Regional Manager, Commercial Partnerships

2 weeks ago

Guelph, Ontario, Canada Scotiabank Full time

About the Role

We are seeking a highly skilled Regional Manager, Commercial Partnerships to join our team at Scotiabank. As a key member of our Canadian Wealth Management Partnerships and Canadian Commercial Banking team, you will play a critical role in driving business growth and success in Canada.

Key Responsibilities

  • Contribute to the overall success of the team by executing individual goals, plans, and initiatives in support of business strategies and objectives.
  • Ensure all activities are conducted in compliance with governing regulations, internal policies, and procedures.
  • Provide support for referrals between Canadian Commercial Banking and Canadian Wealth Management, actively pursuing wealth management opportunities among existing clients in Canadian Commercial Banking.
  • Targeting the High Net Worth and Ultra-High Net Worth client segments, you will understand the breadth of SWM offerings in Investment Management, Private Banking, Will, Estate & Trust Planning, Philanthropic Services, Financial Planning, Insurance, and MD Financial among other available Wealth Solutions.
  • Actively pursue commercial banking opportunities among existing clients in Canadian Wealth Management, targeting beneficial owners and Directors of business entities.
  • Understand the breadth of CBB offerings across Mid-Market Distribution, National Accounts, Real Estate Banking, Roynat, Agricultural Banking, and Automotive Finance among other available Business Banking solutions.
  • Champion a customer-focused culture to deepen client relationships and leverage broader Bank relationships, systems, and knowledge.
  • Build and maintain an extensive network of relationships in an assigned territory to educate partners and attract referrals to SWM and CBB.
  • Work closely with Relationship Managers, Group Leads, District Managers, Wealth Advisors, Private Bankers, and other partners across the bank to jointly review client lists to identify prospective SWM & CBB clients and provide education and coaching on the Total Wealth Evolved proposition, SWM offerings, and Commercial Banking solutions.
  • Jointly with Commercial partners, organize and deliver SWM client seminars and presentations, with representation from SWM partners in Private Investment Counsel, ScotiaMcLeod, Private Banking, Scotiatrust, JF, and MD Financial, including Financial Planning and Insurance experts.
  • Jointly with Wealth partners, organize and deliver Commercial Banking client seminars and presentations with representation from partners in REB, NAC, Roynat, Distribution, and PCM and Automotive.
  • Understand client needs and ensure an exceptional client experience through fast and effective teaming to facilitate a seamless transition of the client's relationship from the Commercial Bank to the appropriate Relationship Manager in SWM.
  • Understand client needs and ensure an exceptional client experience through fast and effective teaming to facilitate a seamless transition of the client's relationship from Wealth Management to the appropriate Relationship Manager in Commercial Banking.
  • Require an in-depth understanding and knowledge of the SWM business lines and their offerings, as well as the wealth management industry trends, our competitors, and their products/services and market/customer segmentation.
  • Require an in-depth understanding and knowledge of the Commercial Banking business lines and their offerings, as well as the Business Banking industry trends, our competitors, and their products/services and market/customer segmentation.
  • Timely completion of expense reports and adherence to the CWM/Commercial referral processes.
  • Understand how the Bank's risk appetite and risk culture should be considered in day-to-day activities and decisions.
  • Actively pursue effective and efficient operations of his/her respective areas in accordance with Scotiabank's Values, its Code of Conduct, and the Global Sales Principles, while ensuring the adequacy, adherence to, and effectiveness of day-to-day business controls to meet obligations with respect to operational, compliance, AML/ATF/sanctions, and conduct risk.
  • Champion a high-performance environment and contribute to an inclusive work environment.

Requirements

  • Superior relationship-building skills.
  • Sales-driven mindset and ability to coach peers, pursue, and refer new business opportunities.
  • Strong presentation skills (including use of technology), ability to think and respond quickly, and able to adapt to changes within a rapidly growing and complex area of personal financial services.
  • An in-depth understanding of affluent client's financial service needs from wealth accumulation through preservation.
  • An in-depth understanding of Business entity financial service needs from day-to-day banking through borrowing and cash management.
  • An ability to build and sell the 'Total Wealth Evolved' value proposition and Total Wealth Solutions.
  • A good knowledge and understanding of multi-need financial planning.
  • Knowledge of Personal Trust services such as Wills, Estate Planning, Executor, and Trustee Services, Trusts, and Agency Services including Off-Shore Trusts.
  • Knowledge of full-service banking solutions for lending, private equity, construction financing, deposits, day-to-day operational, and cash flow, primary producer, and agri-business operations.
  • Strong knowledge and understanding of investment and credit products and services.
  • A proven track record in providing client-centric solutions to businesses and an affluent client base, both internal and external.

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