Contribute to the overall success of Business Services in Canada by ensuring that individual goals, initiatives and plans are achieved in a way that supports the team's business strategies and goals. Ensure that all activities are carried out in accordance with regulations and internal policies and procedures.
The Senior Director, Business Relations (DPRA) is a generalist with a good understanding of financial products and services and a focus on side selling as well as retaining existing customers. The incumbent is responsible for finding potential customers in target markets, developing sales channels, prospecting and validating business opportunities based on customer intelligence and applying the principles of due diligence. He manages a portfolio of moderate to high complexity client companies and implements business development activities targeting clients with credit authorizations between $ 5 and $ 25 million and annual sales are between $ 15 million and $ 75 million. The incumbent is assigned to the core segments of Business Services - Distribution.
The DPRA ensures effective business relationships, and is responsible for sales planning and execution of service activities affecting existing customers. He must also analyze and process credit requests with the support of a senior associate, dedicated Customer Service.
- Promote a client-centric culture to deepen client relationships and leverage relationships, knowledge and systems across the Bank.
- Promote the development and profitable growth of the Business Banking Services portfolio in the assigned market area:
- Develop and implement a marketing strategy aimed at maximizing business development opportunities in order to achieve sustainable growth.
- Set up sales plans for potential customers and existing customers.
- Find potential customers or generate contacts in other internal and external networks.
- Analyze potential customer lists and prioritize business development opportunities based on market data and customer analysis.
- Collaborate with internal resources for non-credit related products.
- Direct existing and potential clients to the right segment or Business Services partner as needed.
- Deploy a customer development program within the market area assigned to it in order to achieve growth objectives:
- Direct sales of commercial credit or other products to potential and existing customers.
- Maintain a suitable sales pipeline and calling program.
- Identify strategic resources and stakeholders and facilitate their participation in order to serve the interests of the Bank.
- Ensure effective follow-up with leads and referrals for any opportunity that hasn't materialized.
- Thoroughly update contact and customer information in a timely manner.
- Maintain a strong presence in the market area assigned to it, working with both internal and external resource people:
- Plan and participate in relationship building activities to create sales opportunities or add value to customers.
- Constantly keep abreast of local market conditions and overall economic conditions.
- Meet with key business leaders and other centers of influence.
- Participate in professional, community and local associative events to extend and enrich the network of relationships.
- Liaise with the Bank's product specialists to keep abreast of new enhancements and new products and services, as well as to better meet client needs.
- Ensure that all aspects of client relationships receive the constant attention necessary for the maintenance, improvement, development and preservation of the relationship:
- Promote and foster strong relationships with Senior Associates, Customer Service (APSC).
- Employ his in-depth knowledge of the simplified products and services offered by the Bank, including simplified credit applications, standardized and simplified products, and standardized authorization and pricing tools.
- Actively seek customer feedback on the products and services offered by the Bank and on customer service.
- Liaise with the Shared Services Business Support Center (CSE) for request processing (document management, third party interactions and warranty registration), compliance monitoring, reporting and all related activities in the service.
- Collaborate with in-house product specialists on the sale of non-credit related products to fully meet customer needs.
- Implement suggestions received directly from customers or through tools such as "The Pulse" surveys to increase customer satisfaction or improve processes.
- Manage the assigned credit portfolio, with authorizations ranging from $ 5 to $ 25 million, according to an acceptable level of risk, and to do this:
- Perform credit reviews in a timely manner and in sufficient detail.
- Authorize, renew or refuse client requests in accordance with the Bank's standard policies and within the limits of the powers granted, delegating other agents in accordance with established procedures.
- Prepare all required documents or ensure they are properly prepared.
- Ensure that accounts meet authorization conditions.
- Identify deviations from the authorization conditions and eliminate them.
- Quickly identify problematic loans and ensure accuracy of risk scores by spotting changes in the quality of accounts, based on industry and economic trends.
- Make recommendations related to credit structure, monitoring and risk assessment to Global Risk Management when issues arise, including recommending termination of a relationship.
- Onboard clients satisfactorily:
- Perform due diligence to fully understand the nature of the client's business and expected business activities to ensure that they meet the Bank's risk appetite
- Take responsibility for Know Your Customer requirements.
- Coordinate with APSC to ensure client profile documents have been completed correctly and Enhanced Due Diligence Unit requests have been adequately resolved, and obtain required approvals from management as required.
- Ensure that all the documents required for the Know Your Client requirements are on file.
Foster a high performance environment and help make the workplace inclusive.
The clients are based in Canada, generally in the same region as the incumbent, but they could operate across the country and even abroad. These are borrowing clients (from $ 5,000,000 to $ 25,000,000) and non-borrowers. Borrowing clients typically benefit from moderate to high complexity financial solutions.
The portfolio's target income is $ 3M / year.
The incumbent should have good organizational skills to manage large amounts of information from various sources and perform various tasks (customer service, processing loan reports, credit support, etc. ).
DPRA works primarily with various internal partners, including Global Risk Management, Business Service Center, Enhanced Due Diligence Unit, CRA, Wealth Management, Global Banking Services and Markets, and Payments Services and cash management, and which may include other partners as well as the General Directorate of Business Services.
The incumbent interacts with external parties, such as notaries / lawyers, accountants, professional service providers and maybe even other external groups.
The incumbent provides customer service in accordance with Scotiabank service standards and the Customer Complaint Resolution Procedures. He also seizes opportunities to sell banking products and services.
- Undergraduate university degree in business administration or economics (or equivalent work experience).
- Other training requirements will be determined by the Bank in due course.
Skills and professional experience
- Preferably have 2 to 5 years of work experience.
- Very strong sales / closing skills
- Strong networking skills
- Very strong negotiation skills
- Very strong interpersonal and communication skills are essential for this position. The incumbent must be able to effectively express his point of view, both internally and externally.
- Strong relationship management skills.
- Strong credit skills.
- Ability to offer integrated solutions by leveraging sound knowledge of the credit and deposit services and products offered by the Bank as well as the client's profitability model.
- Ability to perform due diligence to assess the financial condition of clients for agreements of moderate to high complexity.
- In-depth knowledge of how to build relationships and work in a team.
- The incumbent should have a solid knowledge of the Canadian business services market and a detailed knowledge of the main sectors and the competitive position of companies within their assigned market area. He understands the objectives of Commercial Banking Services and has extensive knowledge of its market segment, strategies, structure and credit and deposit products and services.
- Good knowledge of customer onboarding processes, Know Your Customer requirements, and anti-money laundering.
- The incumbent must have good computer skills including working knowledge of Microsoft Word, Excel, PowerPoint, Outlook and other business platforms and systems.
- Key Skills: Client Focus, Communication, Results Focus, Strategic Relationship Building, Strategic Influence, Self Knowledge and Personal Development.
- This is standard office work, where working hours are often irregular. The holder is called upon to travel within the geographic area assigned to him.