Senior Relationship Manager, Equipment Finance - Saskatoon, Saskatchewan

Scotiabank•Saskatoon, SK

3d•Hybrid

About The Position

The Senior Relationship Manager (SRM) for Scotia Leasing is responsible for the marketing and sales of all Scotia Leasing's products directly to Commercial Banking clients and prospects. The focus of sales efforts will be on equipment finance and lease transactions ranging from $100,000 to $5 million, targeting Small Business Banking, mid-market commercial, large corporate, institutions, and government clients. The SRM will negotiate and structure equipment finance or lease agreements directly with clients to meet their financing, accounting, and taxation requirements. They will collaborate closely with Commercial Relationship Managers (CRMs) and Commercial Sales Managers (CSMs) to ensure lease structures are properly advised in credit submissions. Responsibilities also include recommending pricing, preparing proposals, contributing to credit submissions, performing high-level reviews of financial statements to ensure clients meet the Bank's credit criteria, and assisting with the preparation and accuracy of lease documentation. The SRM is also tasked with influencing the Commercial Banking sales and credit teams, as well as Small Business Banking, to promote Scotia Leasing's products to their clients and prospects. This involves regular visits to Commercial Centres and Branches, conducting presentations, joint cold calling, customer calls, and maintaining a deep understanding of the Commercial Banking portfolio within their territory, local industries, and the broader economic environment.

Requirements

Detailed and current knowledge of all aspects of equipment finance and leasing - specifically with special emphasis on accounting, taxation, credit, pricing and security.
Solid understanding of financial statements, financial analysis and credit structuring typically found in the Commercial Lending environment.
Good understanding of financial theory of lease vs. buy analysis utilizing the Rubicon program for modeling different finance structure options.
Strong interpersonal skills to work with client CFOs & Controllers as well as internal Bank staff such as VP's, Directors, CRM/CSM, administrative/operations staff.
Develop a good understanding of the leasing industry, competitors, pricing environment, security requirements and product offerings.
Strong working knowledge of Word, Excel, Lotus Notes.

Responsibilities

Acquires profitable good quality and profitable equipment finance and lease transactions for Scotia Leasing by identifying likely prospects and implementing an aggressive calling program within the assigned area.
Maintains an aggressive calling program within an assigned marketing area, maintaining close contact with CRMs/CSMs, their clients and prospects.
Maintains regular contact with Commercial Banking clients who acquire larger, regular amounts of equipment ensuring Scotia Leasing is given every opportunity to quote on client's equipment finance and lease requirements.
Influences and provides technical expertise to Branches and Commercial Banking Centres to assist in the identification of potential Scotia Leasing customers who are then referred to the Marketing Manager.
Negotiates equipment finance/leases ensuring the structure addresses all accounting, legal, and taxation issues, as well as addressing all risks and requirements associated with different equipment/transactions from a credit, insurance and taxation perspective.
Prices transactions up to $2MM guided by Scotia Leasing pricing policy. Above $2MM, recommends pricing to Director based on minimum ROEE, spread, term and purchase options found within Scotia Leasing pricing policy.
Actively manages and effectively follows up proposals to clients, outstanding lease lines, and future large equipment acquisitions of clients and prospects to ensure a high close ratio.
Prospects to Scotiabank/Scotia Leasing, obtains and analyzes financial information to ensure minimum financial criteria is met to bring opportunity forward to CRM/CSM to provide lease proposal and possibly to formal credit request.
If an opportunity does not seem viable from either a financial or structuring perspective, obtains one level up concurrence of decline from Director or CRM/CSM.
Maintains close contact with Director of Credit Solutions, VP Credit Solutions, and credit adjudicators at GRM/CCC to provide technical expertise regarding the risks involved with equipment finance/lease structures.
Participates and provides technical expertise of required documentation, ensuring accuracy as it pertains to the structure, insurance, security and equipment financed.
Vets lease documents prepared by Scotia Leasing staff prior to obtaining client signatures.
Influences and assists Commercial Banking Centres & Branches to identify and acquire good quality profitable equipment finance/leases.
Maintains regular weekly contact with Directors, Group Leads, CRM/CSM in your marketing area.
Maintains a deep understanding of the client portfolio in your territory via regular portfolio meetings with CRM/CSM.
Provides technical expertise to CRMs/CSMs regarding structure, pricing, documentation as well as negotiations with client and credit adjudicators.
Provides regular Scotia Leasing product information via formal presentations, participation in Commercial Banking weekly/monthly sales meetings, and off-site events.
Regularly provides recognition, best practices, and applause to Small Business Banking and Commercial Banking sales forces.
Maintains current call reporting/activity log.
Maintains current pipeline of sales opportunities.
Assists in a monthly/quarterly report to regional leaders highlighting sales success, best practice, fundings, pipeline, general update of leasing industry.
For stand-alone Scotia Leasing clients, without a full banking relationship, identifies potential opportunities to bring opportunities relating to the Bank's other products and services to the appropriate Scotiabank specialist.