Director, Sales

Requisition ID: 209285

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

Purpose
Contributes to the overall success of Payments & Cash Management through leading and overseeing strategy and objectives that generate revenue, improve client satisfaction and create efficiencies across the network.

The incumbent ensures business strategies, plans and initiatives are executed/delivered in compliance with governing regulations, internal policies and procedures.

The incumbent will share the overall cash management and deposit sales targets of the VP Payments and Cash Management. They will be working closely with Senior Management, Business Line Leaders and a diverse set of stakeholders to be responsible for providing decisions and delivering strategic advice that solves business problems through research, analysis, compelling strategic recommendations, diligent implementation and execution monitoring.

Accountabilities:

1. Leads and drives a customer-focused culture throughout their team to deepen client relationships and leverage broader Bank relationships, systems, and knowledge.
2. Leads, on behalf of Commercial Banking, optimization initiatives that will drive revenue, improve client satisfaction and create efficiencies for our sales teams including:
   1. Leading Commercial Banking onboarding initiative with the Retail Business Banking Operations “RBBO” to create a more predictable and seamless onboarding experience for clients and sales teams.
   2. Optimizing Payment Cash Management “PCM” & Cash Management Contact Centre “CMCC” relationship and providing support and strategy guidance to ensure PCM priorities are being implemented.
   3. Working with Global Banking Markets “GBM”, BSC, Marketing, Communications and Business Banking Executive Office partners to ensure appropriate resources are being allocated to support optimization initiatives.
   4. Overseeing execution workstream and liaising with sales teams, end-users/subject matter experts and partners to coordinate and implement solutions.
   5. Coordinating and influencing efforts with various business lines to ensure deliverables and timelines are met.
   6. Updating Business Line leaders and key partners with project status and solutions to any barriers.
   7. Working with partners in GBM and Canadian Banking to leverage best practices.
3. Represents Commercial Banking for the design of new revenue opportunities to be generated through the existing suite of Payments & Cash Management and deposit products as well as guidance for new products and services by:
   1. Reviewing project proposals or plans by Global Banking Payment “GBP” teams to determine applicability, timing and funding availability.
   2. Providing approvals/agreement/feedback/suggestions for refinements to GBP teams to ensure projects underway achieve stated objectives.
   3. Providing prompt decisions at meetings represented by individuals at the Director, Vice President and Sr. Vice President levels. Often the incumbent will need to make independent assessments in providing their commitment for the Business Line.
   4. Coordinating and influencing efforts with various business lines to ensure deliverables and timelines are met and align with other initiatives underway in Commercial Banking.
   5. Overseeing multiple project work streams including problem-solving workshops with project team members, end-users/subject matter experts.
   6. Updating Senior Leadership of both Commercial Banking as well as GBP as necessary with project status and solutions to any barriers.
   7. Championing Key Performance Indicators to manage success of initiatives.
4. Supports the VP and Business Line Leaders on Market Development and Sales generation by:
   1. Conceptualizing objectives and prioritizing initiatives.
   2. Coordinating research, analysis, reviewing business trends and obtaining competitive intelligence.
   3. Developing strategy to prioritize and execute areas of focus for opportunities nationally including business development for Payment & Cash Management.
   4. Presenting plans to Leaders of Commercial Banking at the VP and above levels.
   5. Developing clear, appropriate communication materials and providing support for implementation.
   6. Obtaining all key internal business partners' agreement at the appropriate stage and level.
   7. Coordinating activities and liaising with team members to ensure reporting available to measure the success of the initiative and tracking of results.
   8. Maintaining contact with Commercial Banking Executive Office communication teams to ensure regional communication and presentations reflect the Commercial Banking’s national priorities.
   9. Chairing meetings in the absence of the Vice President, Payments and Cash Management.
5. Executes Strategy for Deposit Rich Industries by:
   1. Coordinating research necessary to identify key success factors and necessary areas in order to win in each space.
   2. Working with key partners, such as philanthropy, sponsorship, procurement & Canadian Banking partnership division to identify opportunities.
   3. Developing recommendations and a strategy to approach each of the identified markets.
   4. Developing a tactical plan with necessary tools, training, communication material and marketing to implement an action plan.
   5. Championing business line leaders and relationship managers to engage marketing activities to focus efforts in the recommended strategies developed. This will require significant change management planning and influencing of senior leaders to align regional strategies to the proposed national plans.
   6. Establishing key performance indicators and targets and coordinating tracking method to measure success.
6. Leads and manages direct reports by:
   1. Providing direction, coaching, training and assistance.
   2. Assigning initiatives/projects/tasks and prioritizing activities.
   3. Conducting touch-bases.
   4. Recognizing performance and managing non-performance.
   5. Preparing individualized development plans for all Direct Reports.
   6. Managing the direct and indirect reporting team to support the VP with tactical activities such as Sales Reporting, coordination of meetings, subject matter expertise, preparation of presentations.
   7. May act as a mentor.
7. Champion and support a culture of diversity and other initiatives aligned with the Bank Strategy.
8. Understand how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions.
9. Creates an environment in which his/her team 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.
10. Builds a high-performance environment and implements a people strategy that attracts, retains, develops and motivates their team by fostering an inclusive work environment and using a coaching mindset and behaviours.

Education / Experience / Other Information

Education:

1. University degree in business or economics or other Business Specialty background.
2. Commitment to participate in other training requirements as determined by the Bank from time to time.

Skills/Work Experience:

1. 3-4 years experience in Banking Industry or similar business background is preferred.
2. Expert knowledge of Payments & Cash Management and Deposit products/services.
3. Good understanding of the Wealth Management suite of products/services.
4. Strong knowledge of Commercial Banking systems, routines and operating procedures.
5. Expert knowledge of competitors' offerings and key industries.
6. Solid understanding of the Commercial Bank’s objectives, strategies and structures.
7. Ability to deliver in a fast-paced, dynamic environment.
8. Self-motivated with the ability to work independently and collaboratively with multi-functional teams.
9. Strong coaching, leadership and management skills are essential to lead the team and work with Partners across the Bank as well as external parties.
10. Excellent communication skills needed as presentations and updates to Sr. Leadership will be regular requirements.
11. Strong influencing skills are needed to help motivate agreement among multi-functional teams.
12. Must set a positive example of change and encourage others to do the same.
13. Strong interpersonal skills are essential to facilitate a positive and effective team environment.
14. Strong personal computer skills and familiarity with word processing, spreadsheet software and planning tools are necessary.

Working Conditions:

1. Work in a standard office-based environment; non-standard hours are a common occurrence.
2. Moderate travel domestically.

Location(s): Canada : Ontario : Toronto

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, including personal and commercial banking, wealth management and private banking, corporate and investment banking, and capital markets.

At Scotiabank, we value the unique skills and experiences each individual brings to the Bank, and are committed to creating and maintaining an inclusive and accessible environment for everyone. If you require accommodation during the recruitment and selection process, please let our Recruitment team know. Candidates must apply directly online to be considered for this role. We thank all applicants for their interest in a career at Scotiabank; however, only those candidates who are selected for an interview will be contacted.