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Associate Director

2 months ago

Moncton, New Brunswick, Canada Scotiabank Full time

Associate Director & Team Lead

Join a purpose-driven team committed to results in an inclusive and high-performing culture.

Job Purpose:

The Associate Director & Team Lead is responsible for the operation and achievements of a team of Private Bankers, Senior Associates, and Associates. This includes delivering client service, distributing work, and meeting the team's financial objectives. As the Team Lead, the incumbent is responsible for team member development, ensuring they have the skills and product knowledge to provide a wide array of deposit and lending solutions.

Key Responsibilities:

  • Drive business development and maintain a strong market profile within the assigned geographic area.
  • Manage a team of Private Bankers, Associate Private Bankers, and Senior Associates towards achievement of team financial and developmental goals.
  • Develop and execute new business strategies at the team level to attract and retain high net worth clients.
  • Conduct prospect meetings, skill-building sessions, and coaching routines to support team objectives.
  • Identify prospects and referrals from internal and external networks.
  • Develop commercial credit proposals for new and existing customers and manage the approval process.
  • Identify referral opportunities to Scotia Private Client Group partners and other key partners.
  • Manage the team's new business pipeline and coach to convert sales opportunities to closed transactions.
  • Maintain a sustainable prospect sales pipeline and conduct sales calls and qualification of opportunities based on customer information and due diligence.
  • Negotiate business unit goals and utilize the Financial Planning process to develop an in-depth understanding of client needs.
  • Develop multiple service client relationships based on formalized client strategies.
  • Engage and inform the designated Team of Experts as to changes in client information and priorities.

Leadership and Development:

  • Lead, coach, and motivate sales teams to achieve profit plan goals.
  • Develop and obtain agreement on individualized development plans to close competency gaps.
  • Broaden knowledge base to ensure sales teams have all service and credit capabilities necessary to promote to existing and prospective clients.
  • Determine the assignment of client relationships and allocation of account loads.
  • Use observational and results-based coaching to ensure the team achieves key financial and developmental goals.
  • Establish and monitor performance objectives and measures, and provide timely performance feedback.

Portfolio Management and Risk Mitigation:

  • Negotiate customized or standard Bank terms, conditions, structuring fees/interest rates, documentation, and effective financing proposals with customers.
  • Deepen profitable, mutually beneficial relationships between clients and Private Banking/Wealth Management Partners.
  • Provide relationship banking and administrative support to a portfolio of complex, high net worth/ultra high net worth clients.
  • Use knowledge of Scotiabank's diverse products and services to anticipate client needs and proactively deliver solutions.
  • Manage client relationships to ensure credit facilities and accounts are operating in a manner satisfactory to the Bank.
  • Provide oversight and review of commercial credit structured and submitted to Global Risk Management.
  • Ensure compliance with regulatory activities and guidelines, including Privacy and Anti-Money Laundering/Anti-Terrorist Financing.

Operational Effectiveness:

  • Ensure daily and periodic management controls are in place and effective.
  • Monitor non-interest expenses against planned budgets and ensure workflows and organization plans are efficient and effective.
  • Provide direction, guidance, and support to the Manager, Client Services as required.
  • Review recorded client concerns and resolve escalated concerns and issues.

Requirements:

  • Minimum 5 years of commercial lending experience and 10 years banking experience.
  • University degree (BComm, MBA, CFA), in addition to industry courses (eg. CSC, PFP, CFP).
  • Must be an experienced banker with exceptional interpersonal, leadership, and business development skills.

About Scotiabank:

Scotiabank is a leading bank in the Americas, guided by our purpose: "for every future". We help our customers, their families, and their communities achieve success through a broad range of advice, products, and services.