Associate Director, National Accounts Agriculture Banking

Requisition ID: 236812

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 posses 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 targets clients with credit authorizations of $20MM and greater. The role is specific to the National Accounts segment of Agricultural Banking Distribution.

**Accountabilities**:
Champions a customer focused culture to deepen client relationships and leverage broader Bank relationships, systems and knowledge.

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.
- Partner 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).
- 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 (including documentation, liaising with third parties, security registration), 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.
- Action suggestions to continually improve customer satisfaction and processes improvements which may be received directly from clients or through client satisfaction vehicles such as the Pulse.

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, forwarding others as per established processes.
- 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. This may include exiting a relationship.

Ensures satisfactory onboarding of clients by:

- Completing due diligence to ensure through understanding of the Client’s business and expected business activ