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Regional Head of Institutional Relationship Management
10 hours ago
Is this role right for you? In this role you will: Lead and drive a customer focused culture throughout their team to deepen client relationships and leverage broader Bank relationships, systems and knowledge. 1. Strategic Leadership & Team Management Team Coaching: Direct and mentor a team of Relationship Managers, fostering a culture of excellence, accountability, and professional development. Regional Strategy: Develop and execute a comprehensive multi-year business plan for the Eastern Canada region to hit retention and growth targets. Performance Metrics: Establish KPIs for the team regarding client meeting frequency, cross-selling, and satisfaction scores. 2. Institutional Relationship Management Key Account Oversight: Act as the "executive sponsor" for the region’s largest institutional clients (e.g., major pension funds, insurance companies, and government entities). Consultant Relations: Maintain and strengthen ties with regional investment consultants who influence the selection process for institutional mandates. Retention Excellence: Proactively identify "at-risk" accounts and deploy resources to mitigate churn. 3. Business Development & Solutioning Growth Integration: Partner with the Business Development team to transition new wins seamlessly into the institutional service model. Product Expertise: Stay abreast of market trends and regulatory changes (specifically in Quebec and Ontario) to advise clients on asset allocation and ESG integration. Cross-Functional Collaboration: Work with Portfolio Managers, Legal, and Compliance to ensure tailored client reporting and investment guidelines are met. 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 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. Build a high performance environment and implements a people strategy that attracts, retains, develops and motivates their team by fostering an inclusive work environment and using a coaching mindset and behaviours; communicating vison/values/business strategy; and, managing succession and development planning for the team. Education, Professional Experience, Certifications and Skills required: 10+ years experience in Institutional Asset Management or Investment Banking, with at least 5 years in a leadership/management role. Bachelor’s degree in Finance, Economics, or related field. CFA or CIM designation is highly preferred. Full bilingualism (English & French) is essential, given the significant client base in Quebec. Deep understanding of the Canadian institutional landscape, including the specific regulatory environment for Quebec-based funds (e.g., CDPQ, Desjardins connections). Exceptional negotiation, public speaking, and emotional intelligence to manage complex stakeholder dynamics. Working Conditions: Work in a standard office-based environment; non-standard hours are a common occurrence. Moderate travel domestically. In addition to French, the successful candidate must also have sufficient knowledge of English, as the work involves interacting and collaborating regularly with groups and individuals based in Toronto, as well as constantly interacting with other people, including clients, who speak English, locally and elsewhere.
