Associate Director, MA Lead

3 weeks ago

City of Langley, Canada Scotiabank Full time
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Job Purpose:

The Associate Director & Team Lead position is responsible for the operation and achievements of a team of Private Bankers, Senior Associates and Associates, including their delivery of client service, distribution of work, and team’s overall financial objectives. The incumbent possesses advanced knowledge of customized commercial lending, risk management, financial products and services, and wealth management solutions. Establishes relationship management and new business acquisition strategies at the team level and grows existing relationships. In this role you will:

  1. Drive business development, maintaining a strong market profile, both internally and externally, within the assigned geographic area by:
  • Managing a team of Private Bankers, Associate Private Bankers and Senior Associates towards achievement of team financial and developmental goals.
  • Actively marketing customized Private Banking credit solutions (Total Wealth Credit Solution), to support wealth creation or diversification strategies, insurance solutions, currency and interest rate risk management.
  • Developing and executing new business strategies at the team level to attract and retain high net worth clients.
  • Conducting prospect meetings, skill building sessions, coaching routines to support team objectives.
  • Identifying prospects and referrals from internal and external networks/COIs.
  • Developing commercial credit proposals for new/existing customers and manage approval process.
  • Identifying referral opportunities to Scotia Private Client Group partners, ScotiaMcLeod, Commercial Banking, Retail and other key partners (Roynat, GTB, International, Scotia Capital, etc.).
  • Managing the team’s new business pipeline and coach to convert sales opportunities to closed transactions.
  • Maintaining a sustainable prospect sales pipeline, conducting sales calls and qualification of opportunities based on customer information and due diligence.
  • Negotiating the business unit’s goals.
  • Utilizing the Financial Planning process to develop an in-depth understanding of client needs and serve as a conduit for referrals to the SPCG Team of Experts.
Provide Sales Management Leadership to a team by:
  • Leading, coaching and motivating sales team to achievement of profit plan.
  • Determining the assignment of client relationships and allocation of account loads.
  • Using observational and results-based coaching to ensure the team achieves key financial and developmental goals including executing new client acquisition strategies, identification of additional wealth/banking opportunities and retention of existing high value clients.
  • Establishing and monitoring performance objectives and measures, and providing timely performance (& non-performance) feedback with regards to roles, tasks and expectations.
  • Effectively utilizing and developing staff to fill the needs of Private Banking unit and longer-term requirements of the Bank.
Lead Portfolio Management and Risk Mitigation by:
  • Negotiating customized or standard Bank terms, conditions, structuring fees/interest rates, documentation, effective and competitive financing proposals with customers, culminating in the closing of transactions.
  • Deepening profitable, mutually beneficial relationships between clients and Private Banking/Wealth Management Partners.
  • Providing relationship banking and the highest quality of administrative support to a portfolio of complex, high net worth/ultra high net worth clients.
  • Using knowledge of Scotiabank’s diverse products and services to anticipate client needs and proactively deliver solutions (including Commercial Banking, Scotia Capital and Retail).
  • Managing client relationships to ensure that credit facilities and accounts are operating in a manner which is satisfactory to the Bank.
  • Providing oversight and review of commercial credit structured and submitted to Global Risk Management and coach development of (Sr.) Private Banker/Trainee credit writing skills, management of in-house credits within approved limits.
  • Ensuring compliance with regulatory activities and guidelines, including Privacy and Anti-Money Laundering/Anti-Terrorist Financing, FCAC, Know Your Customer, CDIC, Occupational Health & Safety.
  • Completing periodic monitoring activities as required confirming compliance with bank policies and effective risk management is in place.
  • Monitoring client account activity and reporting unusual or suspicious transactions in accordance with policies and escalate as appropriate.
  • Adhering to Bank standards, policies and business practices to ensure that the team meets appropriate regulatory and compliance requirements as they relate to both new and existing clients and accounts.
Maintain Operational Effectiveness by:
  • Ensuring daily and periodic management controls are in place and effective.
  • Monitoring non-interest expenses against planned budgets, ensuring that the Manager, Client Services has appropriate and reasonable explanations for variances.
  • Providing direction, guidance and support to the Manager, Client Services as required, through coaching and periodic participation in Service Meetings and Skill Buildings sessions.
  • Reviewing recorded client concerns and resolve escalated concerns and issues to ensure that the Bank’s Customer Complaint Resolution Process is in place and effective.

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