Requisition ID: 266808

Senior Manager, Commercial Banking Revenue Optimization

Purpose

In this role, you will lead revenue optimization initiatives for Canadian Commercial Banking by partnering closely with Relationship Managers, Treasury, Product, Credit Solutions, Pricing, Analytics and business line leaders to identify, prioritize and execute opportunities that improve relationship-level pricing, profitability and client outcomes.

The Senior Manager, Revenue Optimization will use data, market insight and commercial judgment to identify revenue opportunities, understand Relationship Manager behaviours, compare pricing outcomes across peer groups and translate insights into practical coaching, tools and business recommendations. While data and analytical tools are important enablers, this is primarily a business partner role focused on influencing front-line behaviours, improving pricing discipline and creating greater flexibility for Relationship Managers to deliver competitive, profitable solutions for commercial clients.

The Canadian Commercial Bank is a significant contributor to Canadian Banking and serves a diverse portfolio of commercial clients across multiple segments, industries and geographies. The Senior Manager, Revenue Optimization will work independently and through influence to identify opportunities, develop recommendations and support adoption across front-line teams. The role requires strong commercial acumen, stakeholder management, analytical curiosity and the ability to translate data into clear actions that Relationship Managers and business leaders can use in day-to-day pricing and client discussions.

Accountabilities:

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

Support Canadian Commercial Banking revenue optimization and relationship pricing priorities:
• Partner with Relationship Managers and business leaders to identify pricing opportunities, revenue gaps and client-level profitability improvement opportunities across the commercial portfolio.
• Translate data-driven insights into practical recommendations that support profitable relationship pricing, appropriate risk-adjusted returns and stronger client conversations.
• Assist Data and Analytics in identifying data cleansing opportunities to optimize the P&L; examples include incorrect FTP assignment or loan maturity data issues.
• Identify early-stage deals or renewals that appear mis-priced relative to comparable clients, products, structures, risk profiles or market conditions, and proactively advise Relationship Managers on appropriate pricing considerations.
• Develop a strong understanding of Relationship Manager behaviours, pricing decision points and deal execution practices to identify where targeted coaching, playbooks or process enhancements can improve outcomes.

Lead practical revenue optimization strategies and RM enablement initiatives:
• Use peer benchmarking, pricing analytics and business judgment to help Relationship Managers understand how similar clients and structures are being priced across the portfolio.
• Create simple, actionable insights, guidance and discussion tools that support more consistent, informed and confident pricing decisions by Relationship Managers, particularly newer team members.
• Partner with Treasury and other stakeholders to explore and operationalize greater fixed-rate lending flexibility, including rate locks, forward rates or other options that enable Relationship Managers to better serve commercial clients while managing risk and profitability.
• Work with Product, Treasury, Credit Solutions and business leaders to assess trade-offs between client competitiveness, relationship value, risk appetite, funding costs and profitability.
• Lead revenue leakage and revenue enhancement reviews by identifying systematic issues, behavioural patterns and process gaps that create sub-optimal pricing outcomes.
• Design test-and-learn approaches to assess pricing tactics, RM coaching interventions and product or process enhancements, with a focus on measurable revenue and client impact.

Identify and monitor revenue optimization performance indicators:
• Develop and monitor KPIs that measure pricing effectiveness, relationship profitability, deal-level exceptions, revenue leakage, RM adoption and the financial impact of revenue optimization initiatives.
• Track and communicate the contribution of revenue optimization activities, including proactive deal reviews, RM guidance, pricing process enhancements and revenue leakage prevention.
• Ensure reporting and insight tools meet the needs of business stakeholders by emphasizing clarity, actionability and decision support rather than technical complexity.

Use data and analytical tools to support business decisions and pricing conversations:
• Perform portfolio, segment, product and deal-level analysis to identify pricing trends, outliers, behavioural patterns and opportunities for improved revenue capture.
• Work with Analytics and data partners to ensure required pricing, relationship, client, product and profitability data is understood, accessible and fit for business use.
• Interpret model outputs, dashboards and analytical findings in a way that is meaningful to front-line teams and senior business stakeholders.
• Develop recommendations that support customer segment, product and relationship-level pricing strategies, balancing financial returns with client needs and competitive positioning.
• Incorporate competitive intelligence, market context and internal peer comparisons to strengthen pricing recommendations and RM coaching conversations.

Manage key stakeholder relationships and influence adoption of revenue optimization initiatives:
• Build trusted relationships with Relationship Managers, District/Regional leadership, Treasury, Product, Credit Solutions, Pricing, Analytics and Client Measurement teams to identify opportunities and drive practical outcomes.
• Work with front-line teams and partners to investigate revenue leakage or pricing exceptions, understand root causes, recover value where appropriate and reduce recurring issues.
• Act as a bridge between business users and analytical/technology teams to ensure tools, data and reporting are designed around front-line needs and commercial decision-making.
• Support adoption through training, coaching, presentations, office hours and practical playbooks that help Relationship Managers apply pricing insights in live client situations.
• Proactively support business leaders and pricing stakeholders through ad-hoc analysis, issue resolution, executive-ready insights and recommendations that advance revenue optimization priorities.

Understands 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.

Education / Experience / Other Information

Educational Requirements:
• Post-secondary education in Business, Finance, Economics, Commerce, Analytics or a related field, or equivalent practical experience
• Graduate degree, professional designation or relevant banking, finance, treasury, pricing or analytics experience would be considered an asset

Experience:
• Minimum of 8+ years of experience in commercial banking, pricing, profitability management, product management, treasury, strategy, finance, analytics or a related business partner role
• Demonstrated people management experience, including leading direct reports, setting objectives, coaching employees, managing performance, supporting development plans and building team engagement
• Strong understanding of commercial banking products, relationship pricing, profitability drivers, risk-adjusted returns, funding costs and client relationship dynamics
• Demonstrated ability to use data, dashboards and analytical tools to identify business opportunities, diagnose pricing issues and make actionable recommendations; advanced programming experience is not required but comfort working with analytical teams and tools is important
• Experience influencing front-line sales teams, business partners or senior stakeholders through insight, coaching, presentations and practical recommendations

Skills:
• Excellent verbal and written communication skills, with the ability to translate complex pricing, profitability and analytical concepts into clear business guidance
• Strong relationship-building, influencing, presentation, facilitation, prioritization, project management and planning skills
• Effective strategic thinking, commercial judgment and organizational savvy, with the ability to balance client competitiveness, profitability, risk appetite and operational practicality
• Ability to collaborate across Treasury, Product, Credit Solutions, Analytics, Pricing, Commercial Banking leadership and front-line teams using influence and negotiation skills to achieve shared objectives
• Comfortable working with data, BI tools and analytical outputs, with sufficient technical fluency to ask the right questions and partner effectively with analytics and technology teams
• Strong design and delivery capabilities for business-facing tools, playbooks, presentations, training materials and decision-support processes
• High degree of initiative, adaptability and sound judgment, with the ability to manage competing priorities and drive outcomes through ambiguity

Location(s): Canada : Ontario : Toronto