Estate and Trust Consultant Practice Lead

3 days ago

Calgary, Alberta, Canada Scotiabank Full time
About This Role

Practice Lead, Estate and Trust Consultant

This leadership position is accountable for the effective delivery of solutions offered by Scotiatrust Estate and Trust Consultants (ETCs) across their region. The successful candidate will provide leadership around business development and client onboarding, guiding, coaching, and sales management support to the region's ETC team. This will enable them to achieve strong business results and deliver exceptional service to partners and clients.

Key Responsibilities
  1. Leadership and Day-to-Day Management of ETCs
  • Recruit, onboard, and develop team members to ensure they have the necessary tools and support to be successful.
  • Deliver ongoing coaching and sales management to support ETCs' ability to drive strong business results and support their business partners.
  • Ensure ETCs are leveraging available tools and resources, following policies and procedures, and implementing solutions that are appropriate.
  • Coordinate with the Regional Admin Lead to ensure there is adequate and effective support being provided to ETCs 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.
Contribution to Regional Strategic and Annual Business Plans
  • Determine new business goals for both immediate fees and legacy appointments and drive the efforts to achieve those objectives.
  • Lead the ETCs through an annual business planning exercise so they each 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 that 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 ETCs.
Deepening Advisor Engagement and Strengthening Partnerships
  • 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 COIs to facilitate two-way referrals and support ETCs in doing the same.
Subject Matter Expertise
  • Deliver presentations that raise awareness and provide education to both internal and external audiences.
  • Act as a sounding board for ETCs 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.
Leadership and Customer Focus
  • Lead and drive a customer-focused culture throughout their 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 their team pursues effective and efficient operations of their respective areas, 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 their team by fostering an inclusive work environment and using a coaching mindset and behaviors.

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