Director of Client, Product and Distribution Strategy

What is the Opportunity

The Director Cross-border Client Product and Distribution Strategy is responsible for the overall growth of the cross-border business including the evolution refinement and health of the cross-border value proposition P&L profitability and Advisor/Assisted channel strategy. The role is the face of Cross-border within National Office responsible for establishing and nurture strategic partnerships across LOBs shared services data Regional Banking etc. Owns EDB Product P&L ensures profitable client growth and develops cross-border acquisition and retention revenue strategy including key initiatives oversight and reporting. Leads the Cross-Border client strategy and products team responsible for the creation and supervision of the Everyday Banking growth strategy across RBC Bank (including Retail and Business Savings and Deposits accounts Debit Cards & Cash Access Foreign Exchange Credit Cards & Payments PLOCs Rewards & Partnerships). This role will develop forecasts for acquisition retention and engagement goals. This role will design and optimize pricing and offers across segments while also identifying segment expansion opportunities (retail and business) both within and outside RBC. Leveraging data and insights from the RBC Bank portfolio the role will develop cross-border engagement strategies to retain and deepen client relationships. In addition the Director will lead sales strategy and initiatives across assisted channels through advisor awareness and capability practice management and prospect experience. This is a critical leadership role between the U.S. and Canadian platforms to ensure alignment and further embed cross-border solutions to drive a One RBC approach. This role is responsible for driving accelerated business results through RBCs Advisor Network (including Regional Banking Private Banking Career Sales and Wealth Management) and Advice Centre for account (deposit credit) acquisition REF and Business Banking. The role provides managerial leadership for the RBC Bank Sales and Enablement team including Regional Coaches Cross-border Enablement & Communications and Advice Centre Advisors (in partnership with AC) to achieve business growth targets through effective sales strategy sales communication and execution oversight.

What will you do

Strategy

• Sets the Product Value Proposition Strategy and Vision for RBC Banks Cross-Border Product suite (Everyday Banking Business Banking and REF) aligning client needs with financial and growth expectations.

• Oversees development and execution of RBCs value proposition and product strategy considering RBCs broader business strategy and complex regulations and nuanced supervisory expectations including how they apply in a matrixed environment.

• Sets product pricing and offers to support acquisition and retention / engagement strategies.

• Serves as the primary business representative in Canada builds close partnerships with RBC business partners to ensure alignment create growth opportunities and achieve strategic objectives.

• Represents RBC Bank within National Office and big rock initiatives to create integration and alignment in support of the Banks 5-year growth strategy.

• Leverages data and analytics to gain insights into risks and opportunities for growth enhanced profitability and improvements to the client experience.

• Leads sales strategy and initiatives across assisted channels through advisor awareness and capability practice management and prospect experience. Ensures alignment Regional Banking priorities initiatives and GU leadership.

• Responsible for defining RBC Bank sales strategy including skill development sales training performance management and reporting.

• Develops and oversees execution of strategies to acquire clients across target segments and channels including Private Banking Wealth Management Commercial and Retail lines of business.

• Raises visibility of RBC Bank cross-border solutions through internal RBC communications and regional communications/engagement.

• Analyzes Objectives and Key Results (OKRs) key performance metrics and KPIs to assess the effectiveness of growth initiatives and drive continuous optimization and improvement.

Execution Oversight

• Helps foster alignment and standardization of initiative business cases leveraging marginal profitability cost-to-acquire cost-to-originate and cost-to-service models.

• Leads the execution of the product roadmap ensuring prioritization is based upon business benefits and interdependencies across the suite of products and channels.

• Responsible for managing the P&L for multiple high-value products ensuring business Plan expectations are tracked and achieved.

• Responsible for developing business line P&Ls as well as leading the development of the Banks 3 5 year financial roadmap for the Product lines of business

• Deep understanding of revenue and cost drivers to optimize financial results; develop success/performance metrics and monitor and respond to achieve anticipated outcomes.

• Sets overall Product Pricing aligned to Bank strategy and Plan.

• Identifies and manages existing and emerging Product Risks that stem from business activities and coordinates first line of defense processes and routines to ensure heightened standards are maintained across the Product suite

• Digests business performance reporting and initiates actions to optimize product acquisition engagement retention and profitability.

• Establishes national sales plan and allocates regional production goals to achieve channel sales plans through effective practice management.

• Collaborates with partners to ensure sales competency and capability across client-facing channels including Branch Network Financial Planning Private Banking and Wealth Advisors Advice Centre REF etc.

• Conducts market research and analysis to identify emerging trends competitive landscapes and growth opportunities within the Canadian-American demographic.

Collaboration & Alignment

• Works collaboratively with Marketing Finance Risk Management Legal Compliance Information Technology Operations and Distribution channels to deliver industry leading product offerings and a value proposition that supports and drives profitability.

• Collaborates with key business partners to ensure voice of client is reflected in value proposition and evolving client needs and expectations are deeply understood and applied.

• Leads a high performing Solutions team to ensure optimal performance of the Banking products creating a culture of continuous improvement and challenge of the status quo.

• Knowledgeable of regulatory environment and expectations industry trends and customer preferences to inform strategic decision-making and ensure compliance with relevant laws and regulations.

• Responsible for ensuring continuous and impactful marketable news is delivered across Canadian sales communication channels such as CB News RBCnet Connect etc.

• Represents RBC Bank with Canadian Sales Leadership and National Office partners to build awareness/engagement and develop points of integration to support accelerated growth.

• Maintains routines with National Office SVP - Retail Distribution Strategy and Performance and supporting team to ensure awareness prioritization and alignment/support of LOB priorities.

• Partners with Regional Presidents to identify and leverage mutually beneficial market opportunities as part of Priority Market Strategy.

• Expands focus on Career Sales Force including leadership alignment and routines opportunity identification role engagement sales strategy and communication.

• Represents RBC Bank at national sales conferences events meetings etc. and establishes routines for monthly participation in line of business and regional sales calls.

What do you need to succeed

Must-have:

• 10-12 years of experience:

  • Client experience strategy

  • Personal banking and REF product and pricing

  • Strategic planning

  • Sales strategy and enablement

  • Client segmentation

  • Strong analytical skills

  • Presentation and storytelling skills

  • Critical thinking

Whats in it for you

We thrive on the challenge to be our best progressive thinking to keep growing and working together to deliver trusted advice to help our clients thrive and communities prosper. We care about each other reaching our potential making a difference to our communities and achieving success that is mutual.

• A comprehensive Total Rewards Program including bonuses and flexible benefits competitive compensation commissions and stock where applicable

• Leaders who support your development through coaching and managing opportunities

• Ability to make a difference and lasting impact

• Work in a dynamic collaborative progressive and high-performing team

• Opportunities to do challenging work

• Opportunities to build close relationships with clients

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Job Skills

Additional Job Details

Note: Applications will be accepted until 11:59 PM on the day prior to the application deadline date above

Inclusion and Equal Opportunity Employment

At RBC we believe an inclusive workplace that has diverse perspectives is core to our continued growth as one of the largest and most successful banks in the world. Maintaining a workplace where our employees feel supported to perform at their best effectively collaborate drive innovation and grow professionally helps to bring our Purpose to life and create value for our clients and communities. RBC strives to deliver this through policies and programs intended to foster a workplace based on respect belonging and opportunity for all.