Regional Director, Private Banking - Montreal

Scotiabank•Montreal, QC

2d•Onsite

About The Position

Leads and oversees a portion of the Private Banking business ensuring business strategies, plans and initiatives are executed / delivered in compliance with governing regulations, internal policies and procedures. In this role, you will support the design and development of short and medium-term initiatives to successfully position Scotiabank within the market to achieve business objectives. You will research, gather information on competitive intelligence and market positioning, conduct key analysis, and develop proposals for significant issues affecting the market area. You will also review and provide feedback on proposals from Banking teams and make recommendations to the RVP for implementation to achieve the Regional strategy, and tailor national Private Banking initiatives to fit the needs of the Region. You will execute sales management strategies and lead the implementation of tactical plans for the assigned Team Leads to support the Private Banking and Regional strategy and business objectives. This includes motivating and focusing the efforts of the assigned Team Leads, leading the sales effort to achieve overall profit plan goals, conceptualizing objectives, prioritizing initiatives, anticipating and planning for potential risks and opportunities, deploying/engaging resources to support strategies, and resolving issues/negotiating compromises with partners from other Scotiabank Groups. You will act decisively to move things forward in a timely manner, escalate issues/obstacles/trends to the Regional Vice President with recommendations/solutions, and allocate prospects and other business opportunities amongst the team. You will support the sustainment and evolution of a client-centric sales culture and operating model within the Region by conducting key sales and service management activities, evaluating, recommending and coordinating customer Net Promoter Score (NPS) initiatives, and supporting the execution of client segment migration strategies. You will ensure the customer portfolio assigned to the Team receives ongoing attention to improve and retain relationships by ensuring an active Business Development program, coaching for specific call objectives, actively seeking customer feedback, and ensuring effective interaction with partners and colleagues. You will maintain a high profile within the assigned Region with both internal and external contacts by identifying key business contacts, building and maintaining internal relationships, ensuring involvement of team members and stakeholders, and representing the Bank/Scotia Wealth Management at various industry and regulatory functions. You will lead and manage direct reports by providing direction, coaching, training, and deal assistance, conducting sales meetings, recognizing performance, and preparing individualized development plans. You will provide direction, guidance, and support to members of the Regional PB Banking team and, as required, customers and business partners within the region. You will direct the implementation of initiatives/projects in support of business objectives, ensuring clear communication, partner involvement, coordination of activities, and analysis of Scotia Pulse results and action planning. You will understand how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions. You will create an environment in which their team pursues effective and efficient operations 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. You will build a high-performance environment and implement a people strategy that attracts, retains, develops and motivates their team by fostering an inclusive work environment, using a coaching mindset, communicating vision/values/business strategy, and managing succession and development planning for the team.

Requirements

Bachelor’s degree
10+ years in Banking with specific experience in lending
5+ years of experience leading large teams (10+ employees)
Experienced in building and implementing strategy
Thorough knowledge of Canada’s financial services marketplace
Detailed understanding of their Region’s market areas and competitive positioning within those markets
Thorough understanding of the Domestic Banks objectives, strategies and structures
Ability to build and maintain business relationships
Ability to negotiate, influence and persuade others
Tactical planning, execution and organization skills
Strong analytical skills
Sufficient knowledge of English

Nice To Haves

Researching, gathering information on competitive intelligence and market positioning
Conducting key analysis, developing proposals for significant issues affecting the market area
Reviewing and providing feedback in response to proposals being put forward by Banking teams and making corresponding recommendations to the RVP for implementation to achieve the Regional strategy
Tailoring national Private Banking initiatives to fit the needs of the Region
Motivating and focusing the efforts of the assigned Team Leads
Leading the sales effort to achieve the overall profit plan goals
Conceptualizing objectives and prioritizing initiatives
Anticipating and planning for potential risks and opportunities
Deploying/engaging resources to support the strategies
Resolving issues/negotiating compromises between team members and partners from other Scotiabank Groups (e.g. Global Risk Management, Shared Services Business Service Centre, Global Banking Markets, Global Business Payments, Global Wealth Management, Retail & Small Business Banking, etc.) to meet objectives/overcome obstacles, guiding team members to alternatives if required
Acting decisively in order to move things forward in a timely manner
Escalating issues/obstacles/trends to the Regional Vice President with recommendations/solutions
Allocates prospects and other business opportunities amongst the team
Conducting key sales and service management activities within the Region, including scheduling, setting the agenda for and preparing content for regional/team GTBs, including partners as appropriate. Preparing and managing content for regional team meetings
Evaluating, recommending and coordinating customer Net Promotor Score (NPS) initiatives within the Region in support of continuous improvement and increased client loyalty
Supporting the execution of client segment migration strategies within the region, and in communicating these strategies to affected stakeholders
Ensuring an active Business Development program with each relationship to ensure the Bank is familiar with the business’ operations and its principal officers
Coaching to ensure each customer call and meeting has specific objectives
Actively seeking customer feedback on Bank products and the delivery of customer service
Ensuring the team interacts effectively with partners and colleagues
Identifying key business contacts and establishing relationships with centres of influence within the Region
Building and maintaining internal relationships with key players/contacts
Ensuring the involvement of team members and stakeholders from internal resources in order to further business interests
Representing the Bank/Scotia Wealth Management at various industry and regulatory functions and affairs as the Community or Provincial Leader, as required
Providing direction, coaching, training and deal assistance as required
Conducting sales meetings with the Regional Vice President and touch-bases with direct reports
Recognizing performance and managing non-performance
Preparing individualized development plans for all Direct Reports
Providing clarification and direction on issues raised
Reviewing, prioritizing and responding to inquiries / complaints / requests for information in the absence of the RVP
Escalating issues to the RVP as appropriate, with recommendations and/or solutions
Assisting with the negotiation of compromises between team members and partners, guiding those involved to alternatives if required
Managing the details and logistics of client appreciation events, executive visits, etc.
Ensuring clear, concise communication messaging and materials are developed to support implementation
Ensuring all key internal business partners are participants in the process at the appropriate stage and level
Coordinating activities and liaising with team members to ensure objectives are accomplished within prescribed timeframes and funding parameters
Analyzing and supporting Scotia Pulse results and action planning.

Responsibilities

Support the design and development of short and medium-term initiatives to successfully position Scotiabank within the market to achieve business objectives.
Execute sales management strategies and lead the implementation of tactical plans for the assigned Team Leads, to support the Private Banking and Regional strategy and business objectives.
Support the sustainment and evolution of a client-centric sales culture and operating model within the Region.
Ensures the customer portfolio assigned to the Team receives ongoing attention to improve and retain relationships.
Maintains a high profile within the assigned Region with both internal and external contacts.
Leads and manages direct reports.
Provides direction, guidance and support to members of the Regional PB Banking team and, as required, customers and business partners within the region.
Direct the implementation of initiatives / projects in support of the business objectives.
Understand how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions.
Creates an environment in which their team pursues effective and efficient operations of their respective areas 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 implements a people strategy that attracts, retains, develops and motivates their 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.