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Estate and Trust Solutions Manager
2 months ago
We are seeking a highly skilled and experienced Practice Lead, Estate and Trust Consultant to join our team at Scotiabank. As a key member of our Wealth Management division, you will be responsible for leading the effective delivery of estate and trust solutions across our region, driving business development and client onboarding, and providing guidance and coaching to our team members.
Key Responsibilities- Leadership and Team Management
- Recruit, onboard, and develop team members to ensure they have the necessary tools and support to succeed.
- Deliver ongoing coaching and sales management to support team members in driving strong business results and supporting their business partners.
- Ensure team members are leveraging available tools and resources, following policies and procedures, and implementing solutions that are appropriate.
- Coordinate with the Regional Admin Lead to ensure adequate and effective support is provided to team members by the Regional Estate & Trust Administrators (RETAs).
- Act as a first point of escalation for new business approvals and exceptions to pricing and other policies.
- Offer guidance and technical support in the delivery of estate planning expertise and the development of recommendations.
- Determine new business goals for both immediate fees and legacy appointments and drive efforts to achieve those objectives.
- Lead team members through an annual business planning exercise to ensure they have targeted activities to undertake in support of achieving their objectives and maximizing their results.
- Partner with other ETC Practice Leads to share best practices and ideas around new business generation, as well as coordinate the regional delivery of national campaigns across the country.
- Ensure prospective clients in the Will Bank are being proactively contacted and that any estate planning needs are being properly addressed.
- Coordinate with the Regional Director and Market Leads in building the annual profit plan, including projected expenses for team members.
- Connect regularly with local leaders across Canadian Wealth Management to provide updates and seek input on how to partner more effectively and consistently.
- Promote ETCs and Scotiatrust solutions with advisors and partners and seek out opportunities to do so regularly.
- Develop and maintain a strong network of Centres of Influence to facilitate two-way referrals and support team members in doing the same.
- Deliver presentations that raise awareness and provide education to both internal and external audiences.
- Act as a sounding board for team members and others in the region around complex and/or challenging client situations.
- Participate in client meetings, as needed, to discuss the relevance of Scotiatrust solutions.
- Lead and drive a customer-focused culture throughout the team to deepen client relationships and leverage broader Bank relationships, systems, and knowledge.
- Understand how the Bank's risk appetite and risk culture should be considered in day-to-day activities and decisions.
- Create an environment in which the team pursues effective and efficient operations, while ensuring the adequacy, adherence to, and effectiveness of day-to-day business controls to meet obligations with respect to operational risk, regulatory compliance risk, AML/ATF risk, and conduct risk.
- Build a high-performance environment and implement a people strategy that attracts, retains, develops, and motivates the team by fostering an inclusive work environment and using a coaching mindset and behaviors.
- 5 years of industry experience
- STI, MTI, or TEP designation/diploma
- Law degree or member in good standing of a Canadian law society (an asset)
- In-depth experience dealing with high-net-worth clients and their advisors
- Effective people management and leadership skills
- In-depth knowledge and technical proficiency related to wealth and estate planning strategies
- Thorough knowledge of the full Scotia Wealth product and service offering
- Working knowledge of the products and services offered by the Scotiabank Group of Companies (external to Scotia Wealth) to identify and refer clients as appropriate
- Strong influencing and communication skills
