Requisition ID: 267435

Purpose

Contributes to the overall success of a portfolio of clients in Canadian Commercial Banking focusing on payments and cash management needs/products/services as well as deposit products, and ensuring specific individual goals, plans, initiatives are executed / delivered in support of the team's business strategies and objectives. Ensures all activities conducted are following governing regulations, internal policies, and procedures.

The focus of sales efforts will be on providing business clients in the large commercial, National Accounts marketplace with solutions for payments and cash management as well as deposits.

The Associate Director, Global Transaction Banking ("GTB"), is a specialist who possesses a strong understanding of both payment and cash management products as well as deposit options. He or She is responsible for negotiating and structuring directly with the client to ensure solutions offered meet the client's needs in a manner consistent with the overall Commercial Banking strategy of developing a customer focused sales culture and adhering to governing regulations, internal policies, and procedures.

The incumbent will work closely with Director, National Accounts and Associate Directors to ensure the products and services offered to the client are properly identified and notified to the client. He/She is responsible for recommending pricing and preparing proposals to meet Bank's credit criteria, as well as coordinating that documentation is prepared and accurate.

Accountabilities

Champions a customer focused culture to deepen client relationships and leverage broader Bank relationships, systems, and knowledge.

Promotes the development & profitable growth of the Canadian Commercial Banking as it relates to both payments and cash management products/services and deposit options in the assigned market area by:

• Developing and implementing a marketing strategy to maximize business development opportunities for sustainable growth.
• Developing sales plans for prospects and existing customers.
• Identifying prospects/referrals from other internal/external networks.
• Analyzing prospect lists and prioritizing business development opportunities based on market data.
• Partner with internal resources for non-credit related products.
• Referring customers and prospects to the appropriate Canadian Commercial Banking segment and partners in other business lines and divisions.

Pursues a business development program within the assigned market area according to agreed-upon growth objectives by:

• Has proactive solution-based conversations on Global Transaction Banking products/services and deposit options to drive new primary client acquisitions.
• Influence and assist Canadian Commercial Banking and Branches to identify and acquire excellent quality profitable opportunities.
• Maintaining an appropriate ongoing sales pipeline and calling program.
• Maintaining effective follow-up with prospects/referrals on any unsuccessful opportunities.
• Sales Reporting on monthly activities including but not limited to prospect calls, customer calls, joint calling with partners and COI calls.

Maintain current knowledge of industry trends and service enhancements:

• Working closely with Global Transaction Banking, Product and Portfolio Management partners, understanding changes to services and deposit products, and communicating this team members and clients.
• Developing strategies to implement new services and deposit products to best fit with client's needs.
• Being a well-informed expert and champion of the suite of cash management services and deposit products.
• Understanding competitors' offerings and industry trends and communicating this information to team members and clients, as necessary.

Ensures all aspects of assigned relationships receive ongoing attention, as required to maintain, improve, grow, and retain the relationship by:

• Actively seeking customer feedback on Bank products and services and the delivery of customer service.
• Ensure spread targets are adhered to or are exceeded in line with the Bank's ROAC objectives.
• Action suggestions to continually improve customer satisfaction and processes improvements which may be received directly from clients or through client satisfaction vehicles such as the Pulse.

Champion and support a culture of diversity and other initiatives aligned with the Bank strategy.

Understand how the Bank's risk appetite and risk culture should be considered in day-to-day activities and decisions.

Actively pursues effective and efficient operations of his/her respective areas in accordance with Scotiabank's Values, its Code of Conduct and the Global Sales Principles, while ensuring the 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.

Champions a high-performance environment and contributes to an inclusive work environment.

Reporting Relationships: National Director, GTB National Accounts

Dimensions

The 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 will be in the National Accounts segments with credit authorizations >$25MMand annual sales >$75MMClients will have moderate to higher complexity financial solutions.

The incumbent requires an expert knowledge of the payment and cash management products/services as well as deposit options managed through Global Transaction Banking.

The incumbent will interact primarily with various internal partners which include: Global Transaction Banking, Global Risk Management, the Business Service Center, Enhanced Due Diligence Unit, Wealth Management, Global Banking and Markets and could include other partners 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 maintain internal relationships with key players/contacts.

The incumbent will also interact with external parties such as Solicitors, Accountants, Professional Service Providers and External Bank Groups.

The incumbent 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

Education:

• Undergraduate degree in business or economics or work equivalency.
• Other training requirements as determined by the Bank from time to time.

Skills/Work Experience

• Previous work experience of at least 2 to 5 years is preferred.
• Strong sales/closing skills.
• Strong networking ability.
• Strong negotiation skills.
• Strong communication and interpersonal skills are essential to this position. The incumbent must be able to effectively articulate their views both within the Bank and externally in the marketplace.
• Strong relationship management skills.
• Good knowledge of credit skills.
• Exceptional knowledge of Bank's commercial payments and cash management products/services and deposit/treasury solutions as well as customer profitability model to provide integrated financial solutions.
• Ability to conduct due diligence on the strength of customer financials for deals of moderate to higher complexity.
• Through knowledge of relationship building and teamwork skills.
• The incumbent requires a strong knowledge of the commercial banking marketplace in Canada and a detailed knowledge of the assigned market area's key industries and competitive positioning within the assigned market area. The incumbent understands the Canadian Commercial Banking objectives, and has a thorough knowledge of segment, strategies, and structure, as well as its lending and deposit products and services.
• Good knowledge of Onboarding, Know Your Customer, Anti Money Laundering processes.
• Good PC skills are necessary, including a working knowledge of MS Word, Excel, PowerPoint, Outlook, and other commercial systems and platforms.
• Key Competencies include: Customer Focus, Communication, Results Focus, Building Strategic Relationships, Strategic Influencing and Self-Awareness and Personal Development

Working Conditions

Work in a standard office-based environment; non-standard hours are a common occurrence. Interprovincial travel required.

** An asset to have Canadian Agriculture experience. Open to Saskatoon, Winnipeg or Calgary locations.

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Location(s): Canada : Alberta : Calgary || Canada : Manitoba : Winnipeg || Canada : Saskatchewan : Saskatoon