Requisition ID: 225674
Join a purpose driven winning team, committed to results, in an inclusive and high-performing culture.

As the Managing Director, Global Family Office Group, your primary focus is coverage of Ultra-High Net Worth (UHNW) individuals and family offices. This involves working closely with senior leadership across Global Wealth Management, Canadian Banking, International Banking and Global Banking and Markets to identify potential clients and enhance cross-sell opportunities through a coordinated approach that delivers all of Scotiabank's services to our highest value clients.

You will liaison between customer and Bank partners and be responsible for creating and maintaining strategic relationships. You are responsible for executing against a "total wealth" strategy that leads with comprehensive wealth management solutions for (UHNW) clients. This will involve working across business lines and business channels to provide a holistic UHNW client experience that deepens existing relationships and attracts new ones. The candidate will be involved in creating and managing business plans, development and positioning of the client value proposition and the identification of potential clients via internal and external business partners.

You will manage the business in accordance with the goals and objectives to grow assets, revenues and profitability while managing risk, compliance, operational efficiencies, expenses and talent requirements.

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

1. Acquire new and deepen existing relationships with Ultra-High Net Worth individuals and family offices:
• Grow client base by closing deals in a timely manner
• Grow assets under management (AUA) by obtaining referrals for new clients, and other internal partners / external centers of influence
• Achieve growth goals for assigned geographic areas of focus for the Business
• Ensure specific plans and initiatives are executed/delivered to support the team's business strategies and objectives
• Grow UHNW Business by number of services provided to increasingly larger client base
• Deliver customized financial solutions that extend beyond traditional banking to meet the unique needs of UHNW and family office clients
• Being able to deliver to the best clients of the bank a consistent and homogeneous offer and have demonstrated an ability and seniority to successfully "navigate" the Bank to fulfill clients expectations
• Strong capacity to strategic influence all areas of the bank to be able to deliver a differentiated value proposition to the UHNW segment
• Delivering on the value proposition for UHNW clients in the advisory marketplace
• Being the first point of contact for senior leadership referrals for UHNW Wealth Management solutions
• Maintaining a deep understanding of the Canadian & Global Wealth Management Advisory/Distribution marketplace, strategies, key competitors, their offerings / market positioning, client segmentation, technology trends, etc.
• In conjunction with broader team; create, and execute an independent UHNW client event; hosted in Toronto for Principals, Family Office Teams, COIs (selectively), Scotiabank business partners (Country Managers and Team/Business Leaders). The goal of these events is to generate several leads, prospects and relationships to drive continued growth/revenue of our business.

2. Managing client pitch preparation and execution to potential UHNW individuals and family offices by:
• Identifying, securing and managing wealth Subject Matter Experts on an interim basis to support the execution of individual client engagements and create total wealth management proposals
• Overseeing the formulation of the pitching strategy, client research, data preparation, marketing materials and presentations
• Managing and coordinating key stakeholders as and when required
• Maintaining communication and ongoing contact with key clients
• Participating in client presentations/meetings
• Supporting Senior Executive and Board of Director referrals for Wealth Management and the communication of the referral outcome
• Continuing to develop a coordinated approach that will facilitate the delivery a seamless offering of all our Wealth Management services to our highest value clients

3. Team Membership and collaboration
• Communicate and reiterate GFOG's Vision and Strategy to key client facing partners in Canada and throughout Scotiabank's global footprint
• Work closely with stakeholders to champion and embed GFOG as the single most valuable solution for their ultra-high net worth individual
• Business development, strategic alignment with key business partners – top proficiency
• Sharing knowledge, experience and responsibility with SMEs in a drive for the highest standards of professionalism and service excellence
• Building strong effective working relationships with various business line, internal and external stakeholders
• Fostering a collaborative environment between SMEs and key stakeholders
• Providing support to and acting on behalf of the Managing Director when required.

Do you have the skills that will enable you to succeed in this role? We'd love to work with you if you have:

• Bilingualism in both French and English would be an asset but not required
• Excellent knowledge of Wealth Management products and service offering
• High level of discretion required in dealing with confidential matters.
• Excellent understanding of wholistic wealth services including structuring, private banking and brokerage product and services and client experience models in high end offerings
• A sound understanding of the Bank's risk appetite as well as a broad understanding of the Bank's structure, operations, policies and procedures.
• Solid understanding of Commercial banking, GBM, and other bank areas
• Possess tactical planning and implementation skills.
• Highly motivated, innovative and results-oriented individual with excellent analytical skills.
• Superior analytical, and oral and written communication capabilities are essential.
• Excellent interpersonal, communication and negotiation skills in order to build consensus and obtain co-operation.
• Ability to think and respond quickly, able to adapt to change readily
• Strong Relationship Building and Strategic Influencing skills to gain support of the International Banks' product and supporting organizations.
• You should possess very strong leadership, decision making, strategic thinking, project management, time management, communication and interpersonal skills.
• Proven negotiation and presentation skills are vital components of the job requirements.
• The position has a high degree of visibility and must be able to deal effectively and persuasively with the Bank's senior management, executive committees and externally on a variety of matters.
• You must be forward-thinking, be able to work well in a team and independently with minimal direction to organize his/her workload and priorities under considerable time pressure to meet stringent deadlines.

Preferred:

• University degree with approximately 10-15 years' experience in the financial services industry.
• Prior work experience in Wealth Management
• Credit and Risk Management experience is an asset
• CFA and/or CPA an asset
• IIROC and/or OSC licensing an asset

Dimensions

• Strong knowledge of the wealth management industry and factors that influence it (i.e. market trends, client needs, competition, economic & regulatory environment)
• Strong strategic thinking ability, to understand the Bank's and GWM's broad operating environment and value proposition
• The ability to manage multiple projects simultaneously while maintaining a high standard of work
• Solid experience in leading and developing client pitch preparation including the building of pitch books and presentation materials
• Strong research, quantitative and analytical skills to assimilate complex information into recommendation or reports
• Expert client management skills, preferably experience in working with UHNW, family offices, and institutional clients
• Knowledge of and demonstrated success in sales management technique and prospecting
• Strategic influencing skills to effectively persuade and influence peers and senior management

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.