Associate Director

Requisition ID: 200293

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

**Job Purpose**:
The Associate Director & Team Lead position is responsible for the operation and achievements of a team of Private Bankers, Senior Associates and Associates, including their delivery of client service, distribution of work, and team’s overall financial objectives.
As the Team Lead, the incumbent is responsible for team member development, ensuring that they have the skills and product knowledge to provide a wide array of deposit and lending solutions, including conventional retail products, money market instruments, customized margin financing, hedging strategies, equity monetizations, leveraged insurance products and real estate. The incumbent possesses advanced knowledge of customized commercial lending, risk management, financial products and services, and wealth management solutions. Establishes relationship management and new business acquisition strategies at the team level and grows existing relationships.
The incumbent executes marketing plans that foster close working relationships with assigned Scotiabank partner to general referral business from clients and other internal and external channels.

**Is this role right for you? In this role you will**:
**Drive business development, maintaining a strong market profile, both internally and externally, within the assigned geographic area by**:

- Managing a team of Private Banker’s, Associate Private Bankers and Senior Associates towards achievement of team financial and developmental goals.
- Actively marketing customized Private Banking credit solutions (Total Wealth Credit Solution), to support wealth creation or diversification strategies, insurance solutions, currency and interest rate risk management.
- Developing and executing new business strategies at the team level to attract and retain high net worth clients.
- Conducting prospect meetings, skill building sessions, coaching routines to support team objectives
- Identifying prospects and referrals from internal and external networks/COIs.
- Developing commercial credit proposals for new / existing customers and manage approval process
- Identifying referral opportunities to Scotia Private Client Group partners, ScotiaMcLeod, Commercial Banking, Retail and other key partners (Roynat, GTB, International, Scotia Capital, etc.).
- Managing the team’s new business pipeline and coach to convert sales opportunities to closed transactions.
- Maintaining a sustainable prospect sales pipeline, conducting sales calls and qualification of opportunities based on customer information and due diligence.
- Negotiating the business unit’s goals.
- Utilizing the Financial Planning process to develop an in-depth understanding of client needs and serve as a conduit for referrals to the SPCG Team of Experts.
- Developing multiple service client relationships based on formalized client strategies.
- Engaging and informing the designated Team of Experts as to changes in client information and priorities.

**Provide Sales Management Leadership to a team by**:

- Leading, coaching and motivating sales team to achievement of profit plan.
- Developing and obtaining agreement on individualized development plans to close any competency gaps.
- Broadening knowledge base to ensure sales teams have all service and credit capabilities necessary to promote same to existing and prospective clients.
- Determining the assignment of client relationships and allocation of account loads
- Using observational and results-based coaching to ensure the team achieves key financial and developmental goals including executing new client acquisition strategies, identification of additional wealth/banking opportunities and retention of existing high value clients.
- Establishing and monitoring performance objectives and measures, and providing timely performance (& non-performance) feedback with regards to roles, tasks and expectations
- Effectively utilizing and developing staff to fill the needs of Private Banking unit and longer-term requirements of the Bank.

**Lead Portfolio Management and Risk Mitigation by**:

- Negotiating customized or standard Bank terms, conditions, structuring fees/interest rates, documentation, effective and competitive financing proposals with customers, culminating in the closing of transactions.
- Deepening profitable, mutually beneficial relationships between clients and Private Banking / Wealth Management Partners.
- Providing relationship banking and the highest quality of administrative support to a portfolio of complex, high net worth/ultra high net worth clients.
- Using knowledge of Scotiabank’s diverse products and services to anticipate client needs and proactively deliver solutions (including Commercial Banking, Scotia Capital and Retail).
- Managing client relationships to ensure that credit facilities and accounts are operating in a manner whic