmarks, and growth outcomes.
• Coach and support RBCs and franchisees to embed best practice across sales processes,
• leadership disciplines, lead generation, conversion, pipeline management, broker headcount, productivity, and growth.
• Track and analyse performance metrics to inform targeted interventions.

Change Leadership and Initiative Adoption

• Drive embedment of strategic initiatives and product-led releases, coaching adoption, and alignment across the network of key customer solutions, including but not limited to Aussie App, Aussie Homes, Aussie Conveyancing, Aussie Bridge and Aussie Products.
• Partner closely with your General Manager, Sales Leaders, GTM leads, ARMs and key stakeholders to support the implementation of new tools, systems, or process improvements.

Broker Growth Strategy

• Lead the strategy for broker headcount growth across the state.
• Support Sales Leaders in monitoring Franchise Agreement compliance and supporting resourcing strategies for effective capacity planning.
• Partner with key stakeholders to deliver broker recruitment and retention strategies that drive sustainable growth, productivity, and market share uplift.

Strategic Business Improvement and Priority Support

• Lead and contribute to other key strategic initiatives to influence growth, performance, and continuous improvement for the state, as required by the General Manager.
• Provide “priority support” to strategic stores in consultation with the General Manager and in collaboration with the RBC to accelerate growth outcomes where needed.

• 5+ years of experience in sales leadership and/or franchise management within financial services or fintech.
• Proven leadership experience driving performance, managing distributed field teams in a franchise or multi-site environment.
• Demonstrated ability to drive business growth, particularly through market expansion and strategic recruitment.
• Strong commercial acumen and experience with financial modelling, business planning, and performance management.
• Deep understanding of franchise operations, regulatory compliance, and lifecycle management.
• Exceptional stakeholder engagement skills with the ability to influence and collaborate across levels.
• Experience leading change and embedding new initiatives in a complex business environment.
• Familiarity with the mortgage broking or retail financial services sector is highly desirable.
• Ability to work independently and drive outcomes in a highly agile environment.

​​​​​​​Why Join us?

• Enjoy the flexibility of remote working arrangements. We offer a highly flexible hybrid structure with an attractive WFH/Office split. 
• We offer extended Paid Parental Leave: we celebrate our growing Lendi Group family with up to 26 weeks leave for primary carers and up to 4 weeks for secondary carers. 
• An additional week’s Loyalty Leave each year after reaching 3 years’ service. 

We are a people-first company that invests in initiatives to promote a healthy work environment, such as offering an Employee Assistance Program and social groups such as our industry-leading Women in Technology group.

Our culture is guided by our 3 core values: We Are Stronger United; Act Like You Own It; and Keep Home Loans Human. Our values are part of our core DNA that helps Lendi Group to attract, engage and evolve the right talent and build best-in-class products.

Feeling like you don’t meet all the skills listed? That’s ok; we are always on the lookout for different skills, experience, and qualities and so we’d still like to hear from you.

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I'm interested

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