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Senior Manager, Business Development

2 months ago

Old Toronto, Canada Scotiabank Full time
Title: Senior Manager, Business Development

Requisition ID: 206863

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

Is this role right for you?

As the Senior Manager, Business Development, you drive new business acquisition for Scotiatrust through the design and execution of key initiatives and the ongoing management of activities in support of business development efforts. You will provide dedicated focus to this important area, partnering with the Scotiatrust field – leaders and sales team – and National Office colleagues, as well as others across the enterprise, to enhance the profile and positioning of the trust company and maximize the sales effectiveness of the business. The scope of the role will also include responsibility for marketing and communication support of driving growth in the business.

In this role, you will:

  1. Lead the development and execution of new business development and marketing initiatives by:
    1. Actively participate in annual business and strategic planning that will inform sales objectives and the identification of key activities;
    2. Creating and managing an annual marketing plan, including key deliverables and operating budget, and leading the execution of all marketing activities;
    3. Collaborating with peers – particularly sales leaders – to ensure that initiatives are feasible and have a strong likelihood to succeed;
    4. Designing and managing any sales campaign, including the creation and dissemination of new business leads to partners and/or Scotiatrust sales staff;
    5. Partnering with the Director, Channel Management, to identify opportunities to create or integrate into existing programs designed to generate new business;
    6. Implementing strong processes and practices designed to track and communicate the effectiveness and results of any new business development activities.
  2. Develop and oversee all aspects of a structured and effective Scotiatrust sales enablement program by:
    1. Designing processes for capturing, tracking, and reporting on all business leads so that they can feed relevant sales management and partner reporting;
    2. Establishing and promoting best practices around Scotiatrust sales staff onboarding and managing leads, including the engagement of referral partners;
    3. Ensuring the sales team is armed with the necessary tools and support that will enable them to successfully meet their sales objectives;
    4. Providing support to sales leaders around the delivery of coaching and sales management to their teams and leverage available lead management reporting with partners;
    5. Facilitating and/or delivering training around the effective use of tools and implementation of sales tactics, including the engagement of internal colleagues and third-party vendors;
    6. Identifying opportunities to enhance the program through collaboration with sales leaders in other business lines and within the industry.
  3. Manage any Scotiatrust sales and recognition programs by:
    1. Overseeing the criteria for Scotiatrust sales staff to qualify for President’s Council, providing annual recommendations to the leadership team based on analysis and insights, and ensuring the program aligns to the approach taken by other business lines;
    2. Identifying opportunities to enhance existing compensation programs and/or introduce new programs designed to drive new business and reinforce important employee behaviours;
    3. Ensuring there is appropriate tracking and reporting so that all sales and recognition programs can be properly measured and are transparent to participants;
    4. Developing and maintaining an understanding of how competitors leverage compensation and recognition to drive new business outcomes.
  4. Proactively and reactively support the marketing needs of the business by:
    1. Managing the relationship with our partners in Marketing, including the Sponsorships team, and meeting regularly to oversee the effective implementation of various initiatives;
    2. Identifying gaps in our marketing presence – collateral, material, online, etc. – and developing new content to address those gaps;
    3. Collaborating with the Director, Channel Management to ensuring that Scotiatrust content is incorporated and properly represented in any business line material, website, etc.;
    4. Coordinating requests from the field and partners to create and/or improve various marketing pieces;
    5. Managing the online presence of the business and all related content, both internally and externally, across all relevant websites and within social media channels.
  5. Manage communications for the business by:
    1. Managing the relationship with our partners in Global Communications and ensuring that Scotiatrust is represented in organizational communication vehicles;
    2. Supporting the creation of communication, both internal and external as well as both within Scotiatrust and within our various channel partners;
    3. Managing the relationship with the different translation services and ensuring that all required translation activities are taking place across Scotiatrust;
    4. Leading any change management and communication workstreams within all key initiatives and ensuring that partners are engaged as needed.
  6. Delivers inside sales support to Scotiatrust staff by:
    1. Acting as a key resource in designing and creating sales pitches or other packages for new business development, engaging relevant partners, as needed;
    2. Providing guidance and support to Scotiatrust colleagues in the development of professional looking presentations and other material;
    3. Complementing local business development activities through the execution of centralized follow-up and supporting activities.
  7. Directs day-to-day activities in a manner consistent with the Bank’s risk culture and the relevant risk appetite statement and limits. Communicates the Bank’s risk culture and risk appetite statement throughout their teams.
  8. Create 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.
  9. Build 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 vision/values/business strategy; and managing succession and development planning for the team.
  10. Foster a success-oriented, accountable environment within the company.

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

  • Completion of a post-secondary education
  • Experience in marketing and/or business development
  • TEP or other industry accreditation/experience would be an asset
  • Knowledge of the wealth management & financial services industry
  • Strong leadership skills & interpersonal skills to facilitate the development of a positive and effective team environment.
  • The ability to influence and partner effectively is an important aspect of this position.
  • The incumbent requires the ability to continually challenge the status quo, setting a positive example for change and encouraging others to do the same, to facilitate the achievement of a customer-focused sales culture.
  • Strong strategic planning, influencing skills
  • Strong communication skills

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. 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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