Estate and Trust Practice Leader

1 month ago

Calgary, Alberta, Canada Scotiabank Full time

Requisition ID: #

Be part of a purpose-driven team dedicated to achieving results within an inclusive and high-performing culture.

Is this position suitable for you?

As the Estate and Trust Practice Leader, you will be responsible for the successful implementation of the services provided by Scotiatrust Estate and Trust Consultants (ETCs) throughout your designated area. Your leadership will focus on business development and client integration. You will provide mentorship, coaching, and sales management assistance to the ETC team in your region, empowering them to attain excellent business outcomes and deliver outstanding service to clients and partners. Your role will also encompass the ongoing training and development of the team, as well as support with complex client files and relationships when necessary. Additionally, you will play a crucial role in identifying and pursuing new business opportunities, generating immediate fees and deferred revenue, and engaging in business development initiatives with various partners and Centers of Influence.

Key Responsibilities:
  1. Lead and manage the ETCs in your region by:
    • Recruiting, onboarding, and nurturing team members, ensuring they have the necessary resources and support for success;
    • Providing continuous coaching and sales management to enhance the ETCs' ability to achieve strong business results and support their partners;
    • Ensuring ETCs utilize available tools and resources, adhere to policies and procedures, and implement suitable solutions;
    • Collaborating with the Regional Admin Lead to guarantee effective support for ETCs from the Regional Estate & Trust Administrators (RETAs);
    • Serving as the initial point of escalation for new business approvals and exceptions to pricing and other policies;
    • Offering guidance and technical expertise in delivering estate planning knowledge and developing recommendations.
  2. Contribute to the formulation and execution of the region's strategic and annual business plans by:
    • Setting new business objectives for immediate fees and legacy appointments and driving efforts to meet those goals;
    • Leading the ETCs through an annual business planning process to ensure they have targeted activities aligned with their objectives and maximizing results;
    • Collaborating with other ETC Practice Leaders to exchange best practices and ideas for new business generation, while coordinating the regional implementation of national campaigns;
    • Ensuring proactive outreach to prospective clients in the Will Bank and addressing any estate planning needs appropriately;
    • Working with the Regional Director and Market Leads to develop the annual profit plan, including projected expenses for ETCs.
  3. Enhance advisor engagement and strengthen partnerships in the region by:
    • Regularly connecting with local leaders across Canadian Wealth Management to provide updates and gather input on effective partnership strategies;
    • Promoting ETCs and Scotiatrust solutions with advisors and partners, actively seeking opportunities for collaboration;
    • Building and maintaining a robust network of Centers of Influence (COIs) to facilitate mutual referrals and supporting ETCs in similar efforts.
  4. Provide subject matter expertise to support business development by:
    • Delivering presentations that enhance awareness and educate both internal and external audiences;
    • Acting as a resource for ETCs and others in the region regarding complex or challenging client situations;
    • Participating in client meetings as needed to discuss the relevance of Scotiatrust solutions.
  5. Foster a customer-centric culture within the team to deepen client relationships and leverage broader Bank relationships, systems, and knowledge.
  6. Understand the Bank's risk appetite and culture to inform daily activities and decisions.
  7. Create an environment where the team pursues effective and efficient operations while ensuring compliance with operational risk, regulatory compliance risk, AML/ATF risk, and conduct risk.
  8. Develop a high-performance environment and implement a people strategy that attracts, retains, develops, and motivates team members while fostering an inclusive workplace.
Do you possess the skills and qualifications necessary for success in this role?

We would be pleased to work with you if you have:

  • 5 years of industry experience
  • STI, MTI, or TEP designation/diploma
  • Extensive experience with high-net-worth clients and their advisors
  • Strong people management and leadership capabilities
  • In-depth knowledge and technical proficiency in wealth and estate planning strategies
  • Comprehensive understanding of the full Scotia Wealth product and service offerings
  • Familiarity with products and services provided by the Scotiabank Group of Companies to identify and refer clients as needed
  • Excellent influencing and communication skills

Location(s): Canada

Scotiabank is a leading financial institution in the Americas. Guided by our purpose: "for every future", we assist our customers, their families, and their communities in achieving success through a wide range of advice, products, and services.

At Scotiabank, we value the unique skills and experiences each individual contributes to the Bank and are committed to fostering an inclusive and accessible environment for all. If you require accommodation during the recruitment and selection process, please inform our Recruitment team. Candidates must apply online to be considered for this role. We appreciate all applicants for their interest in a career at Scotiabank; however, only those selected for an interview will be contacted.

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