Associate Director, Account Management

Requisition ID: 210324

Roynat Capital, a wholly owned subsidiary of Scotiabank, is a national lender and investor with expertise in providing innovative long-term capital solutions for mid-sized companies utilizing senior term, subordinated debt, as well as mezzanine capital and common share equity. We provide tailored solutions to clients for acquisitions, business expansions, wealth monetization, and working capital enhancement. With a national presence in Canada in major markets, Roynat assists growth-oriented companies in reaching their goals across a wide range of industries.

Contributes to the overall success of the National Hospitality team, the Associate Director is responsible for creating business development opportunities and cultivating a business profile in his/her local market by attending various networking functions and maintaining a professional presence with contacts and key referral sources.

The incumbent is also responsible for managing and expanding a complex portfolio of accounts. He/she monitors account performance; ensures regular contact with clients to deepen relationships, conduct applicable account reviews and implements payout prevention strategies as appropriate, with the ultimate goal of providing tailored credit solutions.

Is this role right for you? In this role, you will:

• Champions a customer-focused culture to deepen client relationships and leverage broader Bank relationships, systems, and knowledge.
• Acts as an Industry Specialist, providing guidance and expertise.
• Develop and execute a business plan to achieve individual target objectives and ensure progress is made towards maximizing the potential business from existing clients and new prospects within an assigned market area by:
  • Developing and maintaining a regular sales call program with clients to ensure effective management, retention, and expansion of each relationship.
  • Establishing and maintaining solid relationships with Hotel Franchisors, Franchisees, and key business referral sources (COIs) in the assigned market area.
  • Identifying, researching, and calling on prospects to establish and nurture a strong relationship with the goal of winning their business and becoming their trusted advisor.
  • Maintaining a current and thorough knowledge of Roynat Capital’s specialized product offerings which include: Term, Subordinated Debt, and Equity, which will enable the incumbent to effectively promote tailored presentation packages to meet specific client needs.
  • Maintaining a current and thorough knowledge of client businesses and industries in order to identify holistic financial solutions to meet client needs.
  • Maintaining a solid knowledge of competitors and other threats in the marketplace to proactively adjust business plans to meet the changing competitive landscape.
  • Identifying opportunities to refer clients/prospects to Scotiabank partners and/or participate in joint calls as appropriate.
• Manage and control assigned loan portfolio to ensure it is at an acceptable level of risk and generates an appropriate return by:
  • Researching, preparing, and verifying comprehensive credit applications that align with documented guidelines as set out in Roynat’s policies.
  • Exercising sound credit judgment (or risk management) on complex deals based on thorough due diligence and analysis.
  • Monitoring all assigned accounts to ensure conformity to terms and conditions, as stipulated in credit authorizations with timely financial statement reviews.
  • Developing a strong working relationship with respective Risk Management partner(s) and establishing a communication and feedback process for credit presentations.
  • Maintaining a solid client relationship on assigned client base, keeping an awareness of the affairs of clients, ensuring timely administration of the accounts (reviews) and maintaining a comprehensive database of activities.
  • Contributing to the reporting on credits/accounts as required by Risk Management, Compliance, Executive Office, or other areas of Scotiabank.
• Contributing to District Office productivity and self-development by:
  • Maintaining expert knowledge of Roynat products, services, processes, and procedures.
  • Maintaining strong knowledge of other products and services offered by Scotiabank to support the identification of cross-sell/referral opportunities (i.e. Foreign Exchange, Swaps, Global Transaction Banking (GTB), Wealth Management, etc.).
  • Continually increasing credit writing skills, deal structuring skills, and other sales excellence behaviors and consistently emulating these behaviors within the D.O.
• Monitoring performance and ascertaining training requirements to enhance development of staff and/or assisting in the recruitment of staff.
• Understand how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions.
• Actively pursue 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 implements a people strategy that attracts, retains, develops, and motivates their team by fostering an inclusive work environment; communicating vision/values/business strategy and managing succession and development planning for the team.

Do you have the skills that will enable you to succeed in this role? – We’d love to work with you if you have:

• University degree (undergraduate or graduate level) with a focus on Economics, Commerce, Finance, and/or Accounting.
• Professional financial designation such as a CPA or CFA (e.g. CA, CMA, CFA) is strongly preferred.
• 6+ years of related commercial credit or analysis and business development experience in a financial services environment.
• Proven track record for sales/closing skills.
• Established networking and relationship-building skills with proven ability to work cross-functionally with other partners.
• Expert negotiation skills, risk assessment, and analysis skills.
• Excellent communication and interpersonal skills through consistent demonstration of approachability, ability to build trust and understanding.
• Superior deal structuring skills.
• Exceptional presentation skills and ability to think/respond quickly and adapt to change readily.
• Solid awareness and understanding of differences in the tax, legal, and accounting rules of the various jurisdictions that Roynat operates within.

What’s in it for you?

• A competitive compensation and benefits package tailored for the Investment & Personal Banking Specialist, Investment & Retirement Planning role.
• Ability to make a lasting impact on an assigned book of customers.
• An inclusive culture where we value and recognize our employees’ contributions.
• An organization committed to making a difference in our communities – for you and your customers.

Location(s): Canada : British Columbia : Vancouver || Canada : Alberta : Calgary

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. Candidates selected for an interview will be contacted directly. If you require accommodation during the recruitment and selection process, please let us know. We will work with you to provide as seamless a recruitment experience as possible.