Business Development Manager (Real Estate Channel Growth)

The Property Law Firm LLP; Calgary; Hybrid; CAD 70,000 - 100,000; Full time

Job summary

A leading property law firm in Calgary seeks a Business Development Manager to grow referral pipelines with real estate agents and mortgage brokers. The ideal candidate will have 3-7 years in business development or sales, focusing on relationship management and strategic partnerships. This hybrid role requires strong CRM skills and a deep understanding of residential real estate transactions. Enjoy the flexibility of working from home while making a significant impact on the firm's growth.

Benefits

Flexible working hours

Professional development opportunities

Qualifications

• 3 to 7+ years experience in business development or sales in a consultative environment.
• Proven ability to build and maintain high value referral partnerships.
• Strong understanding of residential real estate transactions.

Responsibilities

• Drive sustained revenue growth by managing referral pipelines.
• Build and maintain a portfolio of high converting partners.
• Nurture partners through communication and education.
• Expand presence across geographies with targeted outreach.

Skills

Relationship Building

Consultative Selling

Negotiation

Market Intelligence

Tools

CRM Systems

Job description

Role Purpose

Drive sustained revenue growth by building and managing high quality referral pipelines from Real Estate Agents and Mortgage Brokers across Canada. This role focuses on creating deep, ongoing, mutually valuable relationships that consistently convert buyer, seller, and borrower files to our firm. The BDM acts as a strategic partner to the real estate ecosystem, representing our brand with professionalism, reliability, and industry fluency.

Role Level

Mid to Senior, requiring demonstrated success in business development within real estate, adjacent industries, or other consultative, relationship driven sectors.

Key Outcomes

The role exists to deliver these measurable outcomes:

1. Sustained Referral Growth
2. Build and maintain a portfolio of high converting real estate and mortgage referral partners. Deliver predictable monthly file volume sourced directly from your network and outreach.
3. Partner Relationship Lifecycle Management
4. Nurture partners through consistent communication, education, feedback loops, and ongoing value delivery. Maintain high partner satisfaction and retention.
5. Market Coverage
6. Expand our presence across priority geographies through targeted outreach, networking, and strategic relationship building.
7. Insight Generation
8. Bring market intelligence back into the firm. Identify trends, friction points, and opportunities in the real estate ecosystem that can guide product, service, and operational decisions.
9. Brand Representation
10. Act as a face of our firm at industry events, brokerage meetings, conferences, and partner visits.

Core Responsibilities

1. Relationship Development and Partner Acquisition

• Proactively source, engage, and convert new Real Estate Agents and Mortgage Brokers into consistent referral partners.
• Build trust with high performing agents, teams, and brokerages using a consultative, value first approach.
• Deliver compelling presentations, lunch and learns, and one to many brokerage sessions.
• Maintain a structured pipeline using CRM best practices.

2. Account and Portfolio Management

• Own the partner lifecycle from first meeting through active partnership.
• Maintain regular touchpoints, support partners in real time, and ensure they are educated on our processes.
• Track partner performance and intervene early when activity declines.
• Identify opportunities to deepen relationships through co marketing, training, or operational enhancements.

3. Cross Functional Collaboration

• Work closely with Operations, Legal, Marketing, and Leadership to address partner needs and improve the partner experience.
• Collaborate with Marketing to develop targeted outreach campaigns and partner enablement materials.
• Provide structured feedback loops to operations about partner friction points or opportunities for workflow improvements.

4. Market and Territory Expansion

• Build a territory plan and execute against it with discipline.
• Attend key real estate and mortgage industry events, conferences, and networking functions.
• Represent the firm with confidence, professionalism, and industry knowledge.

5. Performance Management

• Leverage CRM insights and data to monitor performance, forecast volumes, and inform strategy.
• Report on conversion rates, partner activity, pipeline health, and revenue outcomes.
• Consistently meet or exceed monthly and quarterly targets.

Required Experience and Profile

Minimum Requirements

• 3 to 7+ years of successful experience in business development, relationship management, or sales in a consultative environment.
• Proven ability to build and maintain high value referral partnerships.
• Strong understanding of residential real estate transactions, mortgage lending, or a related domain.
• Highly self directed, disciplined, and outcome oriented.
• Excellent communication, rapport building, and interpersonal skills.
• Proficient with CRM systems, pipeline management, and data driven decision making.

Preferred or Advantageous Profiles

This role is particularly well suited for one of the following:

1. A sales oriented lawyer
2. Someone who knows the transaction process deeply, enjoys the people side of the industry, but does not want to practice law day to day.
3. A well connected real estate agent
4. Someone who is tired of constant client acquisition and wants a more stable, strategic relationship building role that leverages their network.
5. A domain knowledgeable professional from an adjacent industry
6. For example: building, construction, land development, property services, mortgage administration, title, or other real estate adjacent sectors.
7. A top performing B2B relationship manager from another industry
8. Someone comfortable with high trust, high touch partnerships and capable of rapidly learning our domain.

Competencies

• Relationship Building and Account Management
• Consultative Selling
• Industry Acumen
• Negotiation and Objection Handling
• Territory Planning and PrioritizationCRM Discipline
• Executive Communication
• Growth Mindset
• Professionalism and Brand Stewardship

Success in This Role Looks Like

• A strong, growing book of referral partners who consistently send monthly files.
• Well managed, predictable partner relationships with high satisfaction and low churn.
• Expanding presence for our firm within key real estate and mortgage channels.
• Clear, actionable market insights brought into the business.
• Measurable contribution to revenue growth within 6 to 12 months.

Work Environment

• Hybrid Model: 2 in-office days per week at our Calgary/Alberta base office.
• Onboarding: Initial 30 days in-office for immersion into firm operations and Alberta’s unique P/L structure.

If you’re ready to build something lasting, lead growth, and make your mark, we’d love to meet you.

Take the lead. Build the business. Grow with us.

Apply today.