District Senior Manager, Financing - Saskatchewan and Manitoba Area

Requisition

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

As the District Senior Manager (DSM), Home Financing, you are responsible for leading a team of Home Financing Advisors (HFAs), Home Financing Associates (Associates), and Home Financing Officers (HFOs) towards achieving established sales targets and meeting the overall goals for the Home Financing Team. You will work closely with HFAs to ensure that sales management activities, disciplines, and behaviours are instilled and sustained to meet business objectives of Home Financing Solutions.

To a large extent, the focus is on sales and people management by providing value-added feedback and coaching to HFAs to help them realize their fullest potential to maximize mortgage sales and revenue. In addition, you will provide support to the Regional Sales Director (RSD).

• Deliver objectives as measured within a Balanced Scorecard (BSC) that includes (but is not limited to):
• Financial Objectives: funded mortgage volume, cross-sell, key partner development, productivity.
• Customer
  
  Experience:
  
  measured by survey results (Business to Customer & Business to Business).
• Operational Effectiveness: risk, compliance, operational process.

• Focusing on sales management activities and principles.
• Providing direction, guidance and support as required (e.g., facilitating realtor presentations).
• Fostering the ongoing relationship between the Bank and those who can refer mortgage business.
• Conducting coaching sessions, quarterly sales meetings, skill-building sessions, and touch bases (including team sales meetings).
• Observing interactions with customers and referral sources, and providing value-added feedback to the HFAs.
• Working with Regional Sales Directors to prepare and obtain agreement on individualized business plans for HFAs, ensuring all required sales activities and disciplines are in place, including recommending changes to levels and draws.
• Acting as a mentor to HFAs, Associates, and HFOs.

• Defining clear roles, tasks and expectations.
• Developing and implementing marketing strategies (e.g., providing content input to the Regional website) to maximize business opportunities for sustainable growth.
• Demonstrating creativity by championing new and innovative approaches and supporting employees during change with leadership and encouragement.
• Motivating and focusing the efforts of HFAs through business development activities, referral management, and ongoing relationship building.
• Resolving issues and negotiating compromises between HFAs and partners from other Scotiabank groups (e.g., Shared Services, Lending Support, Domestic Branches) to meet objectives and overcome obstacles.
• Ensuring employees fully understand and comply with the Bank’s Privacy Code, guidelines for business conduct, Anti-Money Laundering/Anti-Terrorist Financing requirements, Financial Consumer Agency of Canada requirements, and Know Your Customer requirements.
• Escalating issues, obstacles and trends to the Regional Sales Director with recommendations and solutions.

• Recommending all new hires for HFAs, Associates and HFOs.
• Preparing probationary reviews, including final recommendations.

• Defining appropriately high standards for self and others.
• Negotiating goals and priorities and monitoring results.
• Identifying, initiating, and directing tactical responses for ongoing improvement (action plans).

• Identifying key business contacts within the mortgage business, such as real estate agents, builders, lawyers, etc., and meeting regularly with these sources.
• Working with District Vice-Presidents, Community Managers and Branch Managers to develop customer relationships.
• Seeking to develop Home Financing Advisor skills and expertise in…