Scotia Jarislowsky Fraser Market Lead

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Scotia Jarislowsky Fraser Market Lead

lead · Retail & Commercial Banking

Requisition ID: 270021

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

Purpose:

The Market Lead is responsible for driving sustainable and profitable growth in the assigned market by enabling Portfolio Managers, Associate Portfolio Managers, Wealth Managers, Wealth Associates, and administrative teams to deliver exceptional client service with greater consistency, efficiency, and capacity. This role combines market leadership, relationship management, operational discipline, compliance oversight, and people leadership to ensure the business is well positioned to retain, deepen, and grow high net worth and ultra-high net worth client relationships.

The incumbent acts as a trusted business partner to Portfolio Managers and regional leadership by strengthening day-to-day operating routines, reinforcing risk and compliance expectations, supporting human resources and workforce planning activities, and removing operational friction that may limit client-facing capacity. By building a disciplined, well-controlled, and highly engaged market environment, the Market Lead helps Portfolio Managers focus more time on value-added client conversations, business development, referrals, and holistic wealth advice—thereby improving the client experience and accelerating market growth.

Major Accountabilities:

1. Enables exceptional client service and relationship growth by strengthening the support model around Portfolio Managers and client-facing teams by:

• Supporting the development of professional, mutually beneficial, and profitable client relationships by ensuring Portfolio Managers and client service teams have the operating support, resources, and routines required to deliver consistently;
• Ensuring client relationships receive timely and proactive attention by helping coordinate service delivery, clarify ownership, and remove operational barriers that may impact the client experience;

• Consistently delivering the desired client experience during all client interactions;
• Using strong knowledge of the Bank’s, Canadian Wealth Management and Scotia Jarislowsky Fraser offerings;
• Partnering with all internal product/service business partners, as required ensuring client needs are met;
• Actively listening and seeking client feedback on products, services and the delivery of the client experience;
• Consistently executing on service standards regarding proactive contact, central client point of contact, recording and maintaining the Client Contact database;
• Responding to client, resolving problem situations autonomously when they arise;
• Proactively identifying and implementing strategies to address client needs;
• Monitoring of client accounts to ensure optimal profitability is maintained in each relationship.
  
  

2. Supports disciplined investment management and advisory execution by ensuring Portfolio Managers have the structure, information flow, and service support required to deliver advice efficiently by:

• Supporting the consistent execution of KYC, IPQ, suitability, and client discovery routines so Portfolio Managers have complete and current client information to inform advice and asset allocation decisions;
• Helping ensure advisory and investment recommendations are supported by disciplined documentation, established processes, and alignment with client objectives, risk tolerance, income needs, and long-term goals;

• Collaborating with the Centralized Portfolio Management group and using defined investment management processes to communicate advice to clients on their strategic asset allocation, models and underlying investment portfolio;
• Actively managing the client’s Financial Plan and wealth strategy and participating in the client’s annual Financial Plan review process.

3. Accelerates sustainable market growth by translating business development priorities into disciplined execution routines, sales support, and team capacity by:

• Serving as the primary leadership contact for Scotia Jarislowsky Fraser (SJF) within assigned market;

• Developing and managing business plans, sales priorities, marketing strategies, and execution routines that help Portfolio Managers convert opportunities, deepen existing relationships, and grow assets and revenue;

• Networking and maintaining a strong market profile with client segment and with both internal and external contacts/stakeholders;

• Using defined SJF business development and sales planning processes to identify new opportunities, attract new clients, consolidate assets from existing clients, and create repeatable practices that improve Portfolio Manager productivity and growth capacity;

• Partnering with the Financial Consultants in the business acquisition process;
• Executing on marketing strategies to attract and retain valuable clients by providing internal/external professional presentations and reports and conducting prospect meetings;
• Building and maintaining an awareness of local market and general economic conditions;
• Identifying referral opportunities for Scotia Wealth Management & Bank partners;
• Liaising with Bank & Wealth specialists to stay abreast of new enhancements, products and services, as necessary.

4. Leads operational effectiveness, compliance discipline, risk management, and control routines that increase Portfolio Manager capacity and protect the client experience by:

• Creating a disciplined operating environment that enables Portfolio Managers to spend more time on client-facing, advisory, and growth-oriented activities by reducing administrative friction, clarifying accountabilities, and improving workflow execution;
• Overseeing adherence to Bank, Scotia Wealth Management, and Scotia Jarislowsky Fraser standards, policies, procedures, and regulatory requirements as they relate to new and existing client relationships, account documentation, suitability, KYC, supervision, and ongoing service routines;
• Monitoring operational and compliance routines, including outstanding documentation, account opening and maintenance activities, annual review requirements, training completion, audit readiness, exception reporting, complaint handling, and issue escalation;
• Partnering with Compliance, Operations, Human Resources, Finance, Technology, and regional leadership to resolve issues, remediate gaps, support change initiatives, and ensure the market operates within a strong risk and control culture;
• Maintaining a strong working knowledge of operational processes, systems, supervisory routines, and service workflows in order to identify coaching opportunities, close process gaps, and improve team efficiency.
  
  5. Executes the sales, service, and capacity management strategy for the Scotia Wealth Management Office by:
  
  

• Providing expertise and guidance to the SJF team and team of experts for the PIC business and acting as the SJF lead in the local marketplace;
• Actively managing performance of direct reports against goals and/or business plans that are defined nationally;

• Supporting Portfolio Managers and relationship managers in acquiring new Scotiabank and SJF relationships by ensuring sales support, internal coordination, and service readiness are in place;
• Designating primary relationship manager assignments and coverage models to balance workload, improve responsiveness, and ensure clients are supported by the most appropriate team resources;

• Championing and facilitating the sharing of best practices to enhance client and relationship manager experiences (e.g. strategy & business development campaigns);
• Ensuring team maintains a strong understanding and working knowledge of all of Scotiabank’s capabilities in order to recognize and facilitate opportunities for cross-sell;
• Providing supervisory mentorship to develop direct reports, as they complete their regulatory requirements
• Meeting regularly with direct reports to review business development plans and provide coaching and feedback;
• Ensuring the use of structured sales disciplines in all business development activities;
• Participating in joint business development and client relationship management activities on a regular basis;
• Ensuring review of direct report’s business plans are completed and any corrective actions are taken to address gaps in performance against targets;
• Facilitating regular sales management meetings;
• Providing strong team leadership to motivate and develop individual and team performance;
• Utilizing enablers and adopting technologies (e.g. dashboard reporting, CRM etc.) to effectively manage the assigned market;

• Executing recruitment, onboarding, workforce planning, employee lifecycle support, and capacity planning activities for the centre in partnership with Human Resources, including candidate coordination, interview support, onboarding plans, role changes, departures, coverage planning, training follow-up, and service continuity planning.
  
  6. Provides leadership, HR support, and people management discipline to build a high-performing, engaged, and scalable team environment by:
• Driving the internal communications process by ensuring all employees are aware of key priorities, policy changes, operational requirements, corporate goals, deadlines, and critical updates affecting clients and the team;

• Fostering and developing a strong, positive team environment, driving employee empowerment, innovation and a high degree of engagement;
• Exhibiting an ability to listen, negotiate and communicate goals;

• Ensuring performance management, goal setting, coaching, employee development, mandatory learning, and role-readiness routines are in place and consistently followed for all employees on the team;

• Sharing knowledge, experience and responsibility with employees in a drive for the highest standards of professionalism, sales and service excellence;
• Regularly scheduling one-on-one coaching with direct reports;
• Identifying and supporting training and developmental needs of team members and participation in the development of training programs;

• Managing staffing requirements, coverage models, workload distribution, vacation planning, onboarding priorities, and departmental capacity to ensure Portfolio Managers and client service teams are appropriately supported.

7. Contributes to the effective functioning, scalability, and growth of SJF by:

• Building effective working relationships across the team and with various business lines and corporate functions;
• Facilitating a culture of open and honest communication by actively participating and contributing to touchbases, team meetings, encouraging the generation of new ideas and approaches and actively sharing knowledge and experience to enhance the development of all team members;

• Developing and executing meaningful employee development, operating, and service-improvement plans that strengthen team capability, improve consistency, and support sustainable market growth.
   

Education & Other Skills:

• University Degree (Business, Economics, Accounting, Finance);
• Required: CSC & CIM, or its predecessor CIF;
• Asset: CFA;
• Minimum 5 years direct experience in discretionary investment management, covering both financial analysis and managing portfolios (individuals, estates, trusts, pension plans, foundations,registered accounts), with an expert understanding of investment returns, potential risks and the associated tax implications.
• Thorough investment management know-how and depth of experience required as it relates to understanding economic and market data in order to describe the firm’s investment strategy to partners and clients;
• Strong ability to explain financial and wealth strategies and concepts integrated with firm-wide investment strategies;

• Expert relationship management, operational leadership, team leadership, and people management skills;
• Strong business development skills, with the ability to connect operational excellence, disciplined execution, and sales management routines to improved client service and market growth;

• Strong communication and influencing skills;
• Strong interpersonal, communication & listening and people management skills;

• Strong understanding of wealth management operations, supervisory routines, compliance requirements, documentation standards, audit readiness, issue escalation, and control processes;
• Experience supporting HR-related activities such as recruitment coordination, onboarding, role transitions, employee development routines, training follow-up, workforce capacity planning, and performance management support;

• Results/Goal achievement oriented;
• Self- motivated and disciplined;
• Executes with Integrity;
• Proficient in the completion of a Financial Plan;
• Thorough knowledge of each CWM & SJF Business Line’s value proposition.
• Thorough knowledge of the full CWM product and service offering in order to identify opportunities across the Scotia Wealth Management Working knowledge of the products and services offered by Scotiabank partners in order to identify and refer clients as appropriate.

 In addition to French, the successful candidate must also have sufficient knowledge of English, as the work involves interacting and collaborating regularly with groups and individuals based in Toronto, as well as constantly interacting with other people, including clients, who speak English, locally and elsewhere. 

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. Jarislowsky, Fraser Limited (“JFL”) is a wholly-owned subsidiary of The Bank of Nova Scotia (“Scotiabank”) and operates as a distinct business division. JFL manages the portfolios of pension funds, foundations and endowments, corporations and high-net-worth individuals in Canada and internationally.

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. If you require technical assistance, please click here. Candidates must apply directly online to be considered for this role. We thank all applicants for their interest in a career at Scotiabank; however, only those candidates who are selected for an interview will be contacted.