Title:  Director, Sales Force Effectiveness

Requisition ID: 255676 

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

The Director will lead strategic initiatives across the Retail Bank’s assited channels to drive consistency in sales behaviours, improve frontline sales productivty, optimize sales platforms & processess, and oversee the design and execution of frontline lead orchestration.

This role will operate in a fast-paced, agile environment, managing multiple initiatives of varying complexity with minimal supervision. Success will depend on strong collaboration with cross-functional stakeholders within Retail Performance and across Retail Banking, Business Banking, Product groups, and functions.

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

• Champions a customer focused culture to deepen client relationships and leverage broader Bank relationships, systems and knowledge.
• Accountable for driving improved sales productivity across assisted channels, by leading various initiatives that support:

• Frontline Sales Operating Rhythms: Collaborate with distribution leaders across assisted channels to design and optimize sales management operating rhythms. Lead the design & collaborate with partners to develop sales management resources (e.g. playbooks, advisor guides, job aids/knowledge builds, etc.).
• Field Leadership Engagement: Manage ongoing structured feedback loop with frontline sales leaders to inform SFE initiatives that drive consistency of sales management practices, improve frontline sales productivity, and ensure effective use of capacity across the network.
• Sales Enablement: Partner with Retail Distribution, Product Groups, Business Lines (e.g. Business Banking, Wealth) to analyze sales performance and frontline productivity metrics. Lead development of tactics to address distribution needs and performance gaps. This includes informing content development and reporting requirements for sales managers & advisors.
• Simplification of Sales Processes: Lead programs that drive simplification of sales processes, optimize advisor journeys, and improve the overall client experience during interactions with advisors. This includes leading the design and scaling of AI /ML driven sales execution solutions (AI lead scripting, AI client insights, dynamic sales opportunities insights, etc.).
• Sales Platforms & Tools: Act as business owner for Retail’s CRM Salesforce instance; drive business requirements and business casing for platform enhancements, design requirements for new capabilities (Distributed Marketing, Multi-channel discovery, Sales Pipeline, etc.).
• Lead Orchestration and Cross-Channel Sales Enablement: Represent the assisted channels for lead orchestration, managing the business requirements for lead distribution across Branch and Virtual channels. Partner closely with Product, Marketing and Campaign Execution teams to define campaign spec requirements across channels, develop lead scripting for advisors, and manage lead delivery for Branch and Virtual channels.
• Lead Management Feedback Loop: Manage ongoing feedback loop between regional/channel leaders, frontline advisors, and field coaches to support continuous improvement of lead processes. Oversee day-to-day lead management activities for the Branch and Virtual channels to support execution issues related to lead distribution.
• Leverage data and analytics to understand client and market behaviours. Work with distribution, marketing and analytics partners to support performance reporting trackers.
• Play a key role in developing and executing the multi-year Retail Channel Strategy and Service-to-Solutions programs.
• Understand how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions.
• Actively 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.
• Champions a high-performance environment and contributes to an inclusive work environment.

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

• Minimum of 10+ year’s supervisory and senior management experience working in the financial services industry, with preference for leadership experience in developing and executing large scale retail strategy & sales distribution initiatives
• Previous experience with sales, product and marketing an asset
• Previous product management and digital strategy experience is a benefit
• Proven ability to drive sales productivity and revenue generation
• Strong knowledge of the platforms supporting Retail sales distribution and lead management
• Requires strong leadership skills with extensive experience leading teams
• Must be highly motivated and able to influence and motivate others
• Superior independent problem-solving skills and sound judgment
• Requires ability to work collaboratively within and across business units to achieve results
• Established track record of performance and professional credibility

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.