Director, National Accounts

Scotiabank   •  

Calgary, AB

5 - 7 years

Posted 272 days ago

This job is no longer available.


Manages a portfolio of highly complex clients in National Accounts in a defined market area, in Canada, ensuring business strategies, plans and initiatives are supported in compliance with governing regulations, internal policies and procedures.


  • Leads and drives a customer focused culture throughout their team to deepen client relationships and leverage broader Bank relationships, systems and knowledge.
  • Promotes the development and profitable growth of the commercial bankingportfolio as part of National Accounts in the assigned market area by:
  • 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;
  • Partner with internal resources for non-credit related products;
  • Referring customers and prospects to the appropriate Commercial Bank segment and/or internal partners as appropriate.
  • Pursues an aggressive business development program within the assigned market area according to agreed-upon growth objectives by:
  • Leading the direct selling of credit and non-credit commercial products to prospects and customers;
  • Maintaining an appropriate ongoing sales pipeline;
  • Identifying and facilitating the involvement of key Bank resources and stakeholders to further business interests;
  • Maintaining effective follow-up with prospects/referrals on any unsuccessful deals or bids;
  • Update client or contact information accurately and in a timely fashion.

 Builds and maintains a high market profile in the assigned market area with both internal and external contacts by:

  • 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;
  • Liaising with Bank product specialists to stay abreast of new enhancements, products and services, as necessary.
  • Ensures assigned relationships receive ongoing attention, as required to maintain and grow the relationship by:
  • Promoting and encouraging a strong relationship with the Execution teams for clients;
  • Using strong knowledge of the Bank’s diverse products and services to ensure the banking needs of each relationship are well understood and documented;
  • Actively seeking customer feedback on Bank products and services and the delivery of customer service;
  • Liaising with the Shared Services Business Service Centre for fulfilment (including documentation, liaison with 3rd parties, security registration) and all service activities;
  • Liaising with Client Portfolio Management for compliance monitoring and reporting actions as required;
  • Leading the direct selling of credit and non-credit products and partners with all internal product specialist groups as required ensuring customer needs are met.
  • Directs day-to-day activities in a manner consistent with the Bank’s risk culture and the relevant risk appetite statement and limits. Communicates the Bank’s risk culture and risk appetite statement throughout their teams.
  • Creates an environment in which his/her team pursues effective and efficient operations of his/her respective areas, while ensuring the adequacy, adherence to and effectiveness of day-to-day business controls to meet obligations with respect to operational risk, regulatory compliance risk, AML/ATF risk and conduct risk, including but not limited to responsibilities under the Operational Risk Management Framework, Regulatory Compliance Risk Management Framework, AML/ATF Global Handbook and the Guidelines for Business Conduct.
  • Champions a high performance environment and supports a people strategy that attracts, retains, develops and motivates their team by fostering an inclusive work environment; communicating vison/values/business strategy and supporting succession and development planning for the team.

Education / Experience / Other Information (include only those that are specific to the role)

  • The incumbent must have at least 5 years of commercial bankingexperience.  They require an expert knowledge of the commercial banking marketplace in Canada, a 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.
  • The incumbent must also have a strong understanding of the Commercial Bank’s objectives, strategies, structure, as well as its lending and deposit products and services.
  • Very strong interpersonal skills and communication skills are essential to this position.  The incumbent must be able to effectively articulate views both within the Bank and externally in the marketplace.
  • Strong PC skills are necessary, including a working knowledge of MS Word, Excel, PowerPoint, and other commercial systems and platforms.
  • Excellent networking skills and interpersonal skills.
  • Excellent sales/closing skills
  • Very strong communication skills (oral and written).
  • Excellent relationship building and teamwork skills.
  • Well-developed credit skills (i.e., able to qualify and assess credit worthiness of prospects).
  • Strong negotiation skills.
  • Broad knowledge of Bank’s commercial lending and deposit products and services, and customer profitability model to provide integrated financial solutions.
  • An undergraduatedegree in business or economics (or work equivalency) is a requirement. Other training requirements as determined by the Bank from time to time.

Requisition ID: 18079