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Title:  Director, Business Development

 

 

 

Requisition ID: 111131

Join a purpose driven winning team, committed to results, in an inclusive and high-performing culture.

 

 

Purpose of Job: 

The Director, Business Development has overall accountability for asset and revenue growth across all ScotiaMcLeod fee-based and managed programs, as well as the support of investment solutions in the Private Investment Counsel channel, including the responsibility for sales, education, and service.  Director, Business Development also contributes to the strategy for investment platform enhancements and the development of new programs and services.

 

Major Accountabilities:

  • Leads and drives a customer focused culture throughout their team to deepen client relationships and leverage broader Bank relationships, systems and knowledge.

 

  1. Devise and direct the Error! Bookmark not defined.development of strategic business plans by:
  • Collaborating with the Investment Solutions group to develop and refine the fee-based/managed investment platform and service offering to the field
  • Identifying and evaluating sales strategies, positioning alternatives, pricing plans and product distribution
  • Reviewing and directing the development of strategic proposals and business cases that fit into the overall department, Wealth Management and Bank objectives
  • Establishing revenue and sales forecasts for all products, standard profitability objectives for each product including setting standard prices, monitoring profitability performance and discounts
  • Identifying, recommending and working with internal partners to improve product functionality or profitability

 

  1. Design, develop and execute the sales and support strategy for Wealth Management’s various distribution channels by:
  • Directing the development and implementation of new sales campaigns/programs and sales strategies to achieve sales targets
  • Working with Sales Management to obtain their buy-in to proceed with initiatives, when required;
  • Motivating, coaching and tracking sales team to ensure they are achieving maximum effectiveness and impact
  • Ensuring the sales team has a very high level of product knowledge, including competitive programs, and providing opportunities to improve selling skills
  • Building sales tracking protocols to drive sales activities, monitoring, assessing and continuously improving the sales process
  • Formulating and communicating policy and strategic objectives to the field and providing direction or authorization on issues with policy implications
  • Ensuring operational and systems problems are identified and solutions implemented by the appropriate operational and systems departments

 

  1. Build out and assume the role of Client Portfolio Manager for ScotiaMcLeod Investment Management Portfolios by:
  • Working closely with 1832 Asset Management and the investment management teams to gain and maintain in-depth knowledge of the relevant Portfolio investment mandates
  • Directly supporting the field in providing insight and advice on the Portfolios as needed
  • Keeping our partners informed of the Portfolios’ developments and key changes as they arise

 

  1. Build out and provide direction for a HNW and ultra HNW proposal service for the various channels within Wealth Management by:
  • Assessing existing proposal processes, tools and analytics against the opportunities in the field
  • Architecting a centralized offering, considering client complexity and size against the levels of proposal support and timing required
  • Training the sales team in the offering, ensuring consistency of quality and delivery
  • Building a tracking mechanism to assess the degree of success in closing the business

 

  1. Direct a high-quality market intelligence program so that product development and pricing opportunities can be identified by:
  • Ensuring researching/ tracking of competitor products and pricing as well as market requirements is undertaken;
  • Maintaining lines of communication with wealth management consultants, advisors, branch managers, regional directors and alliance partners about product needs, competitive opportunities and trends;
  • Ensuring the department maintains a dialogue with competitors about product, policy, pricing and operating procedures;
  • Recommending and managing the implementation of approved pricing strategies that ensure profitability and a sound competitive position

 

4. Direct the execution of product plans for existing products by:

  • Ensuring up to date information is provided to wealth management consultants and advisors through sales aids, brochures and/or seminars
  • Directing the development of promotional plans
  • Directing the development and delivery of sales training materials and programs so that up to date information is provided to field
  • Developing, executing and facilitating training information seminars

 

5. Manage and develop subordinate staff to achieve product goals and objectives by:

  • Recruiting high potential candidates;
  • Providing guidance, coaching and motivation as necessary;
  • Recommending training courses/seminars where appropriate;
  • Motivating staff to achieve a high level of performance and productivity;
  • Evaluating performance for promotion, staff planning and salary administration purposes. 
  • 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 his/her team pursues effective and efficient operations of his/her 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.

 

Education/Work Experience/Designations

  • Post secondary education in finance, economics or commerce preferred
  • CFA and/or CIM preferred
  • Detailed understanding of selling and servicing in a wealth management environment
  • Experience working with advisors, branch managers, regional directors and sales management
  • Proficient at effectively managing and motivating reporting staff and directing program initiatives to completion by effectively interacting with other departments and personnel.
  • The incumbent must demonstrate very strong leadership, management and mentoring skills.
  • Strong marketing, communication, and interpersonal skills to foster and develop business acquisition and retention opportunities

 

Location(s):  Canada : Ontario : Toronto 

Scotiabank is a leading bank in the Americas. Guided by our purpose: "for every future", we help our customers, their families and their communities achieve success through a broad range of advice, products and services, including personal and commercial banking, wealth management and private banking, corporate and investment banking, and capital markets.  

At Scotiabank, 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. If you require accommodation (including, but not limited to, an accessible interview site, alternate format documents, ASL Interpreter, or Assistive Technology) during the recruitment and selection process, please let our Recruitment team know. If you require technical assistance, please click here. Candidates must apply directly online to be considered for this role. We thank all applicants for their interest in a career at Scotiabank; however, only those candidates who are selected for an interview will be contacted.


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