Requisition ID: 234775

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

The Role

The Regional Vice President is responsible for delivering on financial and people objectives for the profitable growth of mortgage business within the Home Financing Solutions (HFS) division. Leading a team of Senior Manager, Sales (SMS), the RVP coaches, motivates, and partners to exceed regional sales targets set within the business wide strategy of Build, Inspire, and Win. The incumbent exercises strong judgment and leadership direction and provides client-focused sales culture accountability to the Senior Manager, Sales, in a manner consistent with the overall Canadian Bank and Home Financing Solutions.

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

• Leads and drives a customer focused culture throughout their team to deepen client relationships and leverage broader Bank relationships, systems and knowledge.
  
  
• Deliver on financial and people objectives (including but not limited to):
  • Financial Objectives: complement growth, funded mortgage volume, client deepening, key partner and stakeholder development, sales productivity
  • Client Experience: measured by Home Financing Advisor survey results
  • Employee Satisfaction: measured by survey results
  • Operational Effectiveness: risk, compliance, fraud, operational process, keeping the bank safe
  • Partner Development: bringing one bank to the customer by partnering with internal peers including ensuring a smooth hand off for client between businesses (for ex HFA to branch)
    
    

• Lead, manage and develop a sales team 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
    • Client deepening – measured by additional non-mortgage products per client
    • Recruitment: responsible for scouting and motivating top talent at sales manager level and monitoring, coaching, and safeguarding on recruitment of home financing advisors
    • Sales Management Effectiveness – as measured by coaching, joint field work, adherence to policies and procedures and observational coaching
  • Fostering and enhancing the ongoing relationships between the Bank and Key Partners (referral sources of mortgage business), major vendors, and internal referral sources (Branch, Business Banking)
  • 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
  • Ensuring strong performance management controls and using available reporting and HR partners to measure, track, and address 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.
    
    

• Execute on the tactical strategies around Build/Inspire/Win to support the overall direction and success of the Region:
  
  • Reviewing metrics, reporting, and economic data from a variety of sources including the field, business line partners, customers, competitive intelligence
  • Executing on strategy of quality vs quantity, in mortgage origination, people hiring, and key partner development
  • Recommending initiatives and providing strategic regional advice 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 at both the sales leadership and home financing advisor levels
  • Developing and implementing regional marketing strategies to maximize business opportunities for sustainable growth
  • Deploying & engaging resources to support strategies (ie. planning & maintaining regional operating budgets within plan including business development)
  • Obtaining agreement from Direct Reports and/or other stakeholders to ensure standardized operations across region
  • Planning, organizing and effectively managing all aspects of Human Resources to support the Region’s strategies
  • Developing sales leadership around principles of build/inspire/win and coaching them to enable and motivate their Home Financing Advisors to deliver consistent and sustainable business
  • Resolving issues/negotiating 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, 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:
  • Leading by example through high standards, effective communication, sound judgment, and consistent relationship building with partners
  • Using the SMS Scorecard as both the quantitative and qualitative measure of success, and providing input on yearly changes to the VP, HFS, at year end
  • 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
  • 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 maintain a market profile within the district, with both internal and external contacts by:
    • 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.
      
      
• Understand how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions.
  
  
• Creates an environment in which their team pursues effective and efficient operations of their 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.
  
  
• 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.

Do you have the skills that will enable you to succeed in this role? We’d love to work with you if you have:

• 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 regional 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.
• Technical 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.
• 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.