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Franchise Banking Specialist
2 months ago
The Franchise Banking Specialist is a key member of our Commercial Business Banking team, responsible for driving the growth of our franchising portfolio in their assigned market area. This role requires a strong understanding of the franchising industry, excellent relationship-building skills, and the ability to develop and execute business plans to achieve significant growth and other negotiated goals.
Key Responsibilities- Franchise Business Development
- Acquire new franchising business owner relationships through relationship-building activities, including developing and maintaining an awareness of events, trends, and practices in the markets of franchising.
- Identify prospects using multiple channels, including asking for referrals from existing customers, collaboration with Scotiabank Commercial and Retail Banking partners and COIs, developing a network of community business contacts, and participating in marketing/educational seminars.
- Onboard new franchising customers and migrate to servicing branches, where applicable.
- Discover business and personal banking needs/preferences on both sides of the customer's balance sheet.
- Proactively collaborate with the Wealth Management Financial Consultant to ensure a Total Solutions approach (business and personal Lending, Payments, and Investments) is provided to new franchising customers.
- Franchise Portfolio Management
- Acquire and grow the assigned market area business banking portfolio of high-value franchising customers, Centers of Influence, and Association relationships to achieve significant growth and other negotiated goals while meeting the Bank's Service Standards.
- Develop and maintain a strong knowledge of franchising customers in the local marketplace, including the nature and progress of high-value franchises, their financial position and structure, and the terms and conditions of financial services used.
- Provide specialized franchising expertise and business/finance advice that increases the business owner's ability to succeed in their business.
- Develop and maintain business relationships with Centres of Influence (COI) including influential customers, internal and external referral sources.
- Franchise Credit Management
- Acquire a market area credit portfolio at an acceptable level of risk by working closely with the ACE and EO Franchising team when processing deals.
- Complete credit reviews in a timely and sufficiently detailed fashion.
- Authorize, renew, or decline customer requests within standard Bank policies and authorized limits, forwarding others as per established processes.
- Prepare and/or ensure all documentation is properly prepared.
- Ensure accounts adhere to the conditions of authorization.
- Identify and resolve deviations from the conditions of authorization.
- Identify deteriorating and/or unsatisfactory trends affecting the loan portfolio, seizing opportunities to reduce risk and loss.
- Franchise Business Planning
- Develop an understanding of Business Banking's financial and non-financial goals and how to contribute to them.
- Adhere strictly to Bank and Branch security procedures and assigned authorities and responsibilities, and report any unusual occurrences or fraudulent activity to your supervisor as soon as you become aware of it.
- Adhere to and ensure compliance with regulatory activities and guidelines, including Privacy, Anti-Money Laundering/Anti-Terrorist Financing, FCAD, Know Your Customer, CDIC, Occupational Health & Safety.
- Understand how the Bank's risk appetite and risk culture should be considered in day-to-day activities and decisions.
- Actively pursue 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.
- Franchise Business Conduct
- Champion a high-performance environment and contribute to an inclusive work environment.
- Post-secondary education: University/college courses in accounting, finance, business law, and economics, or equivalent work experience.
- Experience in the field of franchising (educational or working).
- Knowledge of the features and benefits of business products and services, selling approach, selling tools, and calculators.
- Expert knowledge of the marketplace in which the branch operates/marketplace resides, proven expertise in the franchising segment within that marketplace.
- Working knowledge of the applicable software and technology platforms for Business Banking, including the supporting systems such as the ACE and GRM, Sales Builder, Intralink, etc.
- Knowledge of applicable risk management policies and processes.
- Working knowledge of legal and security documentation for small business products.
- Thorough and proven knowledge of solicitation, marketing, and business development techniques.
- Working knowledge of applicable branch procedures, processes, and workflows.
- Thorough knowledge of small business legal structures, life cycles, and owner characteristics.
- Thorough knowledge of business financial statements, especially the franchising segment.
- Working knowledge of the features and benefits of retail products and services.
- Working knowledge of other business line/partner offerings (i.e., Wealth Management, Commercial Banking, Enterprise Solutions).
- Working knowledge of competitor offerings and alternate sources of financing.
- Working knowledge of economic conditions and political events affecting small business, especially the agricultural segment.
- The ability to build and maintain key relationships is essential, along with the ability to influence and persuade others. The incumbent must possess tactical planning, implementation, and organization skills. A high degree of flexibility is required to adapt to a wide variety of tasks and functions.
A standard office environment is provided; however, the incumbent spends 90% of the time away from an office environment, working with the Sales team either in Branches or in customer/prospect facilities, traveling to conduct marketing activities and other customer interviews, trade shows, COI events, etc.
Customer demands are constant and at times may be outside of standard office hours.
