Director, National Accounts, Commercial Banking

2 months ago

Calgary, Canada Scotiabank Full time

Requisition ID: 204866

Join a purpose driven winning team, committed to results, in an inclusive and high-performing culture.
- Manages a portfolio of highly complex clients in National Accounts 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._
- _
Promotes the development and profitable growth of the commercial banking portfolio as part of National Accounts in the assigned market area by:_
- _ Developing and implementing a structured marketing strategy to maximize business development opportunities for sustainable growth;_
- _ Developing strategic sales plans for prospects and existing customers;_
- _ Identifying prospects/referrals from both internal/external networks;_
- _ Analyzing prospect lists and prioritizing business development opportunities based on industry/market data and customer analytics;_
- _ Partner with National Accounts Execution Team, who has primary responsibility for credit deal structuring, negotiation;_
- _ Determining pricing for existing customer relationships in addition to proposed financing for any prospects, ensuring a satisfactory level of profitability for one’s overall book of business;_
- _ Partner with internal resources for non-credit related products;_
- _ Referring customers and prospects to the appropriate Commercial Bank segment and/or internal partners as appropriate._
- _
Pursues an aggressive business development program within the assigned market area according to agreed-upon growth objectives by:_
- _ Leading the direct selling of credit and non-credit commercial products to prospects and customers;_
- _ Maintaining an appropriate ongoing sales pipeline;_
- _ 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 deals or bids;_
- _ Update client or contact information accurately and in a timely fashion._
- _
Builds and maintains a high market profile in the assigned market area with both internal and external contacts by:_
- _ Planning and completing relationship activities which generate sales opportunities and / or provide value to the customers;_
- _ Building and maintaining an awareness of local market and general economic conditions;_
- _ Meeting with key industry and business leaders, as well as other centres of influence;_
- _ 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._
- _
Ensures assigned relationships receive ongoing attention, as required to maintain and grow the relationship by:_
- _ Promoting and encouraging a strong relationship with the Execution teams for clients;_
- _ 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;_
- _ Liaising with the Shared Services Business Service Centre for fulfilment (including documentation, liaison with 3rd parties, security registration) and all service activities;_
- _ Liaising with Client Portfolio Management for compliance monitoring and reporting actions as required;_
- _ Leading the direct selling of credit and non-credit products and partners with all internal product specialist groups as required ensuring customer needs are met._
- _
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, 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 supports a people strategy that attracts, retains, develops and motivates their team by fostering an inclusive work environment; communicating vison/values/business strategy and supporting succession and development planning for the team._
- _
Works with various partners across the Bank, including Corporate Banking, GRM, and Share

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