Contributes to the overall success of the National Accounts Team in Canadian Business Banking, 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 incumbent is a specialist in credit and provides financial solutions for clients through various tasks such as risk analysis, deal structuring, credit pricing, negotiation and presentation. He/She manages a customer portfolio of higher complexity, with business development activities that targets clients with credit authorizations >$25MM and annual sales >$75MM. The role is specific to the National Accounts segment of Canadian Business Banking.
The incumbent is responsible for ensuring their portfolio meets compliance to various credit metrics as well as monitoring the portfolio to identify any negative trends. The incumbent is also responsible for managing Sr. Client Service Associates
- Champions a customer focused culture to deepen client relationships and leverage broader Bank relationships, systems and knowledge.
- Contributes to the profitable development of Canadian Business Banking by:
- Ensuring the timely analysis, structure and presentation of credit / financial solutions/proposals within the defined market area;
- Providing prompt and sound recommendations in the analysis and adjudication of credit proposals;
- Ensuring that writings to the Directors, Origination clearly convey the rationale for decisions, so that they may respond effectively to clients;
- Approving or recommending pricing for loans and credit-related fees which yield a return commensurate with risk and due regard to profit, administration and competitive considerations;
- Recommending alternative terms, conditions and covenants to provide a viable banking proposal to the client within sound credit lending practices;
- Restructuring marginal proposals into bankable deals where possible;
- Providing guidance, coaching and counsel to Directors, Origination, so that they may better serve clients’ needs.
- Ensures the accurate communication of the terms and conditions of an authorization and supervises the effective and timely implementation of same by:
- Reviewing all written authorizations to ensure accuracy, completeness and clarity;
- Ensuring prompt follow-up for acceptance of the authorization and reacting swiftly to any problems, amendments, extensions, reporting to senior management and Directors, Origination where necessary;
- Promptly and effectively addressing issues surrounding the adequacy, quality and completeness of loan documentation and security;
- Liaising with the Directors, Origination to ensure any required changes and follow-up for the accurate execution and delivery of same prior to disbursement of funds.
- Ensure the ongoing quality of the assigned credit portfolio through control and administration of the specific conditions and reporting requirements, as specified in individual authorizations are adhered to by:
- Directing and assisting Associate Directors and Senior Client Service Associates in the detailed evaluation of all information received, reporting deficiencies or any negative findings to senior management;
- Adhere to any regulatory and internal Bank policies and requirements;
- Advising senior management of any credit weakness developing within individual accounts, by ongoing awareness and analysis of relevant financial, legal, political, technological and industry information.
- Provide coaching/counselling to Associate Directors and Senior Client Service Associates by:
- Developing the credit competencies of Associate Director and Senior Client Service Associate in relation to assigned accounts;
- Providing timely performance feedback on credit analysis presented for review.
- 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, 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 contributes to an inclusive work environment.
- Clients being serviced are in Canada and generally within the same region although will typically have operations across the country as well as in international locations.
- These clients are in the National Accounts segment and will be both borrowing (>$25MM) and non-borrowing (typically deposits >$50MM). Borrowing Clients typically have moderate to higher complexity financial solutions. Typically, clients have sales >$75MM.
- The incumbent will interact primarily with various internal partners which include: Global Risk Management, Shared Services, Global Business Payments, Payment Cash Management, Leasing, Global Banking Markets, Wealth Management, Enhanced Due Diligence Unit as well as the Canadian Business Banking Executive Office.
- The incumbent will be in contact with client CFO and Controllers and Centres of Influence within the market area; building and maintaining internal relationships with key players/contacts
- The incumbent will also interact with external parties such as Solicitors, Accountants, Professional Service Providers and other Banks
- 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.
- University degree in business or economics or other Business Specialty background
- Commitment to participate in other training requirements as determined by the Bank from time to time
- The incumbent must have at least 5 years commercial or corporate banking experience. They require familiarity with the Loan Syndication and Global Capital markets
- In-depth knowledge of the Bank’s lending policies, practices and procedures, as well as an awareness of business trends economic, technological, social, legal and political conditions and factors which could affect the viability of a credit.
- A solid knowledge and understanding of financial statements and accounting principles and policies is a must
- Excellent risk assessment and credit skills and ability to structure deals
- Excellent understanding of complex loan documentation
- Expert knowledge of Canada’s financial services marketplace and of the assigned market area’s key industries, major customers and competitive positioning within the assigned market areas.
- Solid understanding of the Canadian Business Banking objectives, strategies and structures. To complement this, the incumbent must possess tactical planning skills and implementation/ management skills.
- Expert sales management, coaching, relationship building and leadership skills are essential, along with the ability to influence and motivate others.
- Must set a positive example of change and encourage others to do the same.
- Strong interpersonal skills are essential for business development/customer relationship building and to facilitate a positive and effective team environment.
- Must be able to effectively articulate their views to all levels both within the Bank and externally in the marketplace.
- Strong personal computer skills and familiarity with word processing, spreadsheet software and planning tools are necessary as the incumbent uses a PC for a variety of communication, sales management and general information activities including preparing documents, monitoring results and responding to enquiries.
- Expert knowledge of commercial Banking products and services, including systems, routines and operating procedures;
- Thorough knowledge of Bank’s business lending and deposit products and services, and customer profitability model
- Thorough knowledge of competitor offerings and alternative sources of financing
- Expert knowledge of products and services provided by the Bank’s specialized sales forces and other delivery channels such as Global Banking & Markets, Global Transaction Banking, Global Wealth Management, Retail & Small Business Banking, etc.
- Expert knowledge of interviewing, solicitation and business development techniques
- Thorough knowledge of all commercial management platforms
- Working knowledge of services provided by support areas such as Shared Services Business Support Centre
- Work in a standard office-based environment; non-standard hours are a common occurrence. Frequent travel primarily domestically.
** open to Associate Director or Director level for the right candidate.