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Pic Market Lead, South West Ontario

1 month ago

Waterloo, Canada Scotiabank Full time

Requisition ID: 167811

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

**Job Purpose**:
The Market Lead oversees and leads a team of investment professionals in the South West Ontario market who are responsible for the achievement of defined revenue production goals. This is a producing role so the incumbent not only delivers this mandate by identifying, managing, retaining and deepening high net worth/ultra-high net worth prospects in specific markets but also coaches his/her team in doing the same.

More specifically, the role is responsible for developing client acquisition strategies, maintaining a prospect sales pipeline in order to generate sustainable and profitable growth. The incumbent also manages a book of business, gains an intimate understanding of client’s life goals, circumstances and needs in order to provide investment counseling that is integrated into life
- based wealth advice and solutions. Additionally, the incumbent is accountable for coaching, mentoring, and managing the performance of Portfolio Managers, Wealth Managers, Associate Portfolio Managers and Wealth Associates to facilitate the delivery of profitable, high quality wealth management services and solutions to clients to meet the objectives.

**Key Accountabilities**:
**1. As a relationship manager, incumbent is accountable for executing the client relationship management strategy and delivering exceptional client experiences in accordance with PIC’s value proposition while managing a book of business of up to 50 relationships by**:

- Developing a professional, mutually beneficial and profitable relationship between the client and PIC;
- Acting as the central point of contact for assigned client needs, ensuring all aspects of assigned relationships receive ongoing attention, as required, to maintain, improve, grow and retain the relationship;
- Providing wealth advice and solutions that enable client goals by developing and sustaining an intimate and ongoing understanding of client life goals, circumstances, and wealth needs;
- Identifying and capitalizing on new business opportunities throughout the lifecycle of client relationships;
- Consistently delivering the desired client experience during all client interactions;
- Partnering with all internal product/service business partners, as required, to ensure that client needs are met;
- Actively listening and seeking client feedback on products, services and the delivery of the client experience;
- Responding to client, resolving problem situations autonomously when they arise;
- Proactively identifying and implementing strategies to address client needs;
- Monitoring client accounts to ensure optimal profitability is maintained in each relationship.

**2. Executing on the client investment management strategy by**:

- Utilizing the KYC process and Investment Profile Questionnaire (IPQ) to develop an in-depth understanding of client’s needs and determining the appropriate asset allocation model based on needs, risk tolerance and short/medium and long term objectives;
- Recommending an appropriate investment asset mix aligned with life goals, income needs, return expectations and risk tolerance that fulfills client objectives;
- Collaborating with the Centralized Portfolio Management group and using defined investment management processes to communicate advice to clients on their strategic asset allocation, models and underlying investment portfolio;
- Actively managing the client’s Financial Plan and Wealth strategy, including participation in the client’s annual Financial Plan review process.

**3. Executing on the business development strategy by**:

- Serving as the primary leadership contact for PIC within the assigned market;
- Developing and managing business plans, including sales targets and marketing strategies for prospective and existing clients within the context of nationally defined business plans;
- Networking and maintaining a strong market profile with client segment and with both internal and external contacts/stakeholders
- Using a PIC defined business development and sales planning process to find and identify new business opportunities, attract new clients, as well as consolidate assets from existing clients in order to increase share of wallet, assets, and revenue;
- Executing on marketing strategies to attract and retain valuable clients by providing internal/external professional presentations and reports and conducting prospect meetings;
- Developing acquisition strategies, managing and maintaining a prospect sales opportunity pipeline in order to generate sustainable and profitable growth and engaging in effective follow-up with prospects/referrals for any unsuccessful opportunities;
- Identifying referral opportunities for Scotia Wealth Management & Bank partners;
**4. **Carrying out the risk management/compliance strategy in the Scotia Wealth Management Office by**:

- Maintaining