Requisition ID: 266906
Leading a team of Financial Planners for an assigned market area, the Regional Manager will have direct responsibility for execution of investment business development opportunities within the mass affluent market with a primary focus on new client acquisition through a customer-focused culture and comprehensive financial planning framework, while adhering to Global Sales Principles, compliance and regulatory requirements.
The Regional Manager will be specifically responsible for all elements of sales management, including:
- Leading the execution of business development strategies;
- Delivery of coaching, training and recognition;
- Performance management; and
- Financial Planner recruitment
Key Accountabilities
The Regional Manager, Financial Planners will be responsible for the following:
Leading the execution of sales management strategies and initiatives for the assigned market area by:
- Leading and supporting the execution of the Financial Planner Value Proposition and Customer Experience Model
- Proactively leading business development activities, aligning with Global Sales Principles, to achieve and exceed targets, leveraging expertise of the local market, financial conditions, and advisor incumbents
- Clearly defining roles, responsibilities and expectations, while communicating market area business plans to assigned Investment Financial Planners
- Working with Financial Planners to execute against their individual business plans; providing insight and guidance to Financial Planners in support of their business development activities
- Conducting a quarterly review of customer financial plans completed by Financial Planners; providing feedback and coaching on accuracy and client-centric investment recommendations
Leading talent & people management initiatives and activities for the assigned market area by:
- Supporting Financial Planners recruitment, ensuring alignment with business strategies and elements unique to the market area
- Providing leadership and motivation to a team of Financial Planners, through coaching and development, with a focus on retention and management of high quality talent
- Providing ongoing feedback and recognition; recognizing advice-driven performance and managing non-performance
Leading collaboration & relationship building initiatives across the assigned market area by:
- Developing strong relationships and partnerships with the other leaders and Regional Managers across Wealth Management, Scotia iTRADE and Canadian Banking, and encouraging the same relationships for the Financial Planners
- Collaborating with other Scotiabank sales management leaders in Canadian Banking and Wealth Management on business development and Centres of Influence (COIs) relationship building activities
- Identifying, establishing and sustaining mutually beneficial relationships with key business contacts and Centres of Influence
- Developing a visible community profile for the Financial Planners business development channel in assigned market area communities
- Representing Scotiabank at various industry and regulatory functions
Managing compliance / regulatory, risk management, operational & finance requirements for the assigned market area by:
- Effectively managing tier one compliance and regulatory oversight for the assigned sales team members and market area
- Monitoring adherence to regulatory and internal Bank requirements, including Global Sales Principles; ensuring compliance, risk management and regulatory rules, guidelines, policies and standards are followed consistently
- Ensuring client complaints, claims, legal actions and regulatory reviews, examinations and investigations are handled effectively, and corrective actions are implemented in a timely manner
- Monitoring the quality of business development activities, prospects, and portfolio growth
- Managing the budget planning for the assigned market area to support business development strategies and tactics
Desired Skills & Experience
- The successful candidate for this position will possess the following:
- Post-secondary education in Business or related field
- Mutual Fund License, Financial Planning Designation (PFP or CFP) and/or completion of Branch Manager Course
- 5 to 8 years of experience in the investment industry, with a strong preference for wealth management and/or brokerage experience as a leader
- Expert sales management skills and advanced knowledge of sales techniques and prospecting
- Proven networking, client acquisition and interpersonal skills, with the ability to influence and motivate others
- Ability to cultivate and maintain strong relationships with both internal and external partners
- Ability to establish and maintain a client-focused sales culture, through expert knowledge of client experience drivers
- Strong verbal and written communication skills
- Extensive knowledge of competitive and proprietary offerings, market trends, economic conditions, and the regulatory environment
This is a fully mobile role, with constant travel between client locations and offices
Location(s): Canada : Alberta : Calgary || Canada : Alberta : Edmonton || Canada : Alberta : Lethbridge || Canada : Alberta : Medicine Hat || Canada : Alberta : Red Deer
