Director, National Accounts, Commercial Banking

2 months ago

Calgary, Alberta, Canada Scotiabank Full time

Job Summary

We are seeking a highly experienced and skilled Senior Commercial Banking Executive to lead our National Accounts team in Canada. As a key member of our Commercial Banking team, you will be responsible for managing a portfolio of complex clients and driving business growth in a defined market area.

Key Responsibilities

  • Lead and drive a customer-focused culture throughout the team to deepen client relationships and leverage broader Bank relationships, systems, and knowledge.
  • Promote 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.
  • Pursue 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.
  • Build and maintain 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 centers 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.
  • Ensure 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 fulfillment (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 vision/values/business strategy and supporting succession and development planning for the team.
  • Works with various partners across the Bank, including Corporate Banking, GRM, and Shared Services.

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