Director, Mortgage Sales Enablement & Effectiveness

Scotiabank • Toronto, ON

3d • Onsite

About The Position

Lead the design, delivery and continuous improvement of sales enablement, training, communications, onboarding and business support programs that equip Home Financing Solutions, Scotia Mortgage Authority and Real Estate Secured Lending teams to operate effectively and achieve business objectives. Drive sales force effectiveness, broker partner engagement and operational excellence through the management of training, communications, broker and employee onboarding, compensation programs, sales support platforms, business development initiatives and performance feedback mechanisms.

Builds and champions a results-focused, energetic, collaborative team culture based on trust, transparency and strong partnership with channel teams and other areas of the Bank. Develops leaders within the team through coaching, development planning, mentorship and advocacy.

Understands how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions.

Creates an environment in which his/her team pursues effective and efficient operations within their respective areas and in accordance with Scotiabank’s Values, its Code of Conduct and the Global Sales Principles, while ensuring the adequacy, adherence to and effectiveness of day-to-day business controls to meet obligations with respect to operational, compliance, AML/ATF/sanctions and conduct risk.

Builds a high-performance environment and implement a people strategy that attracts, retains, develops and motivates the team by fostering an inclusive work environment and using a coaching mindset and behaviours; communicating vison/values/business strategy; and managing succession and development planning for the team.

Requirements

• University Degree and 10+ years of sales effectiveness and/or sales experience
• Expert knowledge of Scotiabank’s mortgage origination channels and sales process to funding.
• Expert understanding of sales effectiveness principles, approaches and tactics
• Strong financial acumen with a full understanding of the P&L drivers of the mortgage business.
• Knowledge of real estate secured lending credit (e.g., adjudication of mortgage applications)
• Knowledge of the mortgage industry and Scotiabank’s real estate secured lending strategy

Nice To Haves

• Knowledge of Scotiabank’s mortgage technology platforms that support application, adjudication, accounting, and servicing activities is an asset (e.g., MAPS, MIMS, TLS, OM, MFS).

Responsibilities

• Establish and maintain a training curriculum for the Home Financing Solutions sales team, Scotia Mortgage Authority Broker Relationship Managers, and broader Real Estate Secured Lending team.
• Deploy and facilitate new employee and sustainment training to drive a results-oriented sales culture anchored in Scotiabank’s core values.
• Create training and reference material for external partners (e.g., mortgage brokers and realtors) and support retail branch training programs.
• Responsible for drafting, reviewing and publishing simple, clear and effective mortgage related communications across all origination channels and support areas.
• Oversee the onboarding and offboarding process for Home Financing Advisors, managing logistics and ensuring new employees have the information and resources they need to do their jobs.
• Oversee the onboarding and offboarding and continual licensing of mortgage brokers.
• Maintain lead broker team structure and dedicated underwriting pairings.
• Manage supplier relationships for mortgage broker application platforms, oversee contract and third-party risk requirements, monitor application volume and support issue resolution.
• Design, manage and execute key client events and broker partner engagements, including reward trips and leadership field engagements.
• Support internal employee recognition and training events including the HFS national conference, HFS Ruby Trip, and underwriting (BRM + HFLM) training conferences.
• Support the continuous improvement of the Unified Compensation System – used for the disbursement of variable compensation payments to employees and external brokers.
• Oversee the monitoring of compensation trends, changes to HFS and SMA scorecards and compensation grids.
• Review expense statements for completeness and process supplier invoices in support of operations teams.
• Develop and anchor feedback loops to measure and improve sales and underwriting effectiveness.
• Work with channel and operations leadership to discuss trending and support them through tracking improvements.

Benefits

• Diversity, Equity, Inclusion & Allyship
• Upskilling through online courses, cross-functional development opportunities, and tuition assistance.
• Competitive Rewards program including bonus, flexible vacation, personal, sick days and benefits will start on day one.
• Community Engagement

What This Job Offers

• Job Type: Full-time
• Career Level: Director