Regional Sales Director - Western Canada

Who we are:

Fairstone Bank and its family of brands are united in delivering innovative, accessible and reliable financial solutions that enable Canadians to reach their goals. Over the years, our brand family has grown. In 2024, Home Trust Company, Home Bank and Oaken Financial became part of the Fairstone Bank family of brands, alongside Fairstone, EdenPark and Fig.

Together, we are the leading alternative lending bank in Canada. We have the collective experience and expertise to better serve our customers and foster our partners’ growth. With a diverse suite of products—residential and commercial mortgages, consumer deposits and GICs, credit cards, retail and automobile financing, personal loans and digital lending—we offer financial solutions tailored to all Canadians, including newcomers, small-business owners, smart investors and savvy consumers.

Backed by nearly a century of lending experience through its legacy companies, Fairstone Bank and its brand family are proud to be Canada’s leading alternative lending bank. ​

Home Trust: Home Trust Company has developed a track record of success as Canada’s leading alternative lender, employing nearly 800 people in our Toronto headquarters and branches across the country. Building on the demonstrated strength of its core residential mortgage lending business, the Company also offers complementary lending services, as well as highly competitive deposit investment products, through Oaken Financial. Our culture has been shaped by the passion and integrity of our people. 

Join Home Trust as a Regional Sales Director - Western Canada, reporting to Cristie Smith, and be part of our talented and growing team! 

About the role:

The Residential Lending business unit works directly with brokers and borrowers to offer a variety of solutions while providing outstanding service to our clients. As a key segment of Home Trust’s business, our focus will remain on core residential products as we position ourselves for continued success. We drive business volumes consistent with our risk appetite, adhering to the Company’s legislative and regulatory requirements, and supporting key business objectives to enhance employee engagement and capability while fostering a culture of respect, trust and integrity.

Responsible for developing and achieving group objectives within their identified region by enabling, coaching and mentoring a team of Mortgage Professionals. This leadership role is also responsible for goal setting, training & development and creating a positive work environment where team members feel valued and are able to achieve established performance standards. This position will play an integral role generating new business with mortgage brokers. This position is integral to regional growth in securing key broker relationships while ensuring deals meet all required risk, credit and compliance standards established by the Company.

Leadership & Regional Operations

• Lead by example and provide on-going mentoring and coaching to all team members, both individually and in groups
• Review team performance and identify training needs
• Foster a team environment focused on achieving all branch objectives and goals in support of the business
• Strive for excellence in reinforcing a strong customer focused and sales focused culture, while adhering to all prescribed compliance requirements
• Create, maintain and analyze routine performance and progress reports against goals
• Price applications in excess of Manager or Team Lead limits and offer resolution in unique situations
• Liaise between teams, brokers and internal departments
• Conduct routine visits to identify, develop and maintain solid relationships and a strong presence with brokers and their referrals

Business Development

• Market HTC’s wide range of financial products to generate new sales
• Prospect assigned territory for new business; Recognize cross-sell/up-sell opportunities

Sales Strategy Development

• Develop, implement and monitor reports and statistics to increase market share within assigned territory and identify strategies to achieve organizational and regional sales and profitability objectives
• Liaise with originations management team to identify and recommend opportunities
• Promote on-going education and awareness of quality and compliance within the broker community
• Remain current on all related HTC services and offerings, latest market trends, participate in industry events and share knowledge in order to secure competitive advantage

Risk and Compliance

• Ensure all brokers possess appropriate and current provincial license; Evaluate and analyse documentation supplied by client and broker to ensure its authenticity and compliance with all aspects of Home Trust Company’s policies and guidelines per delegated authority matrices and applicable compliance obligations including underwriting policies and lending guidelines, Privacy, Anti-Money Laundering/ Anti-Terrorist Financing and internal Anti-Fraud Policy requirements
• File Unusual Transaction Reports as applicable to fulfil individual employee obligations to detect and deter financial crimes activity

What we’re looking for:

• Bachelor's degree required in Business, Economics or equivalent
• Min 8-10 years in mortgage sales with strong understanding of mortgage lending
• Strong organizational, time-management, analytical skills and strong problem solving skills
• Sales and Business Development, coaching and mentoring experience
• Excellent interpersonal relationship building and listening skills
• Motivates and engages others through fostering a collaborative team environment
• Excellent written / verbal communication and professional maturity

What you’ll love about working here:

• Award-Winning Culture: We’re proud to be recognized as a Great Place to Work Canada 2025 and one of Montreal’s Top Employers 2025 by Canada’s Top 100 Employers.
• Work-Life Balance: Enjoy flexibility with our hybrid work model designed to support your lifestyle.
• Time to Recharge: Generous vacation based on your role, statutory holidays, plus 6 wellness days to prioritize your well-being.
• Compensation Package: Competitive base salary plus an annual incentive bonus tied to performance.
• Comprehensive Benefits: Robust health and dental coverage through Manulife, as well as virtual healthcare through Dialogue.
• Future-Ready Savings: Group Retirement Savings Plan with up to 7% employer match.
• Exclusive Perks: Discounts from top retailers via WorkPerks, plus location-based perks like gym memberships and Toronto Bike Share.
• On-Site Fitness: Gym access at our London and Montreal offices.
• Continuous Growth: Education Assistance Program and Fairstone Academy for training and skill development.
• Family Support: Parental leave top-up program to help you during life’s big moments.
• Community Impact: One paid volunteer day to give back to causes that matter to you.
• For more information on who we are as an employer click here.

What you can expect - pay & process:

• Expected base salary range is $110,000 - $120,000 , plus the opportunity to earn an annual incentive bonus tied to performance.  
• This posting is for an existing vacancy within our organization.
• Artificial intelligence may be used in parts of the recruitment process.
• All candidates considered for hire must successfully pass a criminal background check, credit check, and validation of their work experience to qualify for hire. 

If what you read excites you, we’d like to hear from you! Please submit your application and we’ll contact you if you become selected for first stages of the interview process.

Learn more: https://www.fairstone.ca/en/about/canadian-lender

Follow us on LinkedIn: https://www.linkedin.com/company/fairstone/mycompany/

If you have a preferred language for communication, please kindly inform us whether you prefer French or English on your application.

Fairstone is an equal opportunity employer. Accordingly, we will make reasonable accommodations to respond to the needs of people with disabilities. Individuals who view themselves as Aboriginals, members of visible minorities, and disabled are encouraged to apply in confidence.

Time Type:

Job Type: