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Practice Lead, Estate and Trust Consultant

2 months ago

Calgary, Alberta, Canada Scotiabank Full time
About the Role

This is a senior leadership position within Scotiabank's Estate and Trust division, responsible for driving business growth and delivering exceptional client experiences.

Key Responsibilities
  • Leadership and Management
    • Recruit, onboard, and develop a team of Estate and Trust Consultants to achieve strong business results and support their business partners.
    • Provide ongoing coaching and sales management to support the team's ability to drive business growth and deliver exceptional client experiences.
    • Ensure the team is leveraging available tools and resources, following policies and procedures, and implementing solutions that are appropriate.
    • 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 and Strategy
    • 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 each member has targeted activities to undertake in support of achieving their objectives and maximizing their results.
    • Partner with other Estate and Trust 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 Estate and Trust Consultants.
  • 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 Estate and Trust Consultants 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 Estate and Trust Consultants 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 Estate and Trust Consultants 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