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Director & Team Lead, Private Banking
2 weeks ago
Requisition ID: 222803
Join a purpose driven winning team, committed to results, in an inclusive and high-performing culture.
**Purpose**:
The Director & Team Lead is responsible for the overall achievements of a team of Private Bankers and Associates in Canada, including the team’s overall business development activities, financial results, effective client service delivery, strong risk management practices and distribution of workload. The team specializes in working with high and ultra-high net worth clients and building working relationships with their network of Wealth and other advisors. The Director and Team Lead is the primary business development role within the team who develops internal and external marketing strategies that engage high net worth prospects and fosters close relationships with Scotiabank partners/channels to generate referral business.
The incumbent is responsible for team level strategy, development of skills and product knowledge to provide a wide array of deposit and lending solutions, including conventional retail products, customized margin, insurance and real estate financing and hedging strategies.
The incumbent possesses advanced knowledge of customized lending, risk management and broader wealth management solutions. The position is tasked with ensuring the team retains and deepens existing client relationships in addition to meeting new client acquisition objectives.
**What you will be doing**:
**Drive business development, maintaining a strong market profile with assigned partners and business**
**channels**:
- Managing a team of Private Bankers and Associate towards achievement of team financial, developmental and other goals.
- Negotiating the team’s financial and other performance objectives.
- Actively market 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.
- Develop client management plans and make referrals that result in deeper client relationships.
- Develop an in-depth understanding of client needs and proactively make referrals to: Private
- Investment Counsel, ScotiaTrust, ScotiaMcLeod, Commercial and Retail Bank.
- Conducting selling-skills coaching and other training to support team objectives.
- Identifying prospects and referrals from internal and external networks / COIs.
- Maintaining a strong prospect sales pipeline, conducting sales calls and qualification of opportunities based on effective due diligence. Coaching to convert sales opportunities to closed business.
- Engaging and informing client management partners 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.
- Builds 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.
- 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 the Private Banking unit and longer-term requirements of the Bank.
- Creates an environment in which his/her team pursues 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.
**Lead Portfolio Management and Risk Mitigation by**:
- Working directly with Retail credit adjudication (ACE) or with Wealth Credit Solutions for customized credit, negotiate standard Bank terms, conditions, structuring fees, interest rates and documentation.
- Providing relationship banking and the highest quality of administrative support to a portfolio of complex,
