Director and Head, National Accounts, Commercial Banking, Prairie Region

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Requisition ID: 201644

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

Provides strategic direction, leadership and oversight for Relationship Management and Execution across the National Accounts segment in a defined market area, in Canada, ensuring business strategies, plans and initiatives are supported in compliance with governing regulations, internal policies and procedures.
 

Accountabilities 
 

• Leads and drives a customer focused culture throughout their team to deepen client relationships and leverage broader Bank relationships, systems and knowledge.
 

• Develops sales management strategies and leads the implementation of tactical plans for the assigned geographic area, to support the Commercial Banking strategy and business objectives by:
o Leading the sales effort to achieve the overall profit plan goals
o Reviewing input from a variety of sources including the field, team members, customers, competitive intelligence, etc. (driven by marketing segmentation and portfolio management);
o Conceptualizing objectives and prioritizing initiatives;
o Anticipating and planning for potential risks and opportunities;
o Obtaining input from Relationship and Execution team members and/or other stakeholders to ensure successful implementation;
o Deploying/engaging resources to support the strategies (i.e., reassigning complement, contracting services from Shared Services Business Service Centre, etc.);
o Motivating and focusing the efforts of the Relationship and Execution teams ;
o Resolving issues/negotiating compromises between team members and partners from other Scotiabank Groups (e.g. Global Banking & Markets, Global Transaction Banking, Global Wealth Management, Retail & Small Business Banking, Global Risk Management, Shared Services Business Service Centre, etc.) to meet objectives/overcome obstacles, guiding team members to alternatives if required; 
o Acting decisively in order to move things forward in a timely manner;
o Escalating issues/obstacles/trends to the Vice President, National Accounts and/or regional VP, Commercial Banking, as appropriate and with recommendations/solutions;
o Allocates prospects and other business opportunities amongst Origination team.
 

• Ensures the customer portfolio assigned to the Team receives ongoing attention to improve and retain relationships by: 
o Ensuring an active Business Development program with each relationship to ensure the Bank is familiar with the business’ operations and its principal officers; 
o Coaching to ensure each customer call and meeting has specific objectives;
o Using knowledge of the Bank’s commercial financial product set, as well as providing some product customization, the incumbent oversees that customer and prospects needs are met, while accessing internal product specialists and support from the Director & Head, Execution on more complex deals, as required;
o Using pricing parameters based on assigned market, with price negotiation within band;
o Actively seeking customer feedback on Bank products and the delivery of customer service;
o Ensuring the team interacts effectively with the Shared Services Business Service Centre (BSC) for reporting and fulfillment as applicable.
 

• Ensures an acceptable quality Commercial credit portfolio and client base, within established parameters for underwriting in the National Accounts segment by:
o Monitoring ongoing credit reporting collection and associated reporting tasks (spreading, trend analysis, e-tracker maintenance, etc.)
o Monitoring the timely analysis, structuring and presentation of credit proposals within the National Accounts segments;
o Monitoring quality of the portfolio, the client base and the administration of same;

o Monitoring quality of credit presentations;
o Monitoring integrity of risk ratings;
o Monitoring that exception conditions as specified by the Bank’s adjudicating, auditing and compliance organizations are met prior to the advancing of funds or the use of account facilities by Customers;
o Monitoring that an effective system of review and follow-up is maintained for accounts within the assigned area as reported through loan audits and OSFI reviews, and taking action as appropriate, together with the Director, Execution, including alerting the regional VP, Commercial Banking and VP, National Accounts to unsatisfactory trends.
 

• Maintains a high market profile within the assigned market area with both internal and external contacts by:
o Identifying key business contacts and establishing relationships with centres of influence within the market area;
o Building and maintaining internal relationships with key players/contacts;
o Ensuring the involvement of team members and stakeholders from internal resources in order to further business interests;
o Representing the Bank/Commercial Banking at various industry and regulatory functions and affairs as the Community or Provincial Leader, as required.
 

• Establishing and monitoring team goals by:
o Negotiating the goals/plans; Monitoring/analyzing results; Managing to assigned budget(s); Identifying, then initiating and directing tactical responses to any changing trends.
 

• Understand how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions.
 

• Directs day-to-day activities in a manner consistent with the Bank’s risk culture and the relevant risk appetite statement and limits. Communicates the Bank’s risk culture and risk appetite statement throughout their teams.
 

• Creates an environment in which his/her team 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. 
 

• 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; communicating vison/values/business strategy; and, managing succession and development planning for the team.

Additional Experience/Education

• 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 Commercial Bank’s 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.
• Strong commercial banking experience.
• 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;
• Expert knowledge of interviewing, solicitation and business development techniques.
• Thorough knowledge of all commercial management platforms
• Thorough knowledge of Bank’s commercial 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.
• Working knowledge of services provided by support areas such as Shared Services Business Support Centre;
• Credit skills and a working knowledge of financial analysis, risk analysis techniques, credit adjudication and the Bank’s lending policies/procedures.
• Undergraduate degree in business or economics or work equivalency. Other training requirements as determined by the Bank from time to time.

Location(s): Canada : Alberta : Calgary 

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 (including, but not limited to, an accessible interview site, alternate format documents, ASL Interpreter, or Assistive Technology) during the recruitment and selection process, please let our Recruitment team know. If you require technical assistance, please click here . 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.