Scotiabank

Director, Mortgage Sales Enablement & Effectiveness

Scotiabank • $120K — $150K *
Toronto, ON M3C 0E3In-Person
Finance & Insurance
8 - 10 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 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
  • Knowledge of Scotiabank's mortgage technology platforms is an asset.

Responsibilities

  • Establish and maintain a training curriculum for sales teams and external partners.
  • Draft and publish clear and effective communications across multiple platforms.
  • Oversee onboarding and offboarding for Home Financing Advisors and mortgage brokers.
  • Manage supplier relationships for mortgage broker application platforms and support issue resolution.
  • Design and execute client events and broker partner engagements to enhance relationships.
  • Support continuous improvement of compensation systems and monitor compensation trends.
  • Develop feedback loops to measure and enhance sales and underwriting effectiveness.

Benefits

  • Diverse and inclusive culture fostering employee empowerment and respect for individuality.
  • Commitment to maintaining an accessible environment for all employees.
  • Opportunities for upskilling and cross-functional development.
  • Competitive rewards program with early benefits initiation.
  • Engagement in community programs and initiatives.
Full Job Description
Requisition ID: 268305

The Role:

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.

Is this role right for you? - In this role you will:

  • Training: 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.
  • Communications: Responsible for drafting, reviewing and publishing simple, clear and effective mortgage related communications across all origination channels and support areas. These will include posts on CORE, Mortgage Central, Salesforce, the Broker Communication Website and other internal platforms.
  • Sales force onboarding: 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.
  • Broker onboarding and management: Oversee the onboarding and offboarding and continual licensing of mortgage brokers. Maintain lead broker team structure and dedicated underwriting pairings.
  • Sales support platforms: SMA - Manage supplier relationships for mortgage broker application platforms, oversee contract and third-party risk requirements, monitor application volume and support issue resolution.
  • Business Development: 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.
  • Compensation: 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.
  • Expense management: Review expense statements for completeness and process supplier invoices in support of operations teams.
  • Performance measurement and effectiveness: 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.
  • 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.


Do you have the skills that will enable you to succeed in this role? - We'd love to work with you if you have:

  • 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
  • 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).


What's in it for you?

  • Diversity, Equity, Inclusion & Allyship - We strive to create an inclusive culture where every employee is empowered to reach their fullest potential, respected for who they are, and are embraced through bias-free practices and inclusive values across Scotiabank. We embrace diversity and provide opportunities for all employees to learn, grow & participate through our various Employee Resource Groups (ERGs) that span across diverse gender identities, ethnicity, race, age, ability & veterans.
  • Accessibility and Workplace Accommodations - We value the unique skills and experiences each individual brings to the Bank and are committed to creating and maintaining an inclusive and accessible environment for everyone. Scotiabank continues to locate, remove and prevent barriers so that we can build a diverse and inclusive environment while meeting accessibility requirements.
  • 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 - no matter where you choose to work from; we offer opportunities for community engagement & belonging with our various programs such as hackathons, contests, Humans of Digital and much more!


Location(s): Canada : Ontario : Toronto

About Scotiabank

Scotiabankers are committed to helping individuals, companies, and communities to thrive in a changing world. From personal and business banking, brokerage, and insurance, to private wealth, and the most sophisticated commercial, corporate and institutional services, they serve the diverse needs of some 21 million customers in more than 55 countries. Founded in 1832 in Halifax, Nova Scotia, their growth has always been fuelled by the success of their customers and their longevity secured by an unshakable commitment to carefully and expertly managing risk and capital. That focus on doing what's right for customers—short- andlong-term—has made us a global financial services leader. Headquartered in Canada, they are over 86, 000 Scotiabankers strong. Each of us are committed to being the best at understanding their customers' needs and all of us working together to deliver practical advice and relevant solutions that help their customers become financially better off.

Scotiabank Careers

Join Scotiabank, a premier financial institution, and become part of a diverse and inclusive team that’s leading the way in global banking. At Scotiabank, we offer more than just job opportunities; we provide a platform for professional growth and innovation in the financial services industry.

Work You’ll Do

At Scotiabank, we’re not just filling positions; we’re cultivating leaders. Dive into a workplace where diversity training and leadership development shape the path to your future. Our commitment to professional growth is evident in our robust training programs and continuous learning opportunities that foster innovation and strategic thinking.

Explore a World of Opportunities

Whether you’re looking for a full-time position, an internship, or a leadership role, Scotiabank has a spectrum of opportunities to fit your career ambitions. Our team is composed of individuals who bring a wealth of skills and perspectives to our company, driving us forward with their creativity and strategic insights.

Innovative Work Environment

Scotiabank’s culture is one of collaboration and respect, where each team member’s contribution is valued. Engage in meaningful work that challenges you to leverage your skills and push the boundaries of what’s possible in the banking sector. Our innovative projects not only support the growth of the company but also ensure our position as a leader in the industry.

Benefits and Growth

Choosing a career at Scotiabank means opting for a life of growth and opportunity. Our employees enjoy competitive benefits, including comprehensive health coverage, retirement plans, and flexible working conditions, all designed to support your career and personal life. We believe in nurturing our team’s potential by providing them with the tools they need to succeed both professionally and personally.

Join Our Team

Ready to take the next step in your career? Explore the job opportunities at Scotiabank by searching our open positions that match your skills and interests. We are continuously hiring and looking for passionate, curious, and solution-driven team players.

Networking and Professional Development

Stay connected and advance your career through Scotiabank’s extensive networking opportunities. Participate in events that connect you with other professionals and leaders within the industry. Our career resources will help you prepare your resume, ace your interviews, and land the job that best suits your career goals.

Stay Ahead

Keep up to date with the latest in career tips, industry insights, and company news—all from the people who work here at Scotiabank. Personalize your experience by subscribing to job alert emails tailored to your preferences and be the first to know about new openings and exciting developments. Join Scotiabank and be part of a team that values integrity, respect, and accountability. Discover how your career can flourish in an environment committed to your professional development and personal growth.
Learn more about Scotiabank
Size
90,619 employees
Market Cap
$57.5 billion
Industry
Finance & Insurance
5 Year Trend
+7%
NASDAQ
BNS
* Ladders Estimates

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