Regional Manager, Commercial

Requisition ID: 207498

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

Purpose

Contributes to the overall success of the Canadian Wealth Management Partnerships and Canadian Commercial Banking team in Canada ensuring specific individual goals, plans, initiatives are executed / delivered in support of the team’s business strategies and objectives. Ensures all activities conducted are in compliance with governing regulations, internal policies and procedures.

The incumbent provides support for referrals between Canadian Commercial Banking and Canadian Wealth Management (SWM), Actively pursues wealth management opportunities among existing clients in Canadian Commercial Banking (excluding existing SWM clients). Targeting the High Net Worth and Ultra-High Net Worth client segments, the incumbent understands 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 to effectively transition clients to the most appropriate business line(s) and Relationship Manager(s) for the client’s total wealth needs.  

Actively pursues commercial banking opportunities among existing clients in Canadian Wealth Management (excluding existing CBB clients).  Targeting beneficial owners and Directors of business entities, the incumbent understands 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 to effectively transition clients to the most appropriate business lines and Relationship Managers.

Is this role right for you? In this role you will:

• Champions a customer focused culture to deepen client relationships and leverage broader Bank relationships, systems and knowledge.
• Builds and maintains an extensive network of relationships in an assigned territory to educate partners and attract referrals to SWM and CBB. Works closely with the 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 organizes and delivers 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 organizes and delivers Commercial Banking client seminars and presentations with representation from partners in REB, NAC, Roynat, Distribution and PCM and Automotive.
• Understands client’s needs and ensures 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.
• Understands client’s needs and ensures 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.
• Requires an in-depth understanding and knowledge of the SWM business lines and their offerings (Private Investment Counsel, ScotiaMcLeod, Private Banking, Scotiatrust and MD Financial) as well as the wealth management industry trends, our competitors and their products/services and market/customer segmentation.
• Requires an in-depth understanding and knowledge of the Commercial Banking business lines and their offerings (REB, Roynat, NAC, Mid-Market, Ag Banking, Automotive) 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 (eg. Use of Salesforce to track pipeline and closed business, actively manages incoming and outgoing referrals, provide timely status updates to partners).  
• Understand how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions.
• Actively 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. 
• Champions a high performance environment and contributes to an inclusive work environment

Do you have the skills to enable you to be successful in this role? We would love to work with you if you have:

• 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

Location(s):  Canada : Alberta : Calgary 

Scotiabank is a leading bank in the Americas. Guided by our purpose: "for every future", we help our customers, their families and their communities achieve success through a broad range of advice, products and services, including personal and commercial banking, wealth management and private banking, corporate and investment banking, and capital markets.  

At Scotiabank, we value the unique skills and experiences each individual brings to the Bank, and are committed to creating and maintaining an inclusive and accessible environment for everyone. If you require accommodation (including, but not limited to, an accessible interview site, alternate format documents, ASL Interpreter, or Assistive Technology) during the recruitment and selection process, please let our Recruitment team know. If you require technical assistance, please click here. Candidates must apply directly online to be considered for this role. We thank all applicants for their interest in a career at Scotiabank; however, only those candidates who are selected for an interview will be contacted.