Director and Market Lead

2 weeks ago

Vancouver, Canada Scotiabank Full time

Requisition ID: 207706

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

Director and Market Lead, Western Canada, Dealer Finance Centre - Automotive Finance

The Director of Sales & Market Lead is responsible for the profitable growth of the Dealer and Manufacturer Indirect Retail and Commercial portfolios in Western Canada. The incumbent is responsible for training, developing and managing a team of specialists in Commercial Dealer Finance to meet negotiated goals, which include business development goals and financial objectives (fee revenue growth, NIATD revenue growth, loan growth and retention), credit quality objectives, customer and employee satisfaction goals, human resource management, compliance requirements and operational effectiveness objectives.

The Director & Market Lead provides leadership and guidance to the Dealer Service Center in a manner consistent with the overall Domestic Bank strategy of developing and leading a customer-focused sales culture while achieving business line revenue growth and ROAC objectives. This includes a primary responsibility for leading and managing others by focusing on Sales Management disciplines.

**Is this role right for you? In this role, you will**:
Develop tactical strategies for the market area to support the overall Automotive Finance strategy and business plan and the achievement of the business objectives by:

- Reviewing input from a variety of sources including the field, business partners, customers, centres of influence, competitive intelligence.
- Conceptualizing and formulating objectives and tactical strategies by market area;
- Anticipating and forward planning for potential risks and opportunities;
- Implementation and communication of tactical strategies and initiatives to achieve business objectives;
- Prioritizing initiatives;
- Providing input and recommendations to the VP National Sales to assist with achievement of revenue, profitability, ROAC and business volume goals;
- Ensuring adherence to the Bank's Anti-Money Laundering program, Know Your Customer requirements and Guidelines for Business Conduct, by reporting any unusual occurrences or fraudulent activities per established procedures.

Lead the implementation of the tactical strategies and initiatives for the assigned market area by:

- Defining clearly, roles, responsibilities and business deliverable expectations for direct reports;
- Obtaining agreement from the direct reports and Auto Finance management partners to ensure successful implementation/ achievement of business objectives;
- Deploying/engaging resources to support the achievement of strategic objectives, i.e. reallocating complement, etc.
- Motivating and focusing the efforts of Direct Reports towards achieving business goals;
- Negotiating with and gaining support between team members and partners from other Scotiabank Groups (i.e., Enterprise Solutions, Commercial Banking, Wealth Management/Private Banking, Roynat, Scotia Leasing, Regional SVPs, DVPs, Shared Services, etc.) to achieve objectives/overcome obstacles, guiding team members to alternatives to achieve business objectives as required;
- Acting decisively and positively in order to move things forward in a timely manner;
- Escalating issues/obstacles/trends to the VP National Sales as appropriate with recommendations/solutions;
- Coordinating sales and marketing efforts to maintain above industry survey results JD Power and NPS internal survey, etc.).

Develop and manage a portfolio of select high value, complex commercial client relationships at an acceptable level of risk by:

- Cross-selling, upselling credit and non-credit commercial products; maintaining effective follow-up;
- Developing credit proposals, conducting timely and sufficiently detailed credit reviews;
- Ensuring all documentation is properly prepared and executed;
- Ensuring accounts adhere to the conditions of authorization;
- Identifying and resolving deviations from the conditions of authorization;
- Ensuring all aspects of assigned relationships receive ongoing attention to maintain, improve, grow, and retain the relationship.

Maintain the overall quality of the Indirect Retail and Commercial Automotive portfolios and client base, within the established parameters for underwriting by:

- Reviewing and, in consultation with the Credit Solutions staff, recommending term sheet issuance/declines;
- Providing guidance and counselling to the authors of all new credits; monitoring/reviewing the quality of all new credits and approving prior to sending credits to the internal credit group;
- Monitoring/reviewing input on the quality of the Indirect Retail and Commercial portfolios (through dealer segmentation reporting), the client base and the administration of same;
- Monitoring/reviewing input on the quality of commercial credit presentations;
- Monitoring/reviewing input on the integrity of commercial credit risk ratings;
- Monito

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