Director, Business Development and Revenue Optimization

Requisition ID: 214303

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

Purpose

The Director, Business Development and Revenue Optimization will act as a key contributor to the International Asset Management (IAM) growth strategy, optimizing revenue agreements with partners in Wealth, Retail and Institutional while developing new partnership opportunities with internal Scotiabank partners including Corporate & Commercial, Trust Businesses, Global Transaction Banking & others. The role will also work with external partners across the 7 Asset Management jurisdictions to review current sub-advisory agreements, identify enhancements and suggest changes as applicable.

This role will have significant input into the IAM business by leading optimization initiatives to analyse and manage all direct/indirect cost across the 7 IAM Mutual Fund platforms, setup fund/class level profitability, IB cost allocations and revenue per FTE. The role will analyse market trends from competitors, suggest changes to products and identify commercial opportunities. The director will build reporting tools to measure operating and distribution cost in all jurisdictions across similar distribution channels and client segments. The director will manage the successful design and execution of revenue enhancement initiatives, in collaboration with key business partners in head office and Asset Management teams internationally.

Is this role right for you? In this role you will

Business Development opportunities:

• Build a partnership and revenue optimization model with Corporate and Commercial to bring Asset Management solutions to their clients.
• Create a P&L framework between local Institutional teams and the Global Institutional team within SGAM to grow market share in key jurisdictions.
• Work with Trust units in Cayman, Bahamas, Peru, Colombia to offer local investment solutions to their clients.
• Implement a trailer fee and revenue share agreement between Asset Management and Wealth/Retail based on Asset Class.

Build business reporting capabilities across IAM jurisdictions responsible for the manufacturing and distribution of investment solutions:

• Produce and distribute market intelligence and competitor analysis for priority markets - Mexico, Chile and Peru.
• Communicate key monthly productivity metrics measuring flows, client acquisition activity and market performance against fiscal plan to all the heads of Asset Management for their review and action.
• Support the generation of standardized reporting metrics per investment strategy, investment teams and fund/class types for reporting within SGAM.
• Review and compare IAM capital flows in each jurisdiction against industry trends for discussion/action with Asset Management heads.
• Build profitability reporting models on profitability by distribution channels and client segments.

Business processes measuring capabilities and optimization:

• Work with finance teams to review and sign off on monthly headcount and expenses related to IAM P&L ensuring transparency and efficiency for direct and indirect functions supporting Asset Management teams.
• Support local Asset Management teams working with IWM finance in the yearly profit planning cycle, ensuring each market head growth strategies aligns with local competitors, IAM global strategy and key client segments.
• Design financial models to effective measure revenue per fund/class, FTE, distribution channels, investment strategies, and AUM levels.
• Work with finance teams to create profitability per client segments for each of the key IAM jurisdictions.
• Review and optimized cost allocations across all jurisdictions and help centralize functions as part of the Asset Management transformation when allowed by regulations.
• Work with IWM finance team to support the tracking of benefits from SIP expenditure initiatives for IAM and ensure benefits are obtain as projected in the relevant business cases.

Participate in the communication strategy for IAM business, including:

• Work with the VP on the creation of presentations and materials for a variety of audiences, including internal and external parties, which effectively impart business strategy, financial results and areas of focus the various audiences.
• Develop and implement communication strategies and plans in support of initiatives / changes

Do you have the skills to enable you to be successful in this role? We would love to work with you if you have:

• Undergraduate degree.
• Graduate degree or other designation (CPA, CFA, etc.) would be a strong asset;
• Minimum 10-12 years of work experience, dealing with Asset Management teams in an international environment.
• Strong knowledge of market trends and competitors within Latin America and the Caribbean;
• Results-focused, with strong project management skills;
• Excellent communication skills, both verbal and written; Ability to speak Spanish.
• Exceptional attention to detail and ability to manage large amount of data.
• Strong decision making, strategic influencing and leadership skills;
• Familiarity with the business planning process;
• Strong organizational skills; and
• Ability to work with various matrix teams across the Bank

Location(s): Canada : Ontario : Toronto

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. 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.