The Market Lead oversees and leads a team of Total Wealth Planners in a dedicated region/major center. The individual is responsible for the achievement of defined Team deliverables/goals as well as coaching the specialists to deliver best in class plans throughout their region/office. More specifically, the role is responsible for developing in market planning engagement strategies, best practices maintaining a plan pipeline in order to generate sustainable and profitable growth in delivered plans. The incumbent is accountable for coaching, mentoring, and managing the performance of Total Wealth Planners to facilitate the delivery of a high quality, wealth management planning experience to clients to meet their objectives. The incumbent supports collaborative working relationships with other Advisory and SWM colleagues, as partnering with other Wealth and Bank business lines, with a focus on deepening and broadening our Total Wealth Planning experience as a whole. The incumbent understands how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions, ensuring that all activities conducted are in compliance with governing regulations, internal policies and procedures.

**Key Accountabilities

**

As Market Lead, the incumbent is accountable for ensuring that the team members execute Total Wealth Planning’s strategy and goals and deliver an exceptional client experience in accordance with SWM’s Client Promise:

• Acting as the central point of contact for an assigned team of Total Wealth Planning specialists, ensuring all aspects of assigned team members receive ongoing coaching and support, as required, to maintain, improve, grow and retain our relationships with advisors and relationship managers
• Providing coaching around the TWP process and solutions that enable client goals by developing and sustaining an intimate and ongoing understanding of client life goals, circumstances, and wealth needs
• Helping the team identify and influence new business opportunities throughout the planning process and help the team develop and enhanced client and advisor experience during all client interactions
• Applying a strong knowledge of Scotiabank, Global Client Solutions and its business & service lines that we offer our clients
• Partnering with all regional and national internal product/service business partners, as required, to ensure that the team has up to date business line information around their offerings and strategies
• Actively listening and seeking team feedback on the delivery of the client planning experience
• Responding and/or escalating client and advisor situations autonomously when they arise and work with the business line’s National Director and/or other TWP business line leaders and HR/ER when needed
• Frequent travel to visit local offices and meet with partners is required

Executing on the business development strategy by:

• Serving as the primary leadership contact for Total Wealth Planning within the assigned market.
• Developing and managing business plans, including planner targets and business development strategies for advisors within the context of nationally defined business plans
• Managing and maintaining a planning pipeline and engaging in effective follow-up with stakeholders such as local Total Wealth Managers for any unsuccessful plan deliveries and spotted opportunities
• Building and maintaining an awareness of local market and general conditions around planning talent
• Being aware of referral opportunities for Scotia Wealth Management & Bank partners
• Liaising with Bank & Wealth specialists from other business lines to stay abreast of new enhancements, products and services, as necessary

Carrying out the risk management/compliance strategy in the Scotia Wealth Management Office by:

• Adhering to bank and firm standards, policies and business practices to ensure that Total Wealth Planning is meeting the appropriate regulatory and compliance requirements as they relate to building and delivering Total Wealth Plans
• Managing successful and timely resolution of all issues and client concerns raised within the Total Wealth Planning business; escalating to the National Director and/or Compliance as required
• Maintaining a high degree of working knowledge of operational processes to support coaching opportunities

Fulfilling the sales/service management strategy for the Scotia Wealth Management Office by:

• Providing expertise and guidance to the Total Wealth Planning team and acting as the Total Wealth Planning lead in the local marketplace
• Actively managing performance of direct reports against goals and/or business plans that are defined nationally
• Championing and facilitating the sharing of best practices to enhance client and relationship manager experiences (e.g. strategy & business development)
• Ensuring team maintains a strong understanding and working knowledge of all of Scotiabank’s capabilities in order to recognize and facilitate opportunities for cross-sell
• Providing supervisory mentorship to develop direct reports, as they complete their regulatory requirements
• Meeting regularly with direct reports to review business development plans and provide coaching and feedback & facilitate regular team meetings
• Participating in joint business development and advisor relationship management activities on a regular basis
• Ensuring review of direct report’s goal plans are completed and any corrective actions are taken to address gaps in performance against targets
• Providing strong team leadership to motivate and develop individual and team performance
• Utilizing enablers and adopting technologies (e.g. Power BI, Salesforce etc.) to effectively manage the assigned market
• Executing the Total Wealth Planning recruitment process by contributing to the candidate origination process, managing the interview/hiring process, coordinating the onboarding of new employees

Providing leadership to motivate and develop individual and team performance by:

• Fostering and developing a strong, positive team environment, driving employee empowerment, innovation and a high degree of engagement
• Exhibiting an ability to listen, negotiate and communicate effectively
• Ensuring that the performance management and employee development is a priority for all employees on the team, in an effort to build and sustain a high-performing team of planning professionals
• Sharing knowledge, experience and responsibility with employees in an effort to drive for the highest standards of professionalism, and service excellence
• Regularly meeting with direct reports by scheduling one-on-one coaching
• Identifying and supporting training and developmental needs of team members and participation in the development of training programs
• Managing staffing requirements and departmental workloads

Contributing to the effective functioning of Total Wealth Planning by:

• Leading by example as a key member of Total Wealth Planning’s leadership team
• Building effective working relationships across the team and with various business lines and corporate functions
• Facilitating a culture of open and honest communication by actively participating and contributing to touch bases, team meetings, encouraging the generation of new ideas and approaches and actively sharing knowledge and experience to enhance the development of all team members

Functional Competencies

• Thorough Total Wealth Planning know-how and depth of experience required as it relates to understanding planning strategies and tools to create plans and consultations
• Expert relationship management and team leadership skills
• Strong business development skills which include networking, negotiation, sales and closing skills
• Strong interpersonal, communication & listening and people management skills
• Results/Goal achievement oriented
• Self- motivated and disciplined
• Executes with Integrity
• Thorough knowledge of the various business lines within Canadian Wealth Management (CWM) & good working knowledge of the full array of products and services offered across Scotia Wealth Management

Educational/ Work Experience

• University or College Degree (preference of Business, Economics, Accounting, Finance, however not critical);
• Asset: CFP, TEP, CLU, CA/CPA
• Strong consideration given to candidates with a minimum of 5-10 years direct experience in Total Wealth and Financial Planning, and/or past leadership experience within Scotiabank, preferably with a larger team.