Business Development Manager - MERIX

MCAP; Calgary; Remote; CAD 80,000 - 100,000; Full time

Job summary

A financial services company in Calgary is seeking a Business Development Manager to drive revenue growth by identifying and securing new business opportunities. This role requires strong sales experience and excellent communication skills, with responsibilities including cultivating broker relationships and executing marketing initiatives. The ideal candidate has significant experience in sales or mortgage underwriting. Remote work is possible with travel to brokers and events.

Qualifications

• Minimum 5 years sales experience – Financial Services preferred.
• Minimum 2 years mortgage underwriting experience.
• Creative and innovative.
• Excellent organizational skills.

Responsibilities

• Identify and secure new business opportunities.
• Cultivate meaningful broker relationships.
• Develop an annual strategic territory and account plan.

Skills

Sales experience

Communication skills

Negotiation skills

Analytical skills

Customer service skills

Time management

Teamwork

Education

University Degree

Accredited Mortgage Professional (AMP)

Tools

Salesforce

Microsoft 365

Job description

The Role

As a Business Development Manager at MCAP, you will be responsible for identifying, developing, and securing new business opportunities to drive revenue growth and expand market presence. You will leverage tools like Microsoft 365 and Salesforce to manage client relationships, track performance, and collaborate across departments. This role requires a strategic thinker with a strong sales acumen, excellent communication skills, and a passion for building long-term partnerships. The Business Development Manager will be accountable for annual achievement of specific targets set at the beginning of each fiscal year. The primary focus is on funded volume with additional secondary targets based on other business unit priorities as set by the VP, Sales (. Funding Ratios).

This role will work primarily out of a remote home office with travel required to broker offices and industry events. BDMs must possess a valid driver’s license at all times.

Relationship Management – Retain, Grow, & Acquire

• Cultivate meaningful broker relationships through proactive support and communication
• Cross-functional Collaboration : Work closely with marketing, product, and operations teams to align business development efforts with company objectives
• Create awareness of MERIX products with Mortgage Brokers by :
• Presenting to small or large groups selling value proposition
• Position products and services
• Increase results with existing MERIX Mortgage Brokers
• Apply Know Your Client (KYC) principles to uncover broker needs and develop tailored strategic plans
• Utilize sales and marketing programs to add additional value to the broker relationship (. Mpoints loyalty program)
• Negotiate with brokers to gain a commitment on volume, funding ratios, and other metrics and follow-up for accountability
• Identify new / potential Brokers / Brokerages
• On a frequent basis, contact potential new brokers and set up appointments to present MERIX’s value proposition
• Inform and educate new brokers on products and programs
• Engage brokers with professionalism and strategic dialogue focused on market trends and business opportunities
• The use of agendas for scheduled meetings, accompanied with broker score card and co-agent reporting
• 10 – 12 meetings per week are required in this role with a mix of face-to-face and virtual

Marketing

• Design and execute territory-specific marketing initiatives tailored to local broker needs, market dynamics, and MERIX priorities
• Share relevant insights such as local housing trends, rate movement impacts, and "MERIX Did You Know?" updates to position MERIX as a strategic partner
• Leverage Salesforce to track broker engagement, log outreach activities, and share timely, personalized updates.
• Represent MERIX at local industry events, networking sessions, and broker-hosted functions to build visibility and trust
• Support brand presence at tradeshows by engaging attendees

Planning

• Develop an annual strategic territory and account plan
• Create a touch-point strategy to organize work week, meetings and presentations
• Identify the Broker’s business style and personal attributes in order to foster a strong working relationship with MERIX
• Follow up on leads in a timely manner in order to capitalize on the opportunity to increase our customer base

Reporting and Administration

• Update and maintain all broker information within Salesforce
• Complete full Know Your Client (KYC) profiles for all Submission Agents within Salesforce
• Assist in registration and changes of MERIX Broker / Brokerage profiles
• Log all daily activity in Salesforce - maintaining minimum levels
• Manage monthly expenses prudently to assist in growth of the business

What You Bring To The Team

• Minimum 5 years sales experience – Financial Services preferred

OR

• Minimum 2 years mortgage underwriting experience Results oriented
• Creative and innovative
• Exceptional verbal and written communication skills
• Excellent organizational and time-management skills
• Excellent presentation skills – including virtual
• Ability to build meaningful and trusting relationships internally and externally
• Ability to multi-task in a fast-paced environment
• Effective negotiation and conflict resolution skills
• Strong analytical and problem-solving skills
• Proficient with Microsoft 365 including Outlook and Teams
• Tech savvy, including use of video for communication
• Strong customer service skills
• Self-driven, motivated with the ability to work independently and in a team environment
• Carries out duties with integrity and takes responsibility for actions.
• Thorough knowledge of mortgage broker network and emerging industry trends
• Deep understanding of mortgage lending principles, including high-ratio, conventional, refinance, and purchase transactions
• Ability to interpret and communicate policy changes to brokers clearly and accurately
• Experience navigating underwriting guidelines and documentation requirements
• University Degree
• Accredited Mortgage Professional (AMP, preferred) or courses to satisfy provincial regulatory requirements