Area Sales Manager

3 weeks ago

Vancouver, Canada Scotiabank Full time

Requisition ID: 176238

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

**Purpose**

The Area Sales Manager contributes to the profitable growth of the Dealer Finance Centre portfolio. He/she develops new and maintains existing Dealer and Manufacturer Indirect Retail business in line with short and long-range Bank objectives and policies. He/she is responsible for achieving both business development and customer satisfaction goals for an assigned market area as well as ensuring related expenses are controlled within authorized budgets. The incumbent is expected to manage the relationship with the dealer, ensuring customer satisfaction and good quality service is provided.

**Accountabilities**
- Develop a marketing/calling program with assigned accounts and new prospects to reach established business development targets by:

- Developing and maintaining a thorough knowledge and understanding of dealer finance (retail lending indirect and retail leasing) products, policies, services, and credit risks
- Developing and maintaining a detailed understanding of competitor’s dealer finance products, services and initiatives
- Researching/analyzing market, customers, prospects to develop marketing strategies to attract new customers, maintain/grow existing high value customers and increase value of low value customers
- Identifying and prioritizing suitable prospects to effectively develop and implement a marketing program to acquire new indirect retail referrals
- Analyzing prospect/customer lists and prioritizing business development opportunities based on industry/market data and customer analytics
- Undertaking call planning to develop strategic sales plans for prospects and existing customers
- Completing reports for key sales opportunities and reviewing with the Retail Sales Manager
- Maintaining a high market profile in order to develop relationships to build and grow business opportunities
- Execute an aggressive marketing/calling program on designated customers and prospects within the assigned market area according to agreed upon growth objectives by:

- Making business development calls to prospects and customers alone or with Relationship Manager
- Preparing professional and timely client proposals, understanding and promoting our key differentiation against our competitors
- Ensuring activities are coordinated with the business development activities of the assigned Relationship Manager; meeting to exchange and coordinate respective business development plans
- Providing the Retail Sales Manager with timely and accurate business development reporting
- Maintaining an appropriate ongoing sales calling program
- Identifying and facilitating the involvement of key Bank resources and stakeholders to further business interests
- Maintaining effective follow-up with prospects/referrals on any unsuccessful opportunities
- Updating client or contact information accurately and in a timely fashion
- Ensuring that the Bank’s interests are protected at all times by strictly adhering to risk management and compliance programs, internal and regulatory guidelines, including Know Your Customer, Anti-Money Laundering, etc.
- Ensuring adherence to Information, Security and Policy Privacy Requirements.
- Contribute to the maintenance of effective operations for the processing of dealer finance arrangements by:

- Providing accurate instructions to customers to ensure documentation is complete and submitted for set up of new arrangements
- Assisting in problem resolution, as required
- Maintaining appropriate customer files, as required
- Build and maintain a high market profile in the assigned market area with both internal and external contacts by:

- Identifying key business contacts and centres of influence within the market area
- Building and maintaining relationships with key players/contacts
- Planning and completing relationship activities which generate sales opportunities and / or provide value to the customers
- Participating in local professional and community events and associations to develop and expand network of contacts
- Liaising with Bank product specialists to stay abreast of new enhancements, products and services, as necessary
- Ensure all aspects of assigned relationships receive ongoing attention, as required, to maintain, improve, grow and retain the relationship by:

- Using strong knowledge of the Bank’s diverse products and services to ensure the banking needs of each relationship are well understood and documented
- Actively seeking customer feedback on Bank products and services and the delivery of customer service; providing solutions on issues
- Partnering with the Relationship Manager, as required, ensuring customer needs are met
- Responding/resolving enquiries from customers, as required, regarding credit lines, general enquiries and complaints; ensuring all customer enquiries, concerns and complaints are resolved to the cust

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