Senior Manager, HFS Sales Support Team - Winnipeg, Calgary & Vancouver

Scotiabank; Vancouver; On-site; CAD 120,000 - 170,000; Full time

Job summary

Scotiabank in Canada is seeking a Senior Manager, Home Financing Solutions (HFS) Sales Support Team to oversee ~25 HFOs and HF Associates, aligning national delivery and output across regions.

You will drive staffing calibration, recruitment/onboarding, training, coaching, compensation tracking and business development support for Home Financing Advisors, while embedding risk controls and Scotiabank values in day-to-day operations.

Qualifications

• University degree required.
• 8+ years of relevant work experience.
• Bilingual English and French preferred.
• Strong judgement and financial acumen.

Responsibilities

• Lead staffing calibration for ~25 HFOs/HF Associates across regions.
• Coordinate recruitment, onboarding and training for new hires.
• Develop coaching and performance management programs using sales data.
• Oversee compensation tracking with the Variable Compensation team.
• Support business development activities for Home Financing Advisors.
• Standardize tasks and delineate responsibilities for HF Officers and HF Advisor Associates.
• Collaborate with Regional Directors on change management and sustainment of initiatives.
• Ensure adherence to risk, conduct and AML controls in daily operations.

Skills

Leadership

People management

Bilingual English/French

Financial acumen

Sales effectiveness

Education

University degree

Job description

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Requisition ID: 275469 Join a purpose driven winning team, committed to results, in an inclusive and high-performing culture.

The Senior Manager, Home Financing Solutions (HFS) Sales Support Team oversees the Home Financing Officers (HFO), and Home Financing Associates (HF Associate) who are paired with some of our top Home Financing Advisors (HFA) to support mortgage application processing, business development and other administrative tasks. This role will lead and unlock efficiencies across the sales support team, ensuring consistency in how the support team is being leveraged and the quality of its output nationally.

The Senior Manager HFS Sales Support Team will be responsible for staffing calibration, recruitment and onboarding, compensation tracking, coaching, professional development and performance management for a support team of ~25 HFOs and HF Associates each. Additionally, the incumbent will be responsible for delivering sustainment training for HFAs in their geographic region and supporting the creation of customized sales support material for local business development activities.

Is This Role Right for You? In this role, you will:

• Team Calibration: manage requests for new support staff assignments from HFAs nationally and determine national coverage model that is equal across regions given HFA goals and output. Establish thresholds for support staff assignment based on HFA sales and targets, and continually review those thresholds to ensure national alignment. Ensure all support staff are fully resourced with HFAs.
• Recruitment, onboarding, training: for new and existing support staff:
  • Recruitment: target and establish pipeline of recruits who want to learn HFS processed and aspire to being HFAs
  • Onboarding: work closely with onboarding team to optimize and enhance onboarding and first 30 days experience for new hires
  • Training: deliver skill builds, key system knowledge, and support training for new and existing hires, including sessions to drive efficiencies and standardization across the sales support team
• Performance Management & Coaching: Utilize existing sales data and reporting to formalize a coaching and performance management program for the sales support team. Establish a feedback loop with the HFAs being supported to ensure relevant coaching is being delivered and development is being tracked.
• Compensation Tracking: Regular oversight of the compensation sharing process (e.g. where a sales support role is supporting multiple HFAs). Manage escalations and incentives working closely with the Variable Compensation team. Monitor and manage support staff compensation impacts related to being paired with new HFAs.
• Business Development: track business development targets for Home Financing Advisor Associates and provide support for marketing activities for Home Financing Advisors.
• Role Development: establish and standardize tasks for both Home Financing Officers and Home Financing Advisor Associates to delineate responsibilities and standardize operations.
• Change Management: work in close partnership with Regional Directors on change management and sustainment of HFS national initiatives (e.g., Key Partner Program refresh).
• Understand how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions.
• Crates an environment in which their team pursues effective and efficient operations of their respective areas in accordance with Scotiabank’s Values, its Code of Conduct and the Global Sales Principles, while ensuring the adequacy, adherence to and effectiveness of day-to-day business controls to meet obligations with respect to operational, compliance, AML/ATF/sanctions and conduct risk.
• Builds a high-performance environment and implements a people strategy that attracts, retains, develops and motivates their team by fostering an inclusive work environment and using a coaching mindset and behaviours; communicating vison/values/business strategy; and, managing succession and development planning for the team.

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

• University degree and 8+ years of relevant work experience
• Strong judgement, critical thinking and financial acumen required
• People management experience is an asset
• Bilingual – written and verbal fluency in English and French
• Strong understanding of sales effectiveness principles, approaches and tactics
• Knowledge of the mortgage industry and Scotiabank’s real estate secured lending strategy

Location(s): Canada : British Columbia : West Vancouver || Canada : Alberta : Calgary || Canada : British Columbia : Vancouver || Canada : Manitoba : Winnipeg

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.