Small Business Development Manager

7 months ago

Montréal, Canada Scotiabank Full time

Requisition ID: 189141

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

**Purpose of Job**

The incumbent is responsible for the execution of sales management and coaching activities assigned to their district (s) and or market area.

Provides sales support to branches to enhance small business sales conversations to win business, maximize sales opportunities and grow Small Business balances.

He/she works with the Regional Director, Small Business Development and District Vice President(s) on the execution of sales management activities focussed on building profitable Small Business growth. These activities will include one-on-one small business sales coaching and group touchbases with Small Business Advisors, Managers Small Business and Branch Managers.

**Major Accountabilities**:

- Develop and oversee the execution of District strategies and business plans that contribute to a) the profitable growth of the Small Business portfolio, b) stronger market share, and c) retail cross-sell of the small business owners by:

- Partnering with the Regional Director and DVP to design, develop and execute the strategy and business plan for Small Business bankers and Branch Managers in selling and servicing Small Business products and services to achieve the District’s Small Business growth goals
- Conducting key sales management activities within branches, including coaching sessions, skill building sessions and group touch bases
- Providing internal and external sales and coaching best practices during coaching, skill-building sessions and touch base sessions with Small Business bankers as required
- Guiding Small Business bankers and Branch Managers to plan and implement a sales plan for prospects by developing and maintaining a wide range of relationships with associations, business owners, centres of influence and students.
- Guiding Small Business bankers and Branch Managers to plan and implement a marketing activity plan for existing customers
- Motivating and focusing the efforts of Small Business bankers and Branch Managers without direct authority
- Providing Small Business bankers and Branch Managers with clear direction, expectations and feedback during observation-based one-on-one coaching
- Acting as a centre of excellence, providing expert and timely assistance to the District
- Providing input into the Achievement Assessments of Small Business bankers
- Identifying and escalating non-performance issues to the Regional Director and District Vice President(s)
- Taking a leadership role to recruit Small Business bankers

2. Contribute to District’s Small Business sales goals and objectives through effective liaison with distribution management, internal partners and Executive Office and comprehensive Small Business training by:

- Coaching, training, and motivating sales staff through presentations, workshops and seminars to increase confidence and awareness of existing and new Small Business product lending, day-to-day, protection and investment solutions.
- Acting as the primary field resource for all of the Small Business sales force
- Coordinating activities/facilitating Small Business sales meetings
- Scheduling and conducting orientation / training sessions for new Small Business bankers
- Leveraging internal and external referral partners to support customer acquisition and relationship growth
- Contributing to positive customer loyalty scores
- Ensuring the Bank’s exposure to risk is minimized by providing oversight and ensuring adherence to regulatory activities and lending/collateral policies.
- Responding to and coordinating corrective actions to Audit Findings

3. Design, develop and implement Business market area strategies and initiatives to achieve the District’s Small Business growth goals by:

- Coordinating activities/facilitating meetings
- Assessing relevant data and information to implement District sales strategies, identifying business opportunities
- Identifying Small Business coaching opportunities and making recommendations to address and capitalize on them
- Identifying possible impediments to implementation and providing input and recommendations to help avoid or overcome them
- Designing, developing and delivering the reward and recognition programs aimed at driving and recognizing desired Small Business selling / coaching behaviours and results
- Keeping Regional Director, Small Business Development and District Vice President(s) up-to-date on the strategy’s / initiative’s progress

4. Provide comprehensive analysis of Small Business plans/strategies to support the District’s objectives and goals by:

- Monitoring and evaluating Small Business sales / coaching results and trends
- Identifying, then recommending tactical responses to positive and negative trends

Keeping Branch Managers informed about progress toward agreed upon Small Business growth goals and objectives, including escalating items/issues

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