Small Business Development Manager

5 days ago

Victoria, Canada Scotiabank Full time

Requisition ID: 201087

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

Are you a Dynamic Leader who is passionate about Small Business Development, motivating a team, driving results, and embracing transformational change? This exciting career opportunity may be for you

In this key leadership role you will contributes to the overall success of the District ensuring specific individual goals, plans, initiatives are executed / delivered in support of the team’s business strategies and objectives. You will ensure all activities conducted are in compliance with governing regulations, internal policies and procedures. You will work with the Regional Director, Small Business Development and District Vice President(s) on the execution of sales management activities focused on building profitable Small Business growth. These activities will include one-on-one Small Business sales coaching and group touch bases with Small Business Advisors and Branch Managers.

What you will be doing...

• Championing a customer focused culture to deepen client relationships and leverage broader Bank relationships, systems and knowledge
• Developing and overseeing the execution of District strategies and business plans that contribute to a) the profitable growth of the Small Business portfolio, b) stronger market share, and c) retail cross-sell of Small Business owners by:
• Partnering with the Regional Director and DVP to design, develop and execute the strategy and business plan for Small Business Advisors and Branch Managers in selling and servicing Small Business products and services to achieve the District’s Small Business growth goals
• Conducting key sales management activities within branches, including coaching sessions, skill building sessions and group touch bases
• Providing internal and external sales and coaching best practices during coaching, skill-building sessions and touch base sessions with Small Business Advisors as required
• Guiding Small Business Advisors and Branch Managers to plan and implement a marketing activity plan for existing customers
• Motivating and focusing the efforts of Small Business Advisors and Branch Managers without direct authority
• Providing Small Business Advisors and Branch Managers with clear direction, expectations and feedback during observation-based one-on-one coaching
• Acting as a centre of excellence, providing expert and timely assistance to the District
• Providing input into the Achievement Assessments of Small Business Advisors
• Identifying and escalating non-performance issues to the Regional Director and District Vice President(s)
• Taking a leadership role to recruit Small Business Advisors
• Coaching, training and motivating sales staff through presentations, workshops and seminars to increase confidence and awareness of existing and new Small Business product lending, day-to-day, protection and investment solutions
• Acting as the primary field resource for all of the Small Business sales force
• Coordinating activities/facilitating Small Business sales meetings
• Support training activities of new Small Business Advisors
• Leveraging internal and external referral partners to support customer acquisition and relationship growth
• Contributing to positive customer loyalty scores by coaching to Pulse behaviours and making call backs to customers
• Ensuring the Bank’s exposure to risk is minimized by providing oversight and ensuring adherence to regulatory activities and lending/collateral policies
• Responding to and coordinating corrective actions to Audit findings
• Designing, developing and implementing Business market area strategies and initiatives to achieve the District’s Small Business growth goals by:
• Coordinating activities and facilitating meetings with Small Business sales force and partners for education and business development purposes
• Assessing relevant data and information to implement District sales strategies, identifying business opportunities
• Identifying Small Business coaching opportunities and making recommendations to address and capitalize on them
• Identifying possible impediments to implementation and providing input and recommendations to help avoid or overcome them
• Designing, developing and delivering the reward and recognition programs aimed at driving and recognizing desired Small Business selling/coaching behaviours and results
• Keeping Regional Director, Small Business Development and District Vice Presidents(s) up-to-date on the strategy’s/initiative’s progress
• Monitoring and evaluating Small Business sales/coaching results and trends

• Identifying, then recommending tactical responses to positive and negative trends

• Keeping Branch Managers informed about progress toward agreed upon Small Business growth goals and objectives, including escalating items/issues to the Regional Director and District Vice President as appropriate

• Understanding how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions.

• Actively pursuing effective and efficient operations of his/her respective areas in accordance with Scotiabank’s Values, its Code of Conduct and the Global Sales Principles, while ensuring the adequacy, adherence to and effectiveness of day-to-day business controls to meet obligations with respect to operational, compliance, AML/ATF/sanctions and conduct risk.

• Championing a high performance environment and contributes to an inclusive work environment.

What you have…

• Expert knowledge of sales management activities and techniques

• Expert knowledge of the Bank’s Small Business products and services, including the supporting systems such as Business Account Express, Business Account Opening, Scotiaworx, SBP 360 and Sales Builder

• Expect knowledge of the Bank’s Small Business tools as resources, such as Resource Centre for business, BMDs and Small Business Certification Program

• Expert knowledge of credit processes and policies, including ACE/Scotiaworx and GRM-Small Business

• Thorough knowledge of Word, Excel, Outlook and other retail management platforms (ie. FPulse, Intralink, etc)

• Thorough knowledge of products and services provided by the Bank’s Commercial Banking partners

• Thorough knowledge of Small Business products and series offered by other financial institutions and niche competitors

Education:
• Small Business Certification Program
• University/college degree or work equivalency

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