Regional Director, Central Ontario Region

Requisition ID: 103908

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

Purpose of the job:
The Regional Sales Director (RSD) is responsible for delivering financial and customer objectives for the profitable growth of mortgage business within the Home Financing Solutions (HFS) division. Through leading a team of Senior Manager, Sales (SMS), the RSD is responsible to achieve objectives related to sales management effectiveness, customer experience and operational effectiveness. The incumbent provides leadership direction and customer-focused sales culture accountability to the Senior Manager, Sales, in a manner consistent with the overall Canadian Bank and HFS division.

Major Accountabilities:
Deliver objectives as measured within a Balanced Scorecard (BSC) that includes (but is not limited to):

1. Financial Objectives: complement growth, funded mortgage volume, cross-sell, Key Partner development, productivity

2. Customer Experience: measured by survey results (B2C & B2B)

3. Employee Satisfaction: measured by survey results

4. Operational Effectiveness: risk, compliance, operational process

Lead, manage and develop a team of Senior Manager, Sales by:
Focusing on sales management results which include:
Advanced mortgage volume and secured lines of credit – measured by dollars and units funded

Net new households to Scotiabank – a percentage of 75% or higher

Creditor Insurance Sales – measured by percentage of units sold

Cross-sell – measured by products sold per customer

Recruiting & retention of SMSs and HFAs – measured by individual plan

Customer Experience

Employee Experience

Sales Management Effectiveness – as measured by coaching, joint field work, adherence to policies and procedures and observational coaching

Compliance

Stakeholder Engagement & Effectiveness – internal and external

Providing direction, guidance and support as required;

Fostering and enhancing the ongoing relationships between the Bank and Key Partners (referral sources of mortgage business);

Developing and successfully managing key stakeholder relationships (internal and external), including, but not limited to: Scotiabank Retail Branches, other Scotiabank divisions and 3rd party vendors

Recognizing performance and managing non-performance;

Preparing and obtaining agreement on individualized business plans for all Direct Reports, to ensure all required sales activities and disciplines are in place.

Develop the tactical strategies to support the overall strategy and direction of the Region and Home Financing Solutions and the achievement of the business objectives by:

Reviewing input from a variety of sources including the field, business line partners, customers, competitive intelligence;

Conceptualizing tactics and objectives;

Prioritizing initiatives;

Recommending initiatives and providing input to the Vice President, Home Financing Solutions.

Lead the implementation of the strategies and initiatives in the Region by:

Defining clearly, roles, tasks and expectations;

Developing and implementing marketing strategies (including client loyalty programs and Regional web sites) to maximize business opportunities for sustainable growth;

Deploying & engaging resources to support strategies (ie. planning & maintaining regional operating budgets within plan);

Obtaining agreement from Direct Reports and/or other stakeholders to ensure successful implementation;

Planning, organizing and effectively managing all aspects of Human Resources to support the Region’s strategies;

Motivating and focussing the efforts of Direct Reports, through related business development activities, referral management, and ongoing relationship building;

Resolving issues/negotiating compromises between Direct Reports and partners from other Scotiabank Groups (i.e. Shared Services, Lending Support, Branches, etc.) to meet objectives/overcome obstacles, guiding team members to alternatives if required;

Ensuring employees are fully aware of, and comply with, the Bank’s Privacy Code and Guidelines for Business conduct; Anti-Money Laundering/Anti-Terrorist Financing requirements, Financial Consumer Agency of Canada requirements and Know Your Customer requirements;

Acting decisively, even in situations of uncertainty or ambiguity, in order to move forward in a timely manner;

Escalating issues/obstacles/trends to Vice President, Home Financing Solutions as appropriate with recommendations/solutions.

Establish and monitor goals for Direct Reports by:
Defining appropriately high standards for self and others;

Negotiating the plans & monitoring results;

Identifying, then initiating and directing tactical responses to negative trends;

Assisting SMSs and HFAs throughout the sales development lifecycle:

On-boarding and training

Business development of referral network (internal and external)

Marketing to homebuyers

Efficient and compliant mortgage application submission

On-boarding of customers to Scotiabank branches

Maintain a market profile within the Region, with both internal and external contacts by:

Identifying key business contacts within the mortgage business, such as real estate agents, builders, lawyers, mortgage insurers, etc. and meet regularly with these sources;

Work with the District Vice-Presidents, Community Managers and Branch Managers in developing and cultivating customer relationships;

Identifying and facilitating the involvement of Senior Manager, Sales and other stakeholders to further business interests;

Seeking to develop Senior Manager, Sales’ skills/expertise in developing key relationships to the point where they no longer need support.

Education/Work Experience/Designations:
University degree and/or MBA preferred;

Extensive knowledge of the residential real estate market, mortgage lending policies, regulatory requirements and procedures and a working knowledge of retail products and services is required, including experience in mortgage lending, mortgage market development and sales management leadership. An understanding of local economic, market and competitive conditions is required.

Demonstrated success / proven track-record in business development, business planning and fostering strong stakeholder engagement with internal and external partners.

Strong ability to recruit and retain talent.

Effective sales management, coaching and leadership skills is mandatory

Proven ability to influence and motivate others.

A high degree of flexibility and strong organizational skills are required to adapt to a wide variety of tasks and functions.

Strong PC skills including MS Office Applications and salesforce.com are necessary as the incumbent uses several programs for a variety of communication, sales management and general information activities.

Strong verbal and written communication skills are essential as the successful candidate must be able to effectively articulate their views to various stakeholders internal and external to Bank.

Proven track-record in sales management and leadership skills are essential, combined with the ability to influence and motivate others.

Home office required, with time spent in referral partner offices (Realtor, Builder, Financial Planner etc.) and Scotiabank branches

Extensive computer and telephone use requires heightened sensory attention

Working knowledge of products and services offered by other financial institutions and niche competitors.

Thorough knowledge of local market, referral networks and community centres of influence.

Location(s): Canada : Ontario : Toronto

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.