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Commercial Banking Director
2 months ago
We are seeking a highly skilled and experienced Commercial Banking Director 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.
- Develop and implement a structured marketing strategy to maximize business development opportunities for sustainable growth.
- Develop strategic sales plans for prospects and existing customers.
- Identify prospects/referrals from both internal/external networks.
- Analyze prospect lists and prioritize business development opportunities based on industry/market data and customer analytics.
- Partner with National Accounts Execution Team for credit deal structuring, negotiation.
- Determine 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.
- Refer 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.
- Lead the direct selling of credit and non-credit commercial products to prospects and customers.
- Maintain an appropriate ongoing sales pipeline.
- Identify and facilitate the involvement of key Bank resources and stakeholders to further business interests.
- Maintain 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.
- Plan and complete relationship activities which generate sales opportunities and/or provide value to the customers.
- Build and maintain an awareness of local market and general economic conditions.
- Meet with key industry and business leaders, as well as other centres of influence.
- Participate in local professional and community events and associations to develop and expand network of contacts.
- Liaise 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.
- Promote and encourage a strong relationship with the Execution teams for clients.
- Use strong knowledge of the Bank's diverse products and services to ensure the banking needs of each relationship are well understood and documented.
- Actively seek customer feedback on Bank products and services and the delivery of customer service.
- Liaise with the Shared Services Business Service Centre for fulfilment (including documentation, liaison with 3rd parties, security registration) and all service activities.
- Liaise with Client Portfolio Management for compliance monitoring and reporting actions as required.
- Lead the direct selling of credit and non-credit products and partner with all internal product specialist groups as required ensuring customer needs are met.
- Direct day-to-day activities in a manner consistent with the Bank's risk culture and the relevant risk appetite statement and limits.
- Communicate the Bank's risk culture and risk appetite statement throughout their teams.
- Create 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.
- Champion a high-performance environment and support a people strategy that attracts, retains, develops, and motivates their team by fostering an inclusive work environment.
- Work with various partners across the Bank, including Corporate Banking, GRM, and Shared Services.
- At least 5 years of commercial banking experience.
- Expert knowledge of the commercial banking marketplace in Canada.
- Thorough knowledge of the assigned market area's key prospects, major companies, and competitive positioning within the assigned market area.
- Familiarity with the Loan Syndication market.
- Strong understanding of the Commercial Bank's objectives, strategies, structure, as well as its lending and deposit products and services.
- Very strong interpersonal skills and communication skills.
- Strong PC skills, including a working knowledge of MS Word, Excel, PowerPoint, and other commercial systems and platforms.
- Excellent networking skills and interpersonal skills.
- Excellent sales/closing skills.
- Very strong communication skills (oral and written).
- Excellent relationship building and teamwork skills.
- Well-developed credit skills (i.e., able to qualify and assess credit worthiness of prospects).
- Strong negotiation skills.
- Broad knowledge of Bank's commercial lending and deposit products and services, and customer profitability model to provide integrated financial solutions.
- An undergraduate degree in business or economics (or work equivalency) is a requirement.
Work in a standard office-based environment; non-standard hours are a common occurrence. Frequent travel primarily domestically.
