Requisition ID: 208213
Join a purpose driven winning team, committed to results, in an inclusive and high-performing culture.

Purpose of Job:

The Senior Manager, Sales is responsible for leading a team of Home Financing Advisors (HFAs) Home Financing Associates (Associates) and Home Financing Officers (HFOs) towards achieving established sales targets and meeting the overall goals for the Home Financing Team. The incumbent works closely with HFAs, to ensure that sales management activities, disciplines and behaviours are instilled and sustained to meet business objectives of Home Financing Solutions.
To a large extent, the focus is on sales and people management by providing value added feedback and coaching to HFAs for the purpose of assisting them in realizing their fullest potential to maximize mortgage sales and revenue. In addition to the incumbent provides support to the Regional Sales Director (RSD).

Major Accountabilities:

• 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.
• Manages a team of 5 – 10 remote employees, overseeing a specific target of funded mortgages and lines of
  credit per annum

1. Deliver objectives as measured within a Balanced Scorecard (BSC) that includes (but is not limited to);

• Financial Objectives: funded mortgage volume, cross-sell, Key Partner development, productivity;
• Customer Experience: measured by survey results (Business to Customer & Business to Business);
• Operational Effectiveness: risk, compliance, operational process.

2. Lead and manage a team of Home Financing Advisors by:

• Focussing on sales management activities and principles;
• Providing direction, guidance and support as required (ie. Facilitating realtor presentations, etc.);
• Fostering the ongoing relationship between the Bank and those who are in a position to refer Mortgage business;
• Conducting coaching sessions, quarterly sales meetings, skill building sessions, and touchbases (including team sales meetings);
• Observing interactions with customers and referral sources, and providing value added feedback to the HFA's;
• Working with the Regional Sales Directors in preparing and obtaining agreement on individualized business plans for HFAs, to ensure all required sales activities and disciplines are in place, including recommending changes to levels and draws;
• Acting as a mentor to HFAs, Associates and HFOs.

3. Lead the implementation of the initiatives and the achievement of the business objectives in the District by:

• Defining clearly, roles, tasks and expectations.
• Developing and implementing marketing strategies (such as providing content input to the Regional website) to maximize business opportunities for sustainable growth.
• Demonstrate creativity by championing the new and innovative approaches, and support employees during change by providing leadership and encouragement.
• Motivating and focussing the efforts of HFAs, through related business development activities, referral management, and ongoing relationship building.
• Resolving issues/negotiating compromises between HFAs and partners from other Scotiabank Groups.(ie. Shared Services, Lending Support, Domestic 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.
• Escalating issues/obstacles/trends to Regional Sales Director as appropriate with recommendations/solutions.

4. Provide direction, guidance and support to the Regional Sales Director and as required to our partners by:

• Recommending all new hires for HFAs, Associates and HFOs.
• Preparing probationary reviews, including final recommendations.

5. Establish and monitor goals for Direct Reports by:

• Defining appropriately high standards for self and others.
• Negotiating goals and priorities & monitoring results.
• Identifying, then initiating and directing tactical responses for ongoing improvement (action plans).

6. Maintain a market profile within the District, with both internal and external contacts by:

• Identifying key business contacts within the mortgage business, such as real estate agents, builders, lawyers, etc. and meet regularly with these sources.
• Work with the District Vice- Presidents, Community Managers and Branch Managers in developing and customer relationships.
• Seeking to develop Home Finance Advisor's skills/expertise in developing key relationships;
• Managing day-to-day administration.

Education/Work Experience/Designations:

• 8 - 10 years of related industry experience
• 5+ years of experience managing large teams
• University Degree or College diploma in related discipline
• Expert residential mortgage product knowledge, including policy and process
• Expert knowledge of sales management disciplines
• Maintaining current knowledge of mortgage lending policies and procedures and of the real estate market/property values/sales trends/competitor programs in the area necessary to respond appropriately to business requirements
• Although a regulated industry, no Mortgage accreditation or designations currently exists

Working Conditions:

The incumbent spends most of their time in realtor offices and branches rather than working in a standard office environment. He/she travels daily within the District, primarily by car. Extensive telephone and computer use (conference calls/distance coaching/touchbases/e-mail, etc) requires heightened sensory attention. One-on-one coaching of direct reports requires well-developed listening skills and concentration. Non-standard working hours are a regular occurrence.

Location(s): Canada : Ontario : Owen Sound || Canada : Ontario : Caledon || Canada : Ontario : Orangeville
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.