Vice President, Home Financing Solutions

Requisition ID: 214906
Employee Referral Program - Potential Reward: 0

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Purpose

The Vice President, Home Financing Solutions is the leader of a commission-based team of 500+ mortgage specialists and sales leaders across Canada. The incumbent is responsible for building a strong, inclusive and future-ready team of specialists. This will be achieved through recruiting and developing sales and sales leadership talent. The incumbent will also inspire their team to strive for better. By delivering the full Bank to our clients, and moving quickly to build partnerships with internal and external parties, this leader will unlock higher team performance and an elevated experience. The incumbent will lead the team to win by focusing on sales, establishing deep, sustainable client relationships and protecting the Bank through a strong risk culture.

Accountabilities

• Leads the sales channel to deliver expert client advice, and efficiently deliver the full Bank through strong partnerships with other Canadian Banking business lines
• Drive the development of deep, multi-product client relationships that start with the mortgage but span deposit, investment, payment and protection aspects.

Achieve profitable, sustainable business growth through the Home Financing Solutions channel:

• Identifying market potential, developing objectives and plans to profitably exploit the market within Canada;
• Anticipating and planning for potential risks and opportunities;
• Leading the development and execution of annual sales plans for each region; Participating in the review of sales strategies and processes, for large value opportunities culminating in the closing of complex transactions.

Develop and guide the implementation of long and short term strategies, policies and programs for HFS by:

• Understanding market and micro-market dynamics, sales opportunities, risks and centres of influence to direct our team toward the highest potential opportunities
• Interacting with product groups to ensure the product line matches market needs and that the Bank's range of services remain competitive and profitable;

Developing and maintaining the overall quality of the Bank's mortgage portfolio and client base by:

• Monitoring/reviewing development and trends of the portfolio, with recommendations and execution of tactics designed to maximize profitability, customer satisfaction;
• Ensuring adherence to regulatory and internal requirements.
• Builds a high performance environment and implements a people strategy that attracts, retains, develops and motivates their team by fostering an inclusive work environment; communicating vison/values/business strategy and managing succession and development planning for the team.
• Develops and instills a mindset of recruiting and onboarding only the highest quality team members with the highest potential for success
• Sets and upholds standards of character and ethics, in line with the Scotiabank Code of Conduct, using a principle-based approach to leadership and instilling team values.

Improve sales productivity by:

• Creating and maintaining an effective sales culture, and ensuring implementation of sales management practices and techniques in line with maximizing results;
• Measuring and monitoring business development plans and products, and individual/unit sales results;
• Conducting regular sales opportunity reviews with Direct Reports.

Communicates and the Bank's risk culture, into activities so as to:

• Embed prudent risk taking into day-to-day management, planning and decision-making;
• Implement controls and processes to effectively identify, report and monitor risk; and ensure timely action is taken to effectively manage and mitigate risks, including prompt escalation of breaches of management limits or risk appetite measures as per established processes.

Lead and manage direct reports, build a cohesive sales management team and ensure effective use of human resources to support business objectives by:

• Establishing performance standards and holding the team accountable to them
• Ensuring staff are knowledgeable of products, services and procedures relative to the needs of the customer and market area they service;
• Motivating and focusing efforts of the sales management team around the team principles of Build, Inspire, Win (launched in 2024).
• Develop and maintain a sales leadership talent pipeline to continue to elevate the strength of the sales leadership team (both Senior Manager and Director).
• Providing direction, coaching and training as required; developing and implementing plans for the continued development of direct reports and encouraging the development of the sales force at large;
• Recognizing performance and managing non-performance, leveraging tools inclusive of client feedback surveys to focus acitviites.
• Anchor Consumer Protection processes across the team (e.g., complaints management processes, Protection Navigator)
• Participating in Leadership Resource Planning.
• Maintain a market presence that builds and sustains the Home Financing Solutions brand to external contacts (realtors, clients) as well as potential recruits.
• Identifying key business contacts and centres of influence;
• Building and maintaining internal relationships with key players/contacts;
• Representing the Bank at various industry and community events.
• Give back to the community through promoting volunteer opportunities across the team and encouraging sales teams to develop strong relationships in their micro-markets.
• 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.
• Builds a high performance environment and implements a people strategy that attracts, retains, develops and motivates their team by fostering an inclusive work environment; communicating vison/values/business strategy and managing succession and development planning for the team.
• The Vice President, Home Financing Solutions is expected to exercise a high degree of independent judgement with respect to the frequency and duration of sales management activities and within approved authorities and Bank policies. The incumbent is expected to regularly advise the Senior Vice President, RESL & SMA on trends, issues and results.

Education & Experience

• Undergraduate degree required and MBA Preferred
• Mortgage Background

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