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Director & Head, Sales and Performance Enablement, Canadian Commercial Banking
1 month ago
Requisition ID: 215456
Join a purpose driven winning team, committed to results, in an inclusive and high-performing culture.
Purpose
The Director and Head, Sales & Performance Enablement – Canadian Commercial Banking is responsible for overseeing Client Advocacy, Sales Effectiveness and Strategic Initiatives teams to drive sales excellence and enhance client experience.
This role contributes to setting strategic direction and managing key projects for the Business Bank, aiming to meet both short-term and long-term goals. This role contributes to profitable growth through integrated sales management tools, training, project execution and influencing change towards a better client experience.
Accountabilities:
1. Fosters a client-focused approach within the team to strengthen client relationships, utilize broader Bank connections, increase field capacity, and improve overall performance in the Commercial Bank.
2. Contributes to executing on the Commercial Bank's strategic direction by:
1. Developing strategies to enhance client value and experience focusing on profitability, cross-sell and referral opportunities.
2. Aligning strategic initiatives with the All-Bank/Canadian Banking strategies.
3. Participating in leadership meetings, advisory and working committees to shape short- and long-term strategies.
4. Keeping up with industry trends and competitors to seize opportunities and mitigate potential risks.
4. Creates and delivers on client value measured through advocacy, client engagement, improved NPS and more effective complaint resolution by:
1. Leading and supporting the field on cPulse engagement.
2. Identifying key events, forums and beta teams for top clients and prospects to seek feedback, deliver value propositions and present a comprehensive view of the Bank.
3. Executing and sustaining a client engagement model for deepening client relationships.
6. Enhances overall performance by:
1. Developing and implementing improved sales management processes and sales tools.
2. Leading capacity improvements and reengineering solutions to exceed sales and business standards enhancing Employee Value Proposition to attract and retain top talent.
8. Manage digital platforms (Salesforce and nCino) to meet strategic goals through technical oversight, planning and stakeholder collaboration:
1. Understand business needs and align requirements; conduct assessments to identify gaps and needed improvements.
2. Prioritize development by evaluating requests based on impact and feasibility; develop a balanced roadmap for immediate and long-term goals; ensure timely delivery.
3. Manage continuous investment and monitor budget and expenditures to keep platforms updated and sustainable.
4. Collaborate with stakeholders and partners to maintain communication and build strong vendor relationships; ensure alignment.
10. Directs day-to-day activities to align with the Bank's risk culture and limits. Communicates this risk culture and risk appetite to their teams.
11. Ensures the team operates efficiently and effectively, aligning with Scotiabank's Values, Code of Conduct and Global Sales Principles, while maintaining business controls for operational, compliance, AML/ATF/sanctions and conduct risk.
12. Creates a high-performance environment by attracting, retaining, developing and motivating the team. Fosters an inclusive workplace with a coaching mindset, communicates vision, values and strategy while managing succession and development planning.
Reporting Relationships:
Primary Manager: Senior Vice President, Performance Enablement – Canadian Commercial Banking
Direct Reports: Director, Sales Effectiveness and Sales Experience, Director, Client Advocacy & Strategic Initiatives, Director, Sales Tools & Platforms.
Dimensions:
This scope incorporates measurement criteria, breadth, magnitude of key statistics, budgets, design, implementation, tracking, results, authorities and controls for Commercial Banking and related business line units supported. Interactions with cross-functional bank partners are expected. Oversees multiple projects concurrently.
Education / Experience / Other Information:
1. Post secondary education - University degree or equivalent work experience.
2. Strategic background and experience in current and or former positions.
3. Excellent understanding and knowledge of the Commercial Banking segments, including policies and processes, servicing models, distribution channels and products.
4. Experienced in coaching/mentoring and equitable human resource management skills.
5. Knowledge of bank solutions and services like Global Transaction Banking, Global Banking & Markets, Wealth Management, Retail and Small Business, etc.
6. Understanding of partner services from Global Risk Management and Retail & Business Service Centre.
7. Strategic planning and strong communication and presentation skills.
8. Excellent negotiating and influencing abilities; able to persuade all levels with well-researched insights.
Working Conditions:
Work in a standard office-based environment; non-standard hours are a common occurrence. Limited travel domestically.
Location(s): Canada : Ontario : Toronto
Scotiabank is a leading bank in the Americas. Guided by our purpose: "for every future", we help our customers, their families and their communities achieve success through a broad range of advice, products and services, including personal and commercial banking, wealth management and private banking, corporate and investment banking, and capital markets.
At Scotiabank, 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. If you require accommodation (including, but not limited to, an accessible interview site, alternate format documents, ASL Interpreter, or Assistive Technology) during the recruitment and selection process, please let our Recruitment team know. Candidates must apply directly online to be considered for this role. We thank all applicants for their interest in a career at Scotiabank; however, only those candidates who are selected for an interview will be contacted.
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