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Reporting to the Associate Vice President, the GM is responsible for providing leadership, direction, and coaching to the managed client sales and service teams and support functions in order to ensure maximum sales and service delivery effectiveness across multiple client offers and to drive growth in business results through the deepening of client relationships.
Provide effective leadership, at the Cluster level, to the advisory sales and support team to achieve high performance levels. Build a culture emphasizing collaboration in the delivery of highest-quality service and trusted financial advice across multiple client offers.
Lead the sales process to maximize profitability (revenue, funds managed growth), productivity, and client satisfaction. Provide support and training to ensure the sustainment and effective use of contact and sales planning tools.
Monitor the progress of sales volumes to business/sales plan. Typically the cluster is expected to produce gross revenue of approximately $9.7 million, average Direct Operating Expense budget of $1.7 million and a Funds Managed Growth target of $1 million.
Establish on-going recruitment efforts to identify and select high potential sales and support candidates for the Cluster while managing FTE count at Plan.
Ensure effective deployment of resources, making appropriate decision to ensure delivery of efficient and effective client experience while maximizing business opportunities.
Establish effective Cluster strategies for deepening the relationship with clients in all offers, while increasing share of wallet, decreasing attrition rates and improving service use count.
Responsible for the relationship management and effective partnerships in the Cluster to ensure clients are aligned to the appropriate offer.
Provide leadership to enhance the client experience through embedding the sales and service management methodology to all the employees within the Cluster, ensuring the client is introduced to the right offer and/or partner (e.g. Wood Gundy, CIBC Private Investment Counsel) for their needs.
Monitor compliance on the financial advice component and ensure all aspects of risk are effectively managed within the Cluster.
Ensure that CIBC s policies and programs are properly administered and effectively managed within in the Cluster.
Develop and manage an effective Cluster business plan, standards, initiatives and establish activities for Relationship managed Clients ensuring effective implementation and alignment with Market, Regional, and Retail Distribution initiatives.
Establish effective Cluster strategies for increasing the number of high value clients and share of wallet while maximizing the leads generated by branch banking colleagues.
Provide on-going advice, guidance & mentoring to direct reports, including coaching on sales and service management disciplines, tools and techniques, processes and standards, and involvement in complex client negotiations.
Work in partnership with the Client Service Manager to ensure consistent coaching and alignment of messaging in the overall leadership and guidance of the cluster team.
Responsible for the relationship management and effective partnerships with key colleagues (e.g. District Leadership team, General Manager Segment Delivery, Manager Segment Delivery, GM Credit Management etc).
Establish and maintain contact with key CIBC clients and community groups.
Lead business development initiatives within the Cluster through active involvement in the business community.
Ensure the implementation of Retail Distribution programs, process changes, and initiatives at the Cluster level.
Provide leadership to enhance the employee experience and creates a performance-driven culture within the Cluster while ensuring continual improvement of the capabilities of the sales team within the Cluster.
Ensure appropriate reward and recognition activities are implemented within the Cluster that are aligned with District, Market, Regional, and Retail Distribution programs.
Implement and sustain the sales planning methodology through on-going coaching and validating continued usage by sales force to ensure consistent efficient and effective client experience while maximizing business opportunities.
NOTE : For GMs who work in an IDA management capacity :
The IDA Branch Manager is responsible for managing the general operation of a Branch office and all associated sub-Branch offices. As part of these duties, this individual is the person who is registered with the IDA as being responsible for the primary level of supervision of all activities within the branch including, but not limited to:
- ensuring the proper registration is held by advisers,
- the oversight of account activity,
- the assessment of advice given to clients; and
- the review of incoming/outgoing correspondence.
The IDA Branch Manager is responsible for helping ensure that the management of client business is within the bounds of both regulatory and ethical conduct, consistent with just and equitable principles of trade and it is not detrimental to the interests of the securities industry or CIBC. This registered person must advise senior sales management and CIBC Wealth Management Compliance of any significant issues.
Successful completion of the Canadian Securities Course (CSC) upon start date.
- Successful completion of the Conduct and Practices Handbook (CPH) within 3 months of start date.
- BMC (CSI) - completion within 6 months of start date
- EMS - within 12 months of BMC completion
- PFPC/WME - completion within 18 months of start date
- IIROC (formerly IDA) license required
(PLEASE NOTE: Employees in Quebec will need to have CSC Accreditation as of start date and complete the IQPF instead of the CFP. It is a requirement that the IQPF be completed within 5 years of hire, with a minimum of 2 courses per year)
o Successful completion of the Branch Managers Course (BMC) within 3 months of the CPH is a requirement.
- Successful completion of the Effective Management Seminar (EMS) within 12 months of obtaining the BMC is a requirement.
Effective leadership capabilities.
Strong business development expertise.
Well-developed sales management and advisory coaching experience and skills.
Superior people management and development capabilities.
Proven ability to provide financial advice and solutions to meet client needs through a high performing sales and service team.
Excellent relationship building skills to establish key relationships with District and Market sales leadership and a diverse sales force.
Ability to provide the appropriate ongoing learning and coaching to ensure the continuous improvement of the capabilities of the sales team within the Cluster.
Strong influencing skills sufficient to lead and shape thinking and decisions while responding to underlying concerns of the Cluster s sales, service and support team, particularly through change.
District and cluster leadership team, management and peers.
External clients and community groups to promote the interest of CIBC.
Key local partners in Wood Gundy, CIBC Private Investment Counsel.
Other groups within CIBC World Markets.
Managing direct reports in multiple locations and in some instances across remote geographies.
Balancing the achievement of the cluster sales plan against ensuring all. aspects of risk are effectively managed in the cluster.
Sales and service leadership for breakthrough results in a highly competititve marketplace.
Forward and strategic thinking
Developer of people
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