Director, Mortgage Sales Enablement & Effectiveness

Role Overview

Lead the design, delivery and continuous improvement of sales enablement, training, communications, onboarding and business support programs that equip Home Financing Solutions, Scotia Mortgage Authority and Real Estate Secured Lending teams to operate effectively and achieve business objectives. Drive sales force effectiveness, broker partner engagement and operational excellence through the management of training, communications, broker and employee onboarding, compensation programs, sales support platforms, business development initiatives and performance feedback mechanisms.

• Establish and maintain a training curriculum for the Home Financing Solutions sales team, Scotia Mortgage Authority Broker Relationship Managers, and broader Real Estate Secured Lending team. Deploy and facilitate new employee and sustainment training to drive a results‑oriented sales culture anchored in Scotiabank’s core values.
• Create training and reference material for external partners (e.g., mortgage brokers and realtors) and support retail branch training programs.
• Draft, review and publish clear and effective mortgage‑related communications across all origination channels and support areas, including posts on CORE, Mortgage Central, Salesforce, the Broker Communication Website and other internal platforms.
• Oversee the onboarding and offboarding process for Home Financing Advisors, managing logistics and ensuring new employees have the information and resources they need to do their jobs.
• Lead the onboarding, offboarding and continual licensing of mortgage brokers. Maintain lead broker team structure and dedicated underwriting pairings.
• Manage supplier relationships for mortgage broker application platforms, oversee contract and third‑party risk requirements, monitor application volume and support issue resolution.
• Design, manage and execute key client events and broker partner engagements, including reward trips and leadership field engagements. Support internal employee recognition and training events including the HFS national conference, HFS Ruby Trip, and underwriting (BRM + HFLM) training conferences.
• Support continuous improvement of the Unified Compensation System used for disbursement of variable compensation payments to employees and external brokers. Monitor compensation trends, changes to HFS and SMA scorecards and compensation grids.
• Review expense statements for completeness and process supplier invoices in support of operations teams.
• Develop and anchor feedback loops to measure and improve sales and underwriting effectiveness. Work with channel and operations leadership to discuss trending and support them through tracking improvements.
• Build and champion a results‑focused, energetic, collaborative team culture based on trust, transparency and strong partnership with channel teams and other areas of the Bank.
• Understand how the Bank’s risk appetite and risk culture should be considered in day‑to‑day activities and decisions.
• Create an environment in which the team pursues effective and efficient operations in accordance with Scotiabank’s Values, its Code of Conduct and the Global Sales Principles.
• Build a high‑performance environment and implement a people strategy that attracts, retains, develops and motivates the team by fostering an inclusive work environment and using a coaching mindset and behaviours; communicating vision/values/business strategy; and managing succession and development planning.

• University Degree and 10+ years of sales effectiveness and/or sales experience.
• Expert knowledge of Scotiabank’s mortgage origination channels and sales process to funding.
• Expert understanding of sales effectiveness principles, approaches and tactics.
• Strong financial acumen with a full understanding of the P&L drivers of the mortgage business.
• Knowledge of real estate secured lending credit (e.g., adjudication of mortgage applications).
• Knowledge of the mortgage industry and Scotiabank’s real estate secured lending strategy.
• Knowledge of Scotiabank’s mortgage technology platforms that support application, adjudication, accounting, and servicing activities is an asset (e.g., MAPS, MIMS, TLS, OM, MFS).

• Diversity, Equity, Inclusion & Allyship – an inclusive culture that empowers every employee to reach their fullest potential and embraces bias‑free practices and inclusive values across Scotiabank.
• Accessibility and Workplace Accommodations – commitment to creating an inclusive and accessible environment for everyone.
• Upskilling through online courses, cross‑functional development opportunities, and tuition assistance.
• Competitive Rewards program including bonus, flexible vacation, personal and sick days, and benefits starting on day one.
• Community Engagement opportunities such as hackathons, contests, and other programs to promote belonging.

Location:

Canada – Ontario – Toronto