Director of Sales—Eastern Division

The role of Director of Sales—Eastern Division is to hire, train, and oversee the salespeople in the offices of Dansker Capital Group located on the East Coast (including PA).

The principal aims of this role include :

Market Presence

Establishing a market presence in all of the major markets of the East Coast. DCG currently has an office in 4 markets in this territory; we believe that our business can support 10 offices. It is our estimate that in the short term (36 months) we can establish a team of 50 mortgage agents in this geography. Additionally, it is our intention to start layering in other product lines in the near term, including insurance products.

Creating a presence should be understood as establishing an office, hiring salespeople, attending and speaking at industry events, hosting industry events, and engaging in other profile-raising activities for the firm.

We would like to see the person in this role actively and consistently hiring across the territory with a target of net 10 mortgage broker hires per year over the next three years. We don’t yet know how many agents our other product lines will support.

Furthering the goal of creating a market presence, the Sales Director should regularly be visiting the markets where we have an established presence and where we are actively working to build a presence. Visit activities, outside of coaching which is addressed below, should include attending industry events to support the local team, speaking at industry events, hosting industry events with the team, visiting local referral sources (brokerage houses) for formal or informal presentations, and visiting with the highest value existing and prospective clients.

Hiring / Training / Maximizing the Sales Team

Recruitment : The Sales Director is responsible for actively recruiting experienced and entry-level commercial mortgage brokers across multiple offices. He / she should develop and lead a structured onboarding program that accelerates time-to-productivity. He / she should also expand upon the existing training program for inexperienced agents and lead that program.

Retention : The Sales Director is responsible for leading, coaching, and motivating the sales force. Maintaining clear performance goals for each agent and regularly engaging in mentorship, performance feedback, and ongoing skill building is critical. Maintain engagement and productivity from senior agents. Foster a culture of integrity, collaboration, and continuous improvement in line with company values. Coaching should include meetings with brokers to set goals and review progress / pipeline health at regular intervals, determined by their experience level and performance measured against goals. Some coaching responsibilities for senior brokers (to be defined) will be shared with the CEO.

Revenue : Maximizing the revenue from the sales team should be understood as coaching and training the sales team, overseeing the addition and integration of new product lines into our offerings, and maintaining industry contacts to facilitate the work of the sales team. Maintaining contacts in our industry will mean cultivating relationships with real estate investors and referral sources. The Sales Director will provide strategic oversight of transactions as needed by the agents to increase the probability of successful execution. Lastly, he / she will track and analyze KPIs to optimize broker performance and pipeline efficiency.

Management Responsibilities

As a senior member of the management team, the Sales Director is responsible for several management functions.

Reporting - The Sales Director should maintain a detailed report available on each salesperson, as well as an aggregated report for the sales team, which tracks their key performance indicators in a format usable for analysis. Reporting should also include forecasting for hiring, office expansions, and revenue.

Leadership - It is expected that the Sales Director will participate in internal management meetings and contribute to strategic planning. The Sales Director should take a leadership role in the design, selection and integration of brokerage tools including the shared database, calling software, marketing materials, and any other sales support systems or materials.

Organization, planning, and leadership of company events, retreats, and workshops is the last critical management function for the Sales Director. Separate from the Sales Director’s work representing the company and supporting the agents at industry events, this category of work refers to weekly sales meetings, annual company meetings, small-group retreats and workshops, and other internal company events.

From time to time, the Sales Director may be asked to supervise agents / offices outside of his / her designated territory. In the event this happens, the Sales Director shall be compensated according to the structure below as if such offices fell within his / her area of responsibility, pro-rated for the time of supervision.

Note :

We anticipate that in order for the Sales Director to acclimate to the company, he or she will need to be present in the NYC office 3x / week for the first 6 months, if not already present in that market.

Additionally, in order to be physically present in satellite offices, the Sales Director will be expected to travel 2x / month for 3 days on each trip. We anticipate that this will result in approximately 26 trips for a total of approximately 75 days. By combining some conference attendance / speaking engagements with

office visits, the Sales Director should be able to reduce the total number of trips, if he / she so desires. Additionally, with only 3 satellite offices and 2 new target cities today, the full calendar of travel should not come into play until the territory is more fully developed with about half the full load of travel expected in the first year.

• This is an in-person position that may be filled in NYC, Charleston, Miami or Boston