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Practice Lead, Estate and Trust Consultant, Scotiatrust

2 months ago

Toronto, Ontario, Canada Scotiabank Full time
About the Role

We are seeking a highly skilled and experienced Practice Lead 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 planning and trust services across our region.

Key Responsibilities
  • Leadership and Management
    • Recruit, onboard, and develop a team of estate planning and trust consultants to ensure they have the necessary tools and support to succeed.
    • Provide ongoing coaching and sales management to support the team's ability to drive strong business results and support their business partners.
    • Ensure that the team is 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 the team 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.
  • Business Development
    • Determine new business goals for both immediate fees and legacy appointments and drive the efforts to achieve those objectives.
    • Lead the team 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 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 the team.
  • Advisor Engagement and 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 the team and Scotiabank 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 the team 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 the team and others in the region around complex and/or challenging client situations.
    • Participate in client meetings, as needed, to discuss the relevance of Scotiabank solutions.
  • Culture and Operations
    • 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.
Requirements
  • 5 years of industry experience
  • STI, MTI, or TEP designation/diploma
  • 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