Market Lead, Private Investment Counsel

3 months ago

Edmonton, Canada Scotiabank Full time

Requisition ID: 208034

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 Western Region market who are responsible for the achievement of defined revenue production goals. This is a producing role therefor the Market Lead 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**:
**Fulfilling the sales/service management strategy for the Scotia Wealth Management Office by**:

- Providing expertise and guidance to the PIC team and team of experts for the PIC business and acting as the PIC lead in the local marketplace;
- Actively managing performance of direct reports against goals and/or business plans that are defined nationally;
- Championing and facilitating the sharing of best practices to enhance client and relationship manager experiences (e.g. strategy & business development campaigns);
- Meeting regularly with direct reports to review business development plans and provide coaching and feedback;
- Participating in joint business development and client relationship management activities on a regular basis;
- Facilitating regular sales management meetings;
- Utilizing enablers and adopting technologies (e.g. dashboard reporting, CRM etc.) to effectively manage the assigned market;

**Providing leadership to motivate and develop individual and team performance by**:

- Fostering and developing a strong, positive team environment, driving employee empowerment, innovation and a high degree of engagement;
- Driving the internal communications process by ensuring all employees are aware of key projects, corporate goals and ongoing critical changes affecting clients by disseminating information in a timely and effective manner;
- Ensuring that the performance management process implemented and employee development is a priority for all employees on the team, in an effort to build and sustain a high-performing team of investment professionals
- Regularly meeting with direct reports by scheduling one-on-one coaching;
- Identifying and supporting training and developmental needs of team members and participation in the development of training programs;
**Contributing to the effective functioning of PIC by**:

- Leading by example as a key member of PIC’s leadership team.
- Building effective working relationships across the team and with various business lines and corporate functions;
**Carrying out the risk management/compliance strategy in the Scotia Wealth Management Office by**:

- Maintaining client portfolios in accordance with established firm strategy which includes, utilizing the Central Portfolio Models and pools, focusing on client segmentation and client’s risk appetite;
- Ensuring the suitability of wealth strategy and investment recommendations and alignment with clients’ financial goals, objectives and risk levels;
- Managing successful and timely resolution of all issues and client concerns raised within the PIC business; escalating to the Regional Director and/or Compliance as required;
**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 or

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