Team Lead, Professional Banking Specialist

Requisition ID: 194547

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

**Purpose**

The incumbent is responsible for leading the sales management of a team of Healthcare and Professional Banking Specialists for an assigned territory/market ensuring business strategies, plans and initiatives are executed / delivered in support of Scotiabank’s business strategies and objectives and in compliance with governing regulations, internal policies, and procedures.

The Healthcare and Professional Banking Specialists are part of a national team responsible for delivering holistic advice and solutions for the profitable growth of existing and new high value professional clients.

**Accountabilities**
- Leads and drives a client focused culture throughout their team to deepen client relationships and leverage broader Bank relationships, systems, and knowledge.
- Develops and leads the implementation of tactical plans to support the overall strategy for retail and small business banking in the achievement of the business objectives by:

- Leading, coaching, and motivating the team to exceed profit plan, sales objectives, and recognizing/rewarding sales/service excellence.
- Identifying and evaluating new business opportunities, relationships, and strategic partnerships
- Collaborating with key partners from other business lines (e.g., ACE Adjudication Centre, Retail & Small Business Banking, Wealth and Commercial) to meet objectives/overcome obstacles, guiding team members to alternatives if required.
- Relationship managing key COI relationships with professional associations and industry experts.
- Leading, supporting, and participating at key industry events and presentations with the team
- Actively managing performance of direct reports against sales goals/business plans and providing effective and timely training and performance management.
- Having a thorough knowledge base of the full suite of products and services available to professional clients.
- Having thorough knowledge of all aspects of the Professionals market and career stages
- Provides leadership to motivate and develop individual and team performance by:

- Fostering and developing a strong, positive team environment, driving employee empowerment, innovation, and a high degree of engagement.
- Driving the internal communications process by ensuring all employees are aware of key projects, business goals and ongoing changes affecting clients.
- Ensuring the performance management process is in place and employee development is a priority for all employees on the team.
- Sharing knowledge, experience, and responsibility with employees in a drive for the highest standards of professionalism, sales, and service excellence.
- Regularly scheduling one-on-one coaching with direct reports.
- Identifying and supporting training and developmental needs of team members and participation in the development of training programs.
- Ensures the client portfolio assigned to the team receives ongoing attention to maintain, improve and retain relationships by:

- Ensuring an active business development program with existing and potential clients to ensure the Bank is familiar with the business’ operations and its principal officers.
- Using knowledge of the Bank’s retail and small business product set to oversee that client and prospects needs are met.
- Using pricing parameters based on assigned market, with price negotiation within band.
- Actively seeking client feedback on Bank products and the delivery of client service.
- With partners contributes to the maintenance of an acceptable quality Professional client credit portfolio and client base, within established parameters for underwriting within program parameters (i.e., Scotia Professional Plan):

- Providing ongoing coaching support to team to ensure quality banking advice and solutions presented
- Monitoring that exception conditions as specified by the Bank’s adjudicating, auditing and compliance organizations are met prior to the advancing of funds or the use of account facilities by clients
- Maintains a high market profile within the assigned market areas with both internal and external contacts by:

- Identifying key business contacts and centres of influence within the market area
- Develop and build strategic relationship with key industry partners including university faculties, provincial associations, and key COIs within the market.
- Building and maintaining internal relationships with key partner/contacts, including Retail/Small Business, Scotia Wealth, and Commercial Banking
- Identifying and facilitating the involvement of team members and stakeholders to further business interests.
- May represent the Bank as the Community or Provincial Leader within the regional coverage area.
- Understand how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions.
- Creates an environment in whi