Requisition ID: 240206

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

Purpose

Leads and oversees a Canadian Commercial Banking Mid-Market Banking Relationship Management Team in Canada.

They will be responsible for meeting objectives related to the profitable growth and client satisfaction of an assigned portfolio of Business Clients by providing strategic direction, leadership, and oversight for Relationship Management across the Mid-Market segment in a defined market area.

Accountabilities

• Leads and drives a customer focused culture throughout their team to deepen client relationships and leverage broader Bank relationships, systems, and knowledge.
• Develops sales management strategies and leads the implementation of tactical plans for the assigned geographic area, to support the Canadian Commercial Banking strategy and business objectives.

• Ensures the customer portfolio assigned to the Team receives ongoing attention to improve and retain relationships.
• Maintains a high market profile within the assigned market area with both internal and external contacts.

• Establishing and monitoring team goals.
• Understand how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions.
• Creates an environment in which their team pursues effective and efficient operations of their respective areas in accordance with Scotiabank’s Values, its Code of Conduct and the Global Sales Principles, while ensuring adequacy, adherence to and effectiveness of day-to-day business controls to meet obligations with respect to operational, compliance, AML/ATF/sanctions and conduct risk.
• Builds a high-performance environment and implements a people strategy that attracts, retains, develops, and motivates their team by fostering an inclusive work environment and using a coaching mindset and behaviours; communicating vison/values/business strategy; and managing succession and development planning for the team.

Reporting to: Vice President, Canadian Commercial Banking

Direct Reports: Relationship Managers (Core and Growth) - varies across regions

Dimensions

• Clients being serviced are in Canada and within the same region although they could have operations across the country as well as in international locations.
• These clients are in the Mid-Market segment and will be both borrowing (between $1MM to $25MM) and non-borrowing (typically deposits <$50MM). Borrowing Clients typically have moderate to higher complexity financial solutions. Typically, clients have sales up to $75MM.
• Interact primarily with various internal partners which include Global Risk Management, Retail Business Banking Operations, Global Business Payments, Global Transaction Banking, Leasing, Global Banking Markets, Wealth Management, Enhanced Due Diligence Unit as well as the Canadian Commercial Banking Executive Office.
• The incumbent will be in contact with client CFO and Controllers and Centres of Influence within the market area; building and maintaining internal relationships with key players/contacts
• Interact with external parties such as Solicitors, Accountants, Professional Service Providers, and other Banks.
• Continually works with clients providing service consistent with Scotia Service Standards, Complaint Resolution Standards and Procedures. The incumbent looks for opportunities to promote the sale of bank product and services.
• The environment is fast paced and demanding and will at times require priorities be re-adjusted to accommodate urgent requests.

Education/Experience/Other Information

Education:

• University degree in business or economics or other Business Specialty background.

Skills/Work Experience:

• Must have at least 5+ years of commercial banking experience.
• Strong network of prospects, potential Relationship Manager candidates 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.
• Solid understanding of the Canadian Commercial Banking objectives, strategies, and structures. To complement this, the incumbent must possess tactical planning skills and implementation/management skills.
• 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 personal computer skills and familiarity with word processing, spreadsheet software and planning tools are necessary as the incumbent uses a PC for a variety of communication, sales management and general information activities including preparing documents, monitoring results, and responding to enquiries.
• Expert knowledge of Canadian Commercial Banking products and services, including systems, routines, and operating procedures.
• Thorough knowledge of Bank’s business lending and deposit products and services, and customer profitability model.
• Thorough knowledge of competitor offerings and alternative sources of financing.
• Expert knowledge of products and services provided by the Bank’s specialized sales forces and other delivery channels such as Global Banking & Markets, Global Transaction Banking, Global Wealth Management, Retail & Business Banking, etc.
• Expert knowledge of interviewing, solicitation, and business development.
• Thorough knowledge of all commercial management platforms.
• Working knowledge of services provided by support areas such as Retail Business Banking Operations, credit skills and a working knowledge of financial analysis, risk analysis techniques, credit adjudication, and the Bank’s lending policies/procedures.

Working Conditions

Work in a standard office-based environment; non-standard hours are a common occurrence. Frequent travel primarily domestically.

Location(s): Canada : New Brunswick : Moncton

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.