Requisition ID: 274393
Contributes to the overall success of a portfolio of clients in 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 in compliance with governing regulations, internal policies and procedures.
The focus of sales efforts will be on providing business clients in the mid-market commercial marketplace with solutions for payments and cash management as well as deposits.
The Senior Manager, Global Transaction Banking, is a specialist who possesses a strong understanding of both payment and cash management products as well as deposit options. They are 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 Relationship Managers to ensure the products and services offered to the client are properly identified and notified to the client. They are responsible for recommending pricing and preparing proposals to meet Bank's credit criteria, as well as coordinating that documentation is prepared and accurate.
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.
- 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 Commercial Banking segment and partners in other business lines and divisions.
- Has proactive solution-based conversations on Global Transaction Banking products/services and Deposit options to drive new primary client acquisitions.
- Influence and assist Commercial Banking & Branches to identify and acquire good 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
- Working closely with Global Transaction Banking "GTB" 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: o 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. o 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.
- 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.
Do you have the skills that will enable you to succeed in this role? - Undergraduate degree in business or economics or work equivalency Skills/Work Experience
- Previous work experience of at least 2-5 years is preferred
- Very strong sales/closing skills
- Strong networking ability
- Very strong negotiation skills
- Very 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
- Excellent knowledge of Bank's commercial payments and cash management products/services and deposit/treasury solutions as well as customer profitability model in order 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 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.
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
