Wealth Sales Coach

Overview

Toronto Corporate Office, Etobicoke, ON M8X 2X3, CAN

At Meridian our aspiration is to integrate our purpose into everything we do for people, the planet, and communities. We believe that our greatest opportunity is to create opportunity and meet people where they are.

You are responsible for providing guidance and training to financial planning professionals, specifically focusing on wealth management products, services and their individual practices. The Wealth Sales Coach helps financial planning teams develop effective strategies to attract and retain high-net-worth Members, increases sales performance, and achieves yearly objectives. The Wealth Sales Coach may also provide mentorship, conduct sales training sessions, analyze sales data, and offer personalized coaching to enhance the skills and knowledge of sales staff.

The Wealth Sales Coach supplements the capacity and capabilities of the Regional Vice President, Wealth to help through an indirect reporting line to the Senior Financial Planning team they support. The Wealth Sales Coach also supports the onboarding and development of new Senior Financial Planners as required. The Wealth Sales Coach also supports the overall network skills to help uncover Member opportunities through CRM leads and uses this lever to add incremental meetings and prospecting which also helps to improve asset consolidation opportunities and net new Member growth.

In certain markets, when needed, the Wealth Sales Coach will also be deployed to up-skill sales practices or tool usage across the network.

• Leadership Support and
  
  Coaching:
  
  Deliver coaching to build financial planners skills on specific knowledge areas or to refine member engagement tactics, e.g. financial planning via Conquest, sales activity management, sales quality etc. (coaches are seen as investment experts)
• Assist in leading a financial planning sales force by increasing both gross and net wealth sales by conducting personalized coaching sessions (virtual or in-person)
• Provide internal technical consultancy in area their area of expertise surrounding investment products, investment accounts, basic tax advantages, and entry level financial planning techniques
• Establish and build on key relationships with Retail branch managers. Increase Member engagement activities of the financial planning sales force by working with branch managers to provide in-branch support. Accelerate Members referral activities for deeper discovery discussions with quality financial planning and investment opportunities
• Build and establish coaching activities and training plans to drive the financial planning teams activities with quality financial planning aligned to both Conquest and Cap Intel usage with respect to portfolio analysis
• Facilitate in-person and remote coaching sessions in groups and/or one-on-one for areas of expertise
• Maximizes effectiveness of sales force by determining and solving training needs while developing and delivering internal training courses/programs targeting new hire orientation, product training, sales process and consultative selling, sales effectiveness, presentation skills, phone selling skills, etc

• Deepen front line knowledge of various wealth platforms for financial planning via Conquest, and other key Member engagement opportunities
• Assist in implementation and adoption of new policies, process and tools related to Financial Planning via Conquest as required
• Keep apprised of external Financial Planning trends at external Financial Institutions and offer insights to build stronger Financial Planning capabilities
• Champion adoption of CRM Dynamics 365 including answering advisor questions/concerns, along with the ability to utilize the reporting and analysis within CRM for leader consultation and coaching purpose
• Effectively use performance KPIs, Member feedback, and knowledge of top performers to accelerate the onboarding and drive the development of newly hired and core contributing sales representatives
• Effectively deploy coaching techniques and using structured development plans to help sales representatives learn and…