Title: Wealth Management Consultant - Greater Toronto Area
Requisition ID: 213194
Join a purpose driven winning team, committed to results, in an inclusive and high-performing culture.
The Wealth Management Consultant (WMC) serves as the single point of contact for referrals from Retail Banking into Scotia Wealth Management (SWM) and actively pursues wealth management opportunities among existing customers (excludes existing clients in SWM). Targeting the High Net Worth clients and Ultra-High Net Worth client segments, the WMC understands the breadth of SWM offerings in Investment Management, Private Banking, Will, Estate \& Trust Planning, Protection and Philanthropic services among other available wealth solutions.
The WMC targets existing bank clients who are considered to be in the High Net Worth customer segments as defined by referral arrangements between Scotia Wealth Management business lines and Bank Partners typically defined as having investable assets of $1,000,000 or more (however consideration can be made for clients with investable assets greater than $500,000 where complexity in Wealth solutions is evident).
The WMC is responsible for providing sales support and coaching to branches to enhance the client sales referral conversations. They also identify and transition the client to the most appropriate Lead Relationship Manager (LRM) for the client's total wealth needs.
Is this role right for you? In this role, you will:
- Attract referrals by educating Retail Bank partners, opportunity spotting with these partners and serving as the single point of contact for referrals from Canadian Banking into Scotia Wealth Management by:
- Building extensive networks of relationships in the Retail Branches under his/her coverage
- Acting as the key field resource for the Retail Branch, consulting on SWM client opportunities/identification and jointly reviewing client lists to identify existing customers as prospective SWM clients
- Working closely with the Financial Advisor, Small Business Advisor and Branch Manager in all assigned branches with education and coaching on wealth offering and value proposition via skill builds and one-on-one coaching
- Sharing success stories within the District and ensuring that Branch partners understand the SWM value proposition
- Jointly with retail partners, organizing and delivering SWM client seminars and presentations, with representation from SWM partners in Private Investment Counsel, ScotiaMcLeod, Private Banking and Scotiatrust
- Providing education on SWM offerings/value prop to retail bankers
- Providing timely communication on the status of all referred clients and ensuring recognition is provided to referral partners on all SWM closed business results
- Taking responsibility for branch referral volumes from assigned retail branches into SWM and associated client satisfaction
- Providing consistent coverage for District area Branches and contributing to the District's sales goals and objectives through effective liaison with other Bank partners (IS, HFA, IFC), SWM partners and the WMBD National Office
- Enhance the client experience with fast and effective teaming by facilitating a seamless transition of the HNW's client relationship from the Retail Bank to the Lead Relationship Manager within SWM by:
- Conducting an initial assessment of the client's situation with the Retail partner and/or meeting with clients who have complex needs. Note that client meetings may not always be a requirement
- Following the defined process and making recommendations, through discussions with the Client Solutions Market Director or National Office, to determine the LRM (i.e. Portfolio Manager, Private Banker, Trust Officer, Wealth Advisor, etc.) within SWM that is the best fit for the client
- Facilitating the introduction of the LRM to the client and coordinating a session with the appropriate Scotia Wealth Management specialists to address the pertinent areas identified during the initial client needs assessment
- Continuing engagement with LRM in order to maintain ongoing communication with the Retail partner to ensure engagement/informing through the client onboarding process
- Ensuring an exceptional client experience from client needs assessment with Retail partner to the introduction and immediate transition of the relationship of the LRM, promoting the "Enriched Thinking" value proposition and addressing the holistic total wealth offering
- Contribute to the effective functioning of the Scotia Wealth Management team by:
- Building effective working relationships across the team and with various business line and corporate function contacts
- Participating actively in team learning development activities
- Maintaining a high level of customer service, including alignment to the Customer Experience Model
- Facilitating a culture of open and honest communication
- Actively participating and contributing to touch bases and team meetings
- Encouraging the generation of new ideas and approaches
- Actively share knowledge and experience to enhance the development of all team members.
Do you have the skills that will enable you to succeed in this role? - We'd love to work with you if you have:
- Canadian Securities Course (CSC), and/or other industry-related accreditations are highly desirable
- Superior relationship building skills
- Sales-driven mindset and ability to coach peers to identify, pursue and refer new business opportunities
- Strong presentation skills (including use of technology), ability to think and respond quickly, and able to adapt to change 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 ability to build and sell the "Enriched Thinking" 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
- Strong knowledge and understanding of investment and credit products and services
- Knowledge of Wealth Management industry, our competitors and their products and services, including market/customer segmentations and trends
- A proven track record in providing client-centric wealth solutions to an affluent client base, both internal and external
Working Conditions:
- Incumbents located in metropolitan areas will be responsible for travelling short distances to regularly meet with their retail partners/clients to ensure assigned branches are engaged and kept informed
- Incumbents located in smaller, rural centres may be required to travel considerable distances to meet clients and to visit the branches for which they are responsible
- Evening seminars are held as well as individual meetings with clients and Bank partners which can require a longer than usual work day
- Both predictable and unpredictable deadlines are often imposed to meet the demands of clients, Scotiabank partners, Wealth Management Offices with occasional evening and weekend
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. 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.
