Associate Director, National Accounts - 18 month contract

Scotiabank • Hamilton, ON

2d • Remote

About The Position

Manages a portfolio of highly complex clients in National Accounts in Canada, ensuring business strategies, plans and initiatives are supported in compliance with governing regulations, internal policies and procedures. This role involves deepening client relationships, leveraging broader Bank relationships, systems, and knowledge to promote the development and profitable growth of the Automotive commercial banking portfolio within National Accounts. The position requires developing and implementing marketing and sales strategies, identifying prospects, analyzing market data, and partnering with internal teams for credit structuring, negotiation, and non-credit related products. The Associate Director will also determine pricing, refer customers to appropriate segments, and lead the direct selling of credit and non-credit commercial products. Additionally, they will maintain a high market profile, build awareness of market conditions, and liaise with industry leaders and Bank product specialists. The role also ensures existing relationships receive ongoing attention, promotes strong relationships with Execution teams, utilizes knowledge of diverse products and services, seeks customer feedback, and liaises with Dealer Finance and Client Portfolio Management for fulfillment and compliance.

Requirements

• At least 5 years of commercial automotive banking experience.
• Expert knowledge of the commercial automotive banking marketplace in Canada.
• Thorough knowledge of the assigned market area’s key prospects, major companies and competitive positioning within the assigned market area.
• Familiarity with the Loan Syndication market.
• Strong understanding of the Automotive Finance key objectives, strategies, structure, as well as its lending and deposit products and services.
• Very strong interpersonal skills and communication skills are essential to this position.
• Ability to effectively articulate views both within the Bank and externally in the marketplace.
• Strong PC skills, including a working knowledge of MS Word, Excel, PowerPoint, and other commercial systems and platforms.
• Excellent networking skills and interpersonal skills.
• Excellent sales/closing skills.
• Very strong communication skills (oral and written).
• Excellent relationship building and teamwork skills.
• Well-developed credit skills (i.e., able to qualify and assess credit worthiness of prospects).
• Strong negotiation skills.
• Broad knowledge of Bank’s commercial lending and deposit products and services, and customer profitability model to provide integrated financial solutions.
• An undergraduate degree in business or economics (or work equivalency) is a requirement.
• Other training requirements as determined by the Bank from time to time.

Responsibilities

• Looks to deepen client relationships and leverage broader Bank relationships, systems and knowledge.
• Promotes the development and profitable growth of the Automotive commercial banking portfolio as part of National Accounts in the existing market area.
• Develops and implements a structured marketing strategy to maximize business development opportunities for sustainable growth.
• Develops strategic sales plans to assist Relationship Managers for prospects and existing customers.
• Identifies prospects/referrals from both internal/external networks.
• Analyzes prospect lists and prioritizing business development opportunities based on industry/market data and customer analytics.
• Partners with National Accounts Execution Team, who has primary responsibility for credit deal structuring, negotiation.
• Determines pricing for existing customer relationships in addition to proposed financing for any prospects, ensuring a satisfactory level of profitability for one’s overall book of business.
• Partners with internal resources for non-credit related products.
• Refers customers and prospects to the appropriate Bank segment and/or internal partners as appropriate.
• Leads the direct selling of credit and non-credit commercial products to prospects and customers.
• Maintains an appropriate ongoing sales pipeline.
• Identifies and facilitates the involvement of key Bank resources and stakeholders to further business interests.
• Maintains effective follow-up with prospects/referrals on any unsuccessful deals or bids.
• Updates client or contact information accurately and in a timely fashion.
• Plans and completes relationship activities which generate sales opportunities and / or provide value to the customers.
• Builds and maintains an awareness of local market and general economic conditions.
• Meets with key industry and business leaders, as well as other centres of influence.
• Participates in professional and community events and associations to develop and expand network of contacts.
• Liaises with Bank product specialists to stay abreast of new enhancements, products and services, as necessary.
• Promotes and encourages a strong relationship with the Execution teams for clients.
• Uses strong knowledge of the Bank’s diverse products and services to ensure the banking needs of each relationship are well understood and documented.
• Actively seeks customer feedback on Bank products and services and the delivery of customer service.
• Liaises with the Dealer Finance Centre for fulfilment (including documentation, liaison with 3rd parties, security registration) and all service activities.
• Liaises with Client Portfolio Management for compliance monitoring and reporting actions as required.
• Leads the direct selling of credit and non-credit products and partners with all internal product specialist groups as required ensuring customer needs are met.
• Directs day-to-day activities in a manner consistent with the Bank’s risk culture and the relevant risk appetite statement and limits.
• Pursues effective and efficient operations of his/her respective areas, while ensuring the adequacy, adherence to and effectiveness of day-to-day business controls to meet obligations with respect to operational risk, regulatory compliance risk, AML/ATF risk and conduct risk, including but not limited to responsibilities under the Operational Risk Management Framework, Regulatory Compliance Risk Management Framework, AML/ATF Global Handbook and the Guidelines for Business Conduct.

Benefits

• A competitive compensation and benefits package.
• Recognized and rewarded for high-performance.
• Supported by leadership through meaningful development conversations that enable faster advancement.
• Internal training to support growth and development.
• Clear, transparent criteria to progress in career.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Associate degree