Director, National Accounts, Commercial Banking - Montreal, QC at Scotiabank

Requisition ID: 241651

Join a purpose driven winning team, committed to results, in an inclusive and high-performing culture.

The Director, Origination is a product generalist who posses a good understanding of financial products and services and focuses on the cross sell and retention of existing business customers. He/She is responsible for identifying prospects in target markets, developing proposed sales pipelines, conducting prospect sales calls and qualifying opportunities based on customer information and a high level of due diligence. He/She manages a customer portfolio of higher complexity, with business development activities that targets clients with credit authorizations >$25MM and annual sales >$75MM. The role is specific to the National Accounts segment of Canadian Commercial Banking.

The Director is responsible for ensuring effective relationship management and conducts sales planning and fulfills the execution of service for existing customer base. The incumbent is also responsible for supporting Directors and Associate Directors- Execution for the completion of credit applications and necessary diligence.

Is this role right for you? In this role, you will:

• Champions a customer focused culture to deepen client relationships and leverage broader Bank relationships, systems and knowledge.
• Promotes the development and profitable growth of the Canadian Commercial Banking portfolio as part of National Accounts in the assigned market are:
• 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;
• Partner with National Accounts Execution Team, who has primary responsibility for credit deal structuring, negotiation;
• Determining 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.
• Pursues a business development program within the assigned market area according to agreed upon growth objectives:
• Leading the direct selling of credit and non-credit commercial products to prospects and customers;
• Maintaining an appropriate ongoing sales pipelin.
• Builds and maintains a high market profile in the assigned market area with both internal and external contacts:
• Planning and completing relationship activities which generate sales opportunities and / or provide value to the 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;
• Ensures all aspects of assigned relationships receive ongoing attention, as required to maintain, improve, grow and retain the relationship,
• Support the Director/Associate Director and Sr Client Service Associates in managing an assigned credit portfolio at an acceptable level of risk:
• Provide support as necessary that credit reviews are completed in a timely and sufficiently detailed
• Authorizing, renewing or declining customer requests within standard Bank policies and authorized limits, forwarding others as per established processes.
• Ensuring accounts adhere to the conditions of authorization
• Ensures satisfactory onboarding of clients by:
• Completing diligence to ensure through understanding of the Client’s business and expected business activity and that it aligns with the Bank’s risk tolerance
• Ownership of KYC requirements and ensuring all KYC documentation is properly on file.
• Co-ordinating efforts with the Sr. CSA to ensure satisfactory completion of the Client Profile Information documentation, satisfactory resolution of inquiries from the Enhanced Due Diligence Unit and obtaining necessary approvals from Leadership as required.
• Understand how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions.
  

Do you have the skills that will enable you to succeed in this role?

• University degree in business or economics or other Business Specialty background
• Must have at least 5 years of commercial or corporate banking experience. Thorough knowledge of the assigned market area’s key prospects, major companies and competitive positioning within the assigned market area, and familiarity with the Loan Syndication market.
• Excellent verbal and written communication skills are essential, in French and English
• Strong network of prospects and Centers of Influence in the region
• Expert knowledge of Canada’s financial services marketplace and of the assigned market area’s key industries, major customers and competitive positioning within the assigned market areas.
• Expert sales management, coaching, relationship building and leadership skills are essential, along with the ability to influence and motivate others.
• Strong interpersonal skills are essential for business development/customer relationship building and to facilitate a positive and effective team environment.
• Must be able to effectively articulate their views to all levels both within the Bank and externally in the marketplace.
• Strong computer skills and familiarity with word processing, spreadsheet software and planning tools
• Expert knowledge of commercial Banking products and services, including systems, routines and operating procedures;
• Expert knowledge of interviewing, solicitation and business development techniques
• Credit skills and a working knowledge of financial analysis, risk analysis techniques, credit adjudication and the Bank’s lending policies/procedures.
  
  

What We Are Offering

• The opportunity to join a forward-thinking organization surrounded by a collaborative team of innovative thinkers
• A rewarding career path with diverse opportunities for professional development
• A competitive compensation and benefits package
• Internal training to support your career growth and enhance your skills
• An organization committed to making a difference in our communities – for you and our customers
  
  

In addition to French, the successful candidate must also have sufficient knowledge of English, as the work involves interacting and collaborating regularly with groups and individuals based in Toronto, as well as constantly interacting with other people, including clients, who speak English, locally and elsewhere.

Location(s): Canada : Quebec : Montreal

Scotiabank is a leading bank in the Americas. Guided by our purpose: "for every future", we help our customers, their families and their communities achieve success through a broad range of advice, products and services, including personal and commercial banking, wealth management and private banking, corporate and investment banking, and capital markets.

At Scotiabank, we value the unique skills and experiences each individual brings to the Bank, and are committed to creating and maintaining an inclusive and accessible environment for everyone. If you require accommodation (including, but not limited to, an accessible interview site, alternate format documents, ASL Interpreter, or Assistive Technology) during the recruitment and selection process, please let our Recruitment team know. If you require technical assistance, please click here. Candidates must apply directly online to be considered for this role. We thank all applicants for their interest in a career at Scotiabank; however, only those candidates who are selected for an interview will be contacted.