Director, National Accounts- Toronto, ON

Scotiabank•Toronto, ON

3d•Onsite

About The Position

Relationship manager for a portfolio of highly complex clients in National Accounts, ensuring business strategies, plans and initiatives are supported in compliance with governing regulations, internal policies and procedures. The Central Canada team covers bank clients headquartered in the Province of Ontario. The portfolio is sector agnostic.

Requirements

At least 6 years of commercial or corporate banking experience.
Expert knowledge of the commercial 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 syndicated loan market.
Strong understanding of the Commercial Bank’s 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 are necessary, 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.

Nice To Haves

Other training requirements as determined by the Bank from time to time.

Responsibilities

Leads and drives a customer focused culture throughout their team to deepen client relationships and leverage broader Bank relationships, systems and knowledge.
Promotes the development and profitable growth of the commercial banking portfolio as part of National Accounts in the assigned market area by developing and implementing a structured marketing strategy to maximize business development opportunities for sustainable growth; developing strategic sales plans for prospects and existing customers; identifying prospects/referrals from both internal/external networks; analyzing prospect lists and prioritizing business development opportunities based on industry/market data and customer analytics; partnering with the National Accounts Execution Team for credit deal structuring, the credit approval process, and loan documentation; determining pricing for existing customer relationships and proposed financing for prospects, ensuring satisfactory profitability; partnering with internal resources for non-credit related products; and referring customers and prospects to the appropriate Commercial Bank segment and/or internal partners.
Pursues an aggressive business development program within the assigned market area according to agreed-upon growth objectives by leading the direct selling of credit and non-credit commercial products to prospects and customers; maintaining an appropriate, ongoing sales pipeline; identifying and facilitating the involvement of key Bank resources and stakeholders to further business interests; maintaining effective follow-up with prospects/referrals on unsuccessful deals or bids; and updating client or contact information accurately and in a timely fashion.
Builds and maintains a high market profile in the assigned market area with both internal and external contacts by planning and completing relationship activities that generate sales opportunities and/or provide value to customers; building and maintaining an awareness of local market and general economic conditions; meeting with key industry and business leaders, as well as other centres of influence; participating in local professional and community events and associations to develop and expand network of contacts; and liaising with Bank product specialists to stay abreast of new enhancements, products and services.
Ensures assigned relationships receive ongoing attention, as required to maintain and grow the relationship by promoting and encouraging a strong relationship with the Execution teams for clients; using strong knowledge of the Bank’s diverse products and services to ensure banking needs are understood and documented; actively seeking customer feedback on Bank products and services and service delivery; liaising with the shared services operations function for fulfillment and service activities; monitoring compliance and reporting actions; and leading the direct selling of credit and non-credit products and partnering with all internal product specialist groups.
Directs day-to-day activities in a manner consistent with the Bank’s risk culture and the relevant risk appetite statement and limits. Communicates the Bank’s risk culture and risk appetite statement throughout their teams.
Creates an environment in which his/her team pursues effective and efficient operations of their 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.
Champions a high performance environment and supports a people strategy that attracts, retains, develops and motivates their team by fostering an inclusive work environment; communicating vision/values/business strategy and supporting succession and development planning for the team.
Works with various partners across the Bank, including, but not limited to, Global Risk Management, Global Banking and Markets, Trade Finance, Global Transaction Banking, and Shared Services.