Associate Director, National Accounts Agriculture Banking

Title: Associate Director, National Accounts Agriculture Banking - Canadian Commercial Banking

Requisition ID: 218123

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

Purpose

Contributes to the overall success of the National Accounts Agricultural Banking team ensuring specific individual goals, plans, initiatives are executed / delivered in support of the team's business strategies and objectives. Ensures all activities conducted are in compliance with governing regulations, internal policies and procedures.

The Associate Director (AD) is a product generalist who possesses a good understanding of financial products and services and focuses on the cross sell and retention of existing commercial customers. He/She is responsible for identifying prospects in target markets, developing proposed sales pipelines, conducting prospect sales calls and qualifying opportunities based on customer information and a high level of due diligence. You will manage a customer portfolio of moderate to higher complexity, with business development activities that target clients with credit authorizations of $20MM and greater. The role is specific to the National Accounts segment of Agricultural Banking Distribution.

Accountabilities:

1. Champions a customer focused culture to deepen client relationships and leverage broader Bank relationships, systems and knowledge.
2. Promotes the development and profitable growth of the commercial banking portfolio in the assigned market area by:

- Developing and implementing a marketing strategy to maximize business development opportunities for sustainable growth;
- Developing sales plans for prospects and existing customers;
- Identifying prospects/referrals from other internal/external networks;
- Analyzing prospect lists and prioritizing business development opportunities based on market data and customer analytics;
- Partnering with internal resources for non-credit related products;
- Referring customers and prospects to the appropriate Commercial Banking segment and partners as appropriate.

- Pursues a business development program within the assigned market area according to agreed-upon growth objectives by:

- Direct selling of credit and non-credit commercial products to prospects and customers;
- Maintaining an appropriate ongoing sales pipeline and 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.

- Builds and maintains a market profile in the assigned market area with both internal and external contacts by:

- Meeting with business leaders and other centres of influence;
- Participating in local professional and community events and associations to develop and expand network of contacts;
- Liaising and utilizing Bank product specialists to stay abreast of new enhancements, products and services, and to fulfil identified client needs.

- Ensures all aspects of assigned relationships receive ongoing attention, as required to maintain, improve, grow and retain the relationship by:

- Promoting and encouraging a strong relationship with the Sr. Client Service Associate (Sr. CSAs);
- Using strong knowledge of the Bank's streamlined products and services including simplified credit application, standardized and simplified products, standardized pricing and underwriting;
- Actively seeking customer feedback on Bank products and services and the delivery of customer service;
- Liaising with the Shared Services Business Support Centre (BSC) for fulfilment, compliance monitoring, reporting actions and all service activities as required;
- Partnering with internal product specialists on the selling of non-credit products and ensuring customer needs are met;
- Actioning suggestions to continually improve customer satisfaction and processes improvements.

- Manage an assigned credit portfolio for authorizations of $20MM and greater at an acceptable level of risk by:

- Completing credit reviews in a timely and sufficiently detailed fashion;
- Authorizing, renewing or declining customer requests within standard Bank policies and authorized limits;
- Preparing and/or ensuring all documentation is properly prepared;
- Ensuring accounts adhere to the conditions of authorization;
- Identifying and resolving deviations from the conditions of authorization;
- Ensuring early identification of problem loans and ensuring the accuracy of risk ratings through identification of changes in account quality via review of industry/economic trends;
- Making recommendations relative to structure, monitoring and risk rating to Global Risk Management as issues are identified.

- Ensures satisfactory onboarding of clients by:

- Completing due diligence to ensure thorough understanding of the Client's business and expected business activity and that it aligns with the Bank's risk tolerance;
- Ownership of KYC requirements;
- Co-ordinating efforts with the Sr. CSA to ensure satisfactory completion of the Client Profile Information documentation;
- Ensuring all KYC documentation is properly on file.

- Champion sustainment of the Commercial Banking Operating Model by:

- Taking ownership that activities and behaviours align to roles and responsibilities and adherence to guidelines and processes within the Team.

- Understand how the Bank's risk appetite and risk culture should be considered in day-to-day activities and decisions.
- Actively 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.

Reporting Relationships:

- Reports to the Director and Group Lead, National Accounts, Agriculture Banking Commercial Distribution.
- No direct reports.

Education:

- Post secondary education - Undergraduate degree in business or economics or work equivalency.
- Other training requirements as determined by the Bank from time to time.

Skills/Work Experience:

- Previous work experience of at least 2-5 years in Commercial or Corporate Banking required.
- Very strong sales/closing skills.
- Strong networking ability.
- Very strong negotiation skills.
- Very strong communication and interpersonal skills are essential to this position.
- Strong relationship management skills.
- Strong credit skills writing Commercial and or Corporate Credit.
- Strong knowledge of Bank's commercial lending and deposit products and services.
- Ability to conduct due diligence on the strength of customer financials for deals of moderate to higher complexity.
- Thorough knowledge of relationship building and teamwork skills.
- Good knowledge of Onboarding, Know Your Customer, Anti Money Laundering processes.
- Good PC skills are necessary, including a working knowledge of MS Outlook, Word, Excel, PowerPoint, and other commercial systems and platforms.
- Key Competencies include: Customer Focus, Communication, Results Focus, Building Strategic Relationships, Strategic Influencing and Self-Awareness & Personal Development.

Working Conditions:

- Work in a standard office-based environment; non-standard hours are a common occurrence.
- Travel within the assigned territory is required.

Location(s): Canada : Ontario : Waterloo || Canada : Ontario : Kingston || Canada : Ontario : London (ON) || Canada : Ontario : Ottawa || Canada : Ontario : Stratford

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 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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