Centre Director, International Private Banking

Requisition ID: 222280

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

Purpose

The Centre Director Offshore International Private Banking (IPB) manages a team of offshore Toronto-based Team Leads, Senior Wealth Managers, Senior Associates and Associates and an Operations group supporting the client base. The Centre Director is responsible for the strategic growth and development of the Offshore business with a focus on Private Banking, helping teams deliver a superior client experience and establishing/executing aggressive growth plans. Private Banking is at the centre of our vision for client relationship management both onshore and offshore. The Centre Director will help deliver our offshore IPB value proposition across multiple markets as we build our capabilities. The role requires dynamic leadership of highly skilled professionals and a focus on partnerships with peers and partners in multiple international markets.

The primary purpose of the position is to increase profitability through the management and growth of the sales team to achieve profitable growth in the client base, increased consolidation of client assets, maximize cross-sell opportunities, improved client retention and satisfaction. This is achieved by leading their teams through sales and relationship management, multi-year retention and coverage strategies, ensuring the required behaviours are instilled in, and consistently displayed by each individual. Under the International Wealth Management (IWM) Strategy, the focus of relationship management has been defined as a shared client-centric approach grounded in the wealth manager and fostered across the team of experts attending clients. Strong talent attraction, development and retention capabilities are expected of the Centre Director. The Centre Director is responsible for building close working relationships with all International Wealth Management and International Banking partners in key markets across LATAM and CCAU. Within the offshore markets the Centre Director is responsible for being the primary banking and lending partner to the other offshore channels including:

• The Brokerage channel through International Investment Advisory (IIA)
• The Family Office team through the Global Family Office Group (GFOG)
• The Institutional channel through Jarislowsky Fraser (JF)
• The Wealth Structuring team through International Wealth Structuring (IWS)

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

• Leads and drives a performance driven and client centric culture throughout the Offshore Private Banking Team to acquire and grow new client relationships, deepen existing client relationships, and leverage broader Bank relationships, systems and knowledge.

P & L Management
• Establish and manage to aggressive multi-year business growth (through the annual planning cycle), retention and client satisfaction goals for the unit
• Develop multi-year growth strategies based on client segmentation data, market/economic conditions, IWM objectives and competitive positioning, and translate these into meaningful and actionable objectives for team members.
• Using results based reward and recognition strategies and programs, motivate staff to achieve their personal objectives and contribute to their colleagues' objectives, in all areas of the business.
• Conduct regular sales/business development meetings to recognize individual and centre achievements.

Sales and Strategy Support
• Support design and implementation of client engagement plans, analytic support for regular sales meetings, and focused active management of sales force.
• Orchestration of appropriate and robust sales culture, direct and indirect transaction support for material transactions and key customers including setting objectives, developing business plans, regular assessments against minimum targets and standards, performance appraisals, etc.
• Manage and support the UHNW Director & Team in terms of business development, lending, deposits and referrals to other Bank partners. Contribute to maintaining a strong market profile in the UHNW segment while managing a complex portfolio of ulta-high net worth households
• Work closely with and developing strong relationships with all Scotiabank partners, including International Investment Advisory (IIA), Jarislowsky Fraser (JF), International Wealth Structuring (IWS) and International Corporate and Commercial Banking (ICCB) and other Scotiabank Executives who have contact with high and ultra-high net worth individuals.

Talent Management
• Creates an environment in which his/her team maintains effective and efficient operations of his/her respective areas, while ensuring the adequacy, adherence to and effectiveness of day-to-day business controls to meet obligations with respect to operational risk, regulatory compliance risk, AML/ATF risk and conduct risk, including but not limited to responsibilities under the Operational Risk Management Framework, Regulatory Compliance Risk Management Framework, AML/ATF Global Handbook and the Guidelines for Business Conduct.
• Develops a high-performance culture and implements a people strategy that attracts, retains, develops and motivates the team by fostering an inclusive work environment, communicating vison/values/business strategy and managing succession and development planning for the team.
• Leads the identification of IPB Offshore key talent and leaders in partnership with VP IPB and International Wealth Management's leadership team.

Leadership and Governance

• Ensures superior quality client service, ensure a smooth and efficient operational routine is in place, and ensure that daily and periodic management controls are effective.
• Performs reviews of all new business; including deposit and lending providing authorization as required.
• Adheres to Bank and Branch security procedures with respect to assigned authorities and responsibilities. Review client complaints to determine what, if any, compliance issues/trends are in evidence.
• Ensures that Know Your Customer (KYC) and AML/ATF policies are understood and complied with by all IPB Toronto sales and support staff
• Ensures familiarity with all relevant AML/ATF Regulations which impact the business.
• Provide direction to staff regarding group and local regulatory AML/ATF policies
• Review, assess and manage key business compliance risks in partnership with various SMEs for KYC, AML and Sanctions
• Reviewing customer transactions and activity according to established policies and procedures through the daily review of the AML Reports
• Submitting required AML/ATF reports such as Unusual Transaction Reports (UTRs)
• Assisting in obtaining additional information from customers on SARs, UTRs, KYC, etc, as required
• Ensuring that training on AML/ATF matters is provided within established policies and procedures
• Participate in other assignments relevant to the business and/or projects as required.

IWM Strategy and adoption

• Participate and contribute with IWM Management to drive multiyear strategy adoption for Scotiabank's offshore client offering
• Negotiate and introduce proper management of incentive frameworks (compensation, recognition, and total rewards)
• Maintain a thorough understanding of client segments including HNW (entrepreneurs, professionals, multi-generational wealth) and UHNW and the competition
• Manage the introduction, adoption, and sustainment of the new partnership model (Onshore and Offshore) to support and enable referral growth

Do you have the skills to enable you to be successful in this role? We would love to work with you if you have:

• Must be an experienced wealth management professional with exceptional interpersonal skills, who is able to develop solid relationships with the client base of the IWM. Must be a self-starter and goal oriented.
• Excellent client focus and a strong client service orientation is required to ensure a consistent service experience for our clients.
• The incumbent must have an excellent knowledge of all Private Banking, Retail Bank, Commercial Bank and Wealth Management products and services as well as a thorough understanding of commercial and retail credit principles. Must also possess strong credit skills and be able to understand and analyze the myriad of tax-driven multi generational family strategies.
• Superior sales management skills, including demonstrating effective sales disciplines. Strong understanding of the offshore sales process and shared client management responsibilities with a referring party/internal partner to provide support to the sales force.
• Superior interpersonal and relationship building skills through constant demonstration of approachability, ability to build trust, understanding and awareness of all wealth management products and services including investments, deposits, loans, trust and structuring.
• Leadership, executing on business plan, team building and strategic influencing skills and the ability to work in a cross-functional, matrixed work environment.
• Strong communication and presentation skills and ability to deal with all levels of management.
• Minimum 10 years' experience in wealth management and/or consulting for the HNW segment. Experience in dealing with the UHNW segment is an asset.
• Due to the markets served fluency (oral and written) in English and Spanish is a must.
• Excellent knowledge of investment products, taxation, retirement planning and estate planning.
• Ability to evaluate risk, to identify control weaknesses, contribute to the development of policies, implement supporting procedures and to report on non-compliance effectively.
• Possess proficiency with MS Office (particularly Excel and PowerPoint), Salesforce, Power BI
• MBA or degree in business or equivalent
• A professional designation is an asset: FCSI, CIM, CFP/PFP CA CMA, CGA

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.