Senior Director, Regional Sales Ontario, Cash Management, Commercial Banking

CIBC•Toronto, ON

6d•Hybrid

About The Position

As the Senior Director, Regional Sales Ontario, Cash Management, Commercial Banking, you will report to the VP, Transaction Banking Sales and oversee the Ontario region. This is a player-coach role that provides strategic leadership across Transaction Banking Sales teams in Ontario, hands-on leadership within one specific region of Ontario, and holds a small portfolio of clients. In alignment with the national direction of Transaction Banking Sales, the Senior Director oversees the deployment of direction in Ontario and adapts where needed to support the needs of his/her region. In this role, you will drive performance against sales targets, with a focus on client, deposit, and revenue growth across the Commercial Bank and its various client segments. You will contribute to the design of transformational change at a national level, and deliver it at a regional level in alignment with national strategies and execution plans. You will also drive your team’s performance against sales targets and address areas for improvement, while adhering to the business’ risk management objectives. The location for this role is flexible and can be located out of Toronto, Hamilton or London, ON. At CIBC we enable the work environment most optimal for you to thrive in your role. Details on your work arrangement (proportion of on-site and remote work) will be discussed at the time of your interview.

Requirements

Advanced consultative selling and sales management skills, including a demonstrated ability to identify cash management and related opportunities with clients.
Advanced knowledge of the Treasury and Cash Management functions within large, complex organizations, with emphasis on non-credit related activities and processes.
Experience with leading a team of professionals that utilize a consultative process to generate ideas, sell and implement solutions for clients/prospects.
Strong understanding of business and financial concepts, sufficient to understand and articulate the cash management value proposition as it relates to balance sheet management and optimization.
Working knowledge of credit and credit risk concepts, as well as banking procedures and the organizational structure of partners who support the delivery of cash management and trade solutions is required.
Must be legally eligible to work at the location(s) specified and, where applicable, must have a valid work or study permit.

Nice To Haves

Experience leading large, geographically dispersed teams is a strong asset.

Responsibilities

Contribute to the development of national strategies and deliver regional execution of the Transaction Banking Sales plan, including the establishment of regional sales.
Actively contribute to the successful growth and profitability of the Transaction Banking book, by sourcing new business, developing existing client relationships, and optimizing profitable growth of products and services.
Prospect new client targets, develop regional plans to exploit each market, and establish a client pipeline.
Maximize sales productivity by measuring and monitoring business development plans and unit/individual results, conducting regular sales opportunity reviews and ensuring the full implementation of sales management practices and techniques in line with maximizing results.
Work with key partners to ensure a coordinated and complementary business development approach to regional and local markets.
Maintain a high market profile with external contacts by identifying key business contacts and centres of influence within market areas, building key relationships, conducting senior management calls in all regions to increase the Bank’s profile and represent the Bank at industry functions and community events.
Ensure Sales teams are properly trained on the breadth of 40+ Transaction Banking solutions within the Commercial Bank, including product features, functionality, terms, pricing and other requirements.
Monitor policies and legislation, industry and technology trends, competitive positioning and competitor offerings, and sales management techniques.
Develop and maintain tracking and measurement models, analyze sales results for your region and take positive/corrective action as needed.
Continuously review sales and/or service improvement opportunities and partner with Relationship Managers to execute.
Represent internal and external clients’ views to ensure that proposed Transaction Banking products/digital solutions are designed to best meet those needs and the client’s broader business objectives.
Work closely with Client Sales Support (CSS) to oversee that clients’ onboarding and day-to-day banking needs are being met and delivering against the highest standard.
Participate in deal reviews and pricing committees.
Represent a Voice of the Customer in working with stakeholders in back office functions, such as Product and Channel strategy, risk and compliance, and others.
Build team and individual capabilities by providing development opportunities.
Manage performance by providing fair and accurate feedback, identifying and removing obstacles to performance and by explaining how performance expectations align with business priorities.
Create a positive work environment by being an effective role model by championing CIBC’s mission, vision and values.

Benefits

Competitive salary
Incentive pay
Banking benefits
Benefits program
Defined benefit pension plan
Employee share purchase plan
Vacation offering
Wellbeing support
MomentMakers, our social, points-based recognition program
Purpose Day; a paid day off dedicated for you to use to invest in your growth and development