Associate Director, Hospitality Roynat Capital

**Requisition ID**: 238416

Roynat Capital, a wholly owned subsidiary of Scotiabank, is a national lender and investor with expertise in providing innovative long-term capital solutions for mid-sized companies utilizing senior term, subordinated debt, as well as mezzanine capital and common share equity. We provide tailored solutions to clients for acquisitions, business expansions, wealth monetization, and working capital enhancement. With a national presence in Canada in major markets, Roynat assists growth-oriented companies in reaching their goals across a wide range of industries.

Temporary Assignment

Contributes to the overall success of the National Hospitality team, the Associate Director is responsible for creating business development opportunities and cultivate a business profile in his/her local market by attending various networking functions and maintaining a professional presence with contacts and key referral sources.

The incumbent is also responsible for managing and expanding a complex portfolio of accounts. He/she monitors account performance; ensures regular contact with clients to deepen relationships, conduct applicable account reviews and implements payout prevention strategies as appropriate, with the ultimate goal of providing tailored credit solutions.

**Is this role right for you? In this role, you will**:

- Champions a customer focused culture to deepen client relationships and leverage broader Bank relationships, systems and knowledge.
- Acts as an Industry Specialist, providing guidance and expertise.
- Develop and execute business plan to achieve individual target objectives and ensure progress is made towards maximizing the potential business from existing clients and new prospects within an assigned market area by:

- Developing and maintaining a regular sales call program with clients to ensure effective management, retention, and expansion of each relationship
- Establishing and maintaining solid relationships with Hotel Franchisors, Franchisees and key business referral sources (COIs) in the assigned market area
- Identifying, researching and calling on prospects to establish and nurture a strong relationship with the goal of winning their business and becoming their trusted advisor
- Maintaining a current and thorough knowledge of Roynat Capital’s specialized product offerings which includes: Term, Subordinated Debt, and Equity, which will enable the incumbent to effectively promote tailored presentation packages to meet specific client needs
- Maintaining a current and thorough knowledge of client businesses and industries in order to identify holistic financial solutions to meet client needs
- Maintaining a solid knowledge of competitors and other threats in the marketplace to pro-actively adjust business plans to meet the changing competitive landscape
- Identifying opportunities to refer clients/prospects to Scotiabank partners and/or participate in joint calls as appropriate

- Manage and control assigned loan portfolio to ensure it is at an acceptable level of risk and generates an appropriate return by:

- Exercising sound credit judgment (or risk management) on complex deals based on thorough due diligence and analysis
- Monitoring all assigned accounts to ensure conformity to terms and conditions, as stipulated in credit authorizations with timely financial statement reviews
- Developing a strong working relationship with respective Risk Management partner(s) and establishing a communication and feedback process for credit presentations
- Maintaining a solid client relationship on assigned client base, keeping an awareness of the affairs of clients, ensuring administration of the accounts is timely (reviews) and a comprehensive database of activities is maintained
- Contributing to the reporting on credits/accounts as required by Risk Management, Compliance, Executive Office or other areas of Scotiabank.

- Contributing to District Office productivity and self-development by:

- Maintaining an expert knowledge of Roynat products, services, processes and procedures
- Maintaining a strong knowledge of other products and services offered by Scotiabank to support the identification of cross-sell/referral opportunities (i.e. Foreign Exchange, Swaps, Global Transaction Banking (GTB), Wealth Management, etc.)
- Continually increasing credit writing skills, deal structuring skills and other sales excellence behaviors and consistently emulating these behaviors within the D.O

- Monitoring performance and ascertain training requirements to enhance development of staff and/or assisting in the recruitment of staff
- Understand how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions.
- Actively 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 c