Practice Lead, Estate and Trust Consultant

Requisition ID: 201106

Join a purpose driven winning team, committed to results, in an inclusive and high-performing culture.

**Is this role right for you?**

As the **Practice Lead, Estate and Trust Consultant,** you will be accountable for the effective delivery of the solutions offered by Scotiatrust Estate and Trust Consultants (ETCs) across their region, providing leadership around business development and client onboarding. You will offer guidance, coaching, and sales management support to the region’s ETC team, enabling them to achieve strong business results and deliver exceptional service to partners and clients. As the Practice Lead, you will also be responsible for ensuring that business strategies, plans and initiatives are executed effectively across the region, as well as overseeing the quality of ETC activities to ensure they are in compliance with governing regulations, internal policies, and business procedures, including pipeline management and new business acceptance. Your role supports the ongoing training and development needs of the team and assists with complex files and relationships as needed. Your position is also directly involved with the identification and pursuit of new business, including the generation of immediate fees and deferred revenue, and participates in business development activities with various partners and Centres of Influence.

**In this role, you will**:

- Provide leadership and day-to-day management of ETCs in the region by:

- Recruiting, onboarding, and developing team members, ensuring they have the necessary tools and support to be successful;
- Delivering ongoing coaching and sales management to support ETCs’ ability to drive strong business results and support their business partners;
- Ensuring that ETCs are leveraging available tools and resources, following policies and procedures, and implementing solutions that are appropriate;
- Coordinating with the Regional Admin Lead to ensure there is adequate and effective support being provided to ETCs by the Regional Estate & Trust Administrators (RETAs);
- Acting as a first point of escalation for new business approvals and exceptions to pricing and other policies; and
- Offering guidance and technical support in the delivery of estate planning expertise and the development of recommendations
- Contribute to the development and execution of the region’s strategic and annual business plans by:

- Determining new business goals for both immediate fees and legacy appointments and driving the efforts to achieve those objectives;
- Leading 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;
- Partnering 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;
- Ensuring that prospective clients in the Will Bank are being proactively contacted and that any estate planning needs are being properly addressed; and
- Coordinating with the Regional Director and Market Leads in building the annual profit plan, including projected expenses for ETCs.
- Lead the efforts to deepen advisor engagement and strengthen partnerships in the region by:
Connecting regularly with local leaders across Canadian Wealth Management to provide updates and seek input on how to partner more effectively and consistently;
Promoting ETCs and Scotiatrust solutions with advisors and partners and seeking out opportunities to do so regularly; and
Developing and maintaining a strong network of COIs to facilitate two-way referrals and supporting ETCs in doing the same.
- Delivering presentations that raise awareness and provide education to both internal and external audiences;
- Acting as a sounding board for ETCs and others in the region around complex and/or challenging client situations; and
- Participating in client meetings, as needed, to discuss the relevance of Scotiatrust solutions.
- 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 his/her team pursues effective and efficient operations of his/her 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, including but not limited to responsibilities under the Operational Risk Management Framework, Regulatory Compliance Risk Management Framework, AML/ATF Global Handbook and the Guidelines for Business Conduct.
- Build a high-performance environment and implements a people strategy that attracts, retains, develops and