Senior Manager, Fair

Purpose

Reporting to the Regional Vice President and National Lead, FAIRs Strategy and Execution, the successful incumbent will strategically partner with Canadian Banking regional leadership and Wealth Management to oversee a team of Financial Advisors Investment & Retirement specialists (FAIRs) for an assigned market. The Senior Manager, FAIRs will have responsibility for coaching the team of FAIRs, increasing the financial planning results, supporting recruitment and retention of the specialist advisors, creating practice management strategies to deliver on the business results for the FAIR team, and supporting national project management while adhering to Global Sales Principles, compliance and regulatory requirements. The successful incumbent will be an impactful sales leader who will leverage their influencing and relationship building skills to drive results and to establish this role within the region.

The Senior Manager, FAIRs will be accountable for the following elements of sales and practice management while respecting capacity and striking a balance between national consistency and regional nuance, including:

• establishing standards and expectations for key activities (financial plans, proactive/reactive contact, SIS updating etc.), supported by the oversight of the primary coach,
• leading business development strategies, incl. specific market/client segmentation and planning,
• delivery of coaching, and training to elevate FAIR knowledge and performance and,
• recruitment & retention of FAIRs in partnership with Branch Managers and other key stakeholders

Accountabilities

Team Cohesion and Development

• Elevates advisor pride and foster a cohesive and collaborative national team vibe by working closely with Senior Managers, FAIRs to create a unified, high-performing FAIR team

• Builds a high-performance environment and implements a people strategy that attracts, retains, develops and motivates their team by fostering an inclusive work environment. Responsible for the recruitment (build internal pipeline and prospect external candidates) and retention of the FAIRs across the Region by communicating vison & strategy and managing succession and development planning for the FAIR team.

Project and Practice Management

• Allocates ~20% of capacity to oversee and contribute to national project management including planning, executing, and finalizing initiatives to support and grow our specialist advisors

• Leads the execution of practice management strategies and initiatives for the assigned market area by supporting the execution of the FAIR value proposition and focus on financial planning

• Responsible for reviewing reporting on practice management outcomes, both at a Regional and District level. This includes pipelines, investment statement acquisition, contact management, assigned book penetration, and financial planning outcomes.

• Partners with the Branch Managers/DVPs, to conduct regular assessment of performance, including R&R, action plans and development opportunities where applicable. The Branch Manager remains the primary coach for performance purposes.

Sales and Coaching Management

• Provide tailored coaching to enhance FAIR preparation, capabilities, and closing skills. Regularly supports FAIR client meetings to deliver an exceptional advice experience for their assigned clients.

• Responsible for achieving regional sales targets through unique and tailored strategies for each region.

Collaboration and Business Development

• Collaborates extensively with DVPs, Branch Managers, ASE Coaches, IFC, and other partners across multiple districts on business development & Centres of Influence (COIs)

• Coordinates training, skill builds, pipeline calls, client events with the FAIRs, and partners across the Region to increase their business development tactics and deliver on revenue for the Bank

• Provides insight and coaching to the FAIRs in support of their business development activities; conducts reviews of client financial plans completed by FAIRs, providing feedback and coaching on investment recommendations

Operational Excellence and Compliance

• Creates an environment in which his/her team pursues 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.

Education / Experience

• Post-secondary education in Business or related field
• Mutual Fund Licence, Financial Planning Designation (CIFP or PFP/CFP)
• 5+ years of experience in the investment industry, with strong Advice+ knowledge
• Expert sales management skills and advanced knowledge of sales techniques and prospecting
• Proven networking, and client acquisition with the ability to influence and motivate others
• Ability to cultivate and maintain strong relationships with both internal and external partners
• Ability to establish & maintain a client-focused sales culture, through expert knowledge of client experience drivers
• Strong verbal and written communication skills
• Strong knowledge of competitive and proprietary offerings, market trends, & economic conditions