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Abbotsford BC Permanent Posted: Wednesday, 13 June 2018
Applicants must be eligible to work in the specified location

Requisition ID: 29737

Join the Global Community of Scotiabankers to help customers become better off.


As a member of your branch sales team you are responsible for contributing to your branch's overall success by meeting negotiated goals through effective management of your assigned portfolio of customers. Leading with a financial planning approach, you will develop opportunities to increase share of wallet from existing portfolios, and generate new customer acquisitions through referrals from assigned customers and Centres of Influence. Your defined goals will include sales targets, Sales Revenue Dollar (SRDs) targets, cross sell targets (as applicable) and activity-based metrics, along with non-financial objectives related to teamwork, customer service, operational and compliance requirements, and personal development.
You are responsible for contributing to the provision of personable, efficient, straightforward and knowledgeable service throughout your daily interactions with all customers and bank employees to foster relationships of mutual trust, respect and confidence.

Accountability 1

1. Provide a full range of customized financial solutions using a financial planning approach focused on building and maintaining long term relationships primarily with a portfolio of assigned customers by:
Creating comprehensive financial plans involving a more complex portfolio of financial services leveraging relevant financial planning tools modules and advice based tools and resources
Anticipating life events to effectively deliver relevant advice and solutions
Focusing on the targeted customer segment while supporting all other segments as required

Accountability 2

2. Primarily focus on retaining relationships and growing business by:
Understanding customer's financial goals and preferences, analyzing their needs and recommending the appropriate strategies and solutions to help them achieve their goals
Using Advice Tools to formulate and demonstrate the benefit of advice provided and support the solutions recommended with emphasis on meeting the customers long and short term investment needs
Planning and executing an annual marketing plan with weekly measurable targets including a prescribed # of customer contacts and financial plans/reviews completed each year
Highly proactive customer relationship management activities including customer contact and completing financial reviews, targeting 100% quality contact of assigned households each year
Identifying referral opportunities in response to changes in needs/preferences and where necessary, referring the customer to the appropriate Global Wealth & Insurance partners
Diarizing the next contact to proactively retain and grow the business

Accountability 3

3. Proactively prospect to identify additional sources of business by:
Preparing/delivering presentations and seminars to customers, prospective customers and Centres of Influence for business development purposes
Networking with industry specialists to remain knowledgeable and current in marketplace trends and legislation
Conducting outbound marketing activities to potential prospects
Asking for referrals from satisfied customers to grow the business

Accountability 4

4. Contribute to our defined Customer Experience Model(CEM), providing an excellent customer experience by:
Consistently delivering on our service and advice promise during all customer and employee interactions
Delivering on the complex advice expectations of our customers
Strictly adhering to compliance policies, procedures and processes
Maintaining a professional image that is a positive reflection of Scotiabank
Demonstrating a degree of flexibility to meet with customers at mutually convenient times/locations

Accountability 5

5. Contribute to the overall business objectives of the branch team by:
Acquiring, retaining and growing loyal customer relationships
Meeting established individual goals through effective management of activities and opportunities
Presenting existing and prospective customers with financial plans and acquiring off us balances
Actioning tailored customer leads as required

Accountability 6

6. Minimize the Bank's exposure to risk by:
Contributing to operational excellence and a satisfactory Branch audit
Staying current on retail lending compliance, regulatory compliance, Know Your Client (KYC) and custody requirements and changes
Adhering to Retail Lending policies and processes
* Adhering to compliance with regulatory activities and guidelines as part of the sales process, including Privacy, Anti-Money Laundering(AML)/Anti-Terrorist Financing, Financial Consumer Agency of Canada(FCAC), Know Your Customer(KYC), Canadian Deposit Insurance Corporation(CDIC), Mutual Fund Dealer Association (MFDA) rules, regulations and policies, as well as Scotia Securities Inc. (SSI) guidelines/processes and Guidelines for Business Conduct
Adhering to compliance with regulatory activities and guidance over Occupational Health & Safety
Ensuring strict adherence to Bank security procedures, including retail lending policies, assigned authorities and limits
Escalating fraudulent activities, unusual occurrences, issues/deficiencies/trends to your direct supervisor and/or Branch Manager and/or AML and/or Branch Compliance Officer or Alternate (BCO/ABCO) and/or Chief Compliance Officers and/or applicable Shared Services Department as appropriate

Complexity of Position

Expert knowledge of:
Financial Planning tools, all modules and Advice Tools
Financial Planning Process
Products, services, features and benefits and related policies and procedures of: Payments (Day to Day & Credit Cards), Borrowing, Investments and Insurance
Needs assessment and relationship development
Applying our defined Customer Experience Model during all customer interactions
Advice conversation techniques to discover opportunities
Marketplace trends

Thorough knowledge of:
Leveraging mobile technology deliver convenient, personalized service/advice
Self-service product solution
Applicable Branch technology platforms/systems
Customer life stages
Proactive solicitation and telemarketing techniques
Relationship building and retention activities, and negotiation techniques
Leveraging mobile technology deliver convenient, personalized service/advice
Competitor offerings
* Credit risk/adjudication policies and processes
Retail Lending policies and processes
5 C's of Credit: Character, Capacity, Capital, Collateral, Conditions
Regulatory compliance in relation to the sale of our products, storage of information and ongoing monitoring of customer relationship; specifically in relation to Know Your Customer requirements; Privacy, Anti-Money Laundering/Anti-Terrorist Financing, FCAC, CDIC and Occupational Health & Safety
Wills, Estate Planning and Creditor Insurance
Portfolio Analyzer
Customer Segmentation

Working knowledge of:
Small Business products, services and account opening process
Products and services provided by the Bank's specialized sales forces and other delivery channels such as Global Wealth & Insurance, National Mortgage Sales, and Commercial Banking
Branch routines and operating procedures
How business lines and centralized support areas work together to deliver on our service and advice promise

Key Contacts

Internal to Scotiabank

Branch Team
Service Team
Retail Sales Team
Small Business Sales Team
Branch Management

Customer Contact Centre Team
Live Agent

Global Wealth & Insurance
(Scotia Private Client Group and Scotia McLeod)
Financial Consultant
Commercial Banking
Commercial Real Estate Lending
Roynat Capital
Roynat Lease Finance
Scotia Mortgage Authority

Shared Services Departments

External to Scotiabank
Centers of Influence

Dimensions/Success Criteria

A range of 350-500 assigned households - of target customer segment to retain, grow and acquire off-us assets and liabilities
Highly proactive and focused on recommending financial solutions for assigned customers by providing holistic and comprehensive reviews and advice

Working Conditions

Standard office environment is provided, but due to the nature of the business, there is a risk of exposure to hold-ups, extortion, and bomb threats. Concentration is required when working with computer workstations. Customer demands are constant. Flexibility in operating hours and mobility is required to meet customer needs outside of branch hours and the branch operating environment.


Licensed to sell Mutual funds
Successful completion of the CIFP Diploma in Financial Planning (or Bank Recognized equivalent)
Completion of supported Continuing Education courses and activities

Excellent opportunity to join one of the most dynamic and forward thinking branches in BC. The successful candidate will be self motivated, energetic and flexible. This is a high volume branch with endless opportunitites for advancement. This branch is a six day branch. Hours will vary based on branch need throughout the six business days.

Location(s): Canada : British Columbia : Abbotsford

As Canada's International Bank, we are a leader when it comes to inclusion. We are a diverse and global team, speaking more than 100 languages with backgrounds from more than 120 countries. 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. Candidates selected for an interview will be contacted directly. If you require accommodation during the recruitment and selection process, please let us know. We will work with you to provide as seamless a recruitment experience as possible.

Abbotsford BC, Canada
2018-06-13 8:39:44 PM

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