Senior Associate, Origination Client Management

Requisition ID: 210022

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.

Purpose

Contributes to the overall success of Technology Innovation Banking in Canadian Business Banking 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 incumbent is responsible for the building, growing, and managing of a portfolio of clients operating in the assigned technology and innovation segment. He/she is expected to cultivate and increase Scotiabank’s brand profile in the tech community through attendance of external activities and maintaining a professional presence with key contacts and business referral sources in this space.

Contributes to the overall success of the TIB 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 Senior Associate is responsible for the effective and profitable management of a portfolio of customer relationships operating in technology and innovation segments. He/she is also responsible for achieving personal and team business volumes and related revenues to meet pre-set targets. He/she is responsible for the building, growing, and managing a portfolio of accounts and is expected to service customers providing the highest professional standard both at a business level and through outside participation in the tech community.

Accountabilities

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

• Responsible for business development and market share growth in the early and growth-stage technology and innovation segment in the assigned market area by generating business volumes and related revenues, meeting pre-set targets, and managing the Team’s portfolio and activities.

• Acts as the Industry Specialist in Technology and Innovation segments, providing guidance or assistance to regions that lack TIB specialization.

• Ensure business target objectives are achieved by:
  • Developing and maintaining a regular sales call program on customers to ensure effective management, retention, and expansion of each customer relationship;
  • Identifying, researching and calling on prospects to establish full banking relationships and building a comprehensive data base file for each prospect using internal bank systems;
  • Building and establishing a TIB portfolio;
  • Maintaining a current and thorough knowledge of the commercial bank’s (Scotiabank and Roynat Capital) product offerings to effectively promote tailored presentation packages to meet specific customer needs; and
  • Staying abreast of industry trends and maintaining a deep understanding of the inherent needs, challenges, and opportunities unique to companies operating in the various technology and innovation segments.

• Manage and control loan portfolio to ensure it is at an acceptable level of risk and generates an appropriate return by:
  • Researching, verifying, and analyzing credit applications and preparing comprehensive credit applications of large and complex transactions meeting the guidelines set out in the monograph Term Finance, Leasing manuals, and TIB job-aids, exercising sound credit judgment based on thorough investigations and analyses;
  • Monitoring all assigned accounts to ensure conformity to terms and conditions, as stipulated in credit authorizations with timely financial statement reviews and screen interim statements for potential business opportunities. Applying diligence to collecting on overdue accounts as reported on the monthly Late Payment Report. Promptly identifying deteriorating credit quality, participating as necessary in the resolution of problem loan situations.
  • Maintaining a solid client relationship on assigned client base, keeping an awareness of the affairs of customers, ensuring administration of the accounts is timely (reviews) and a comprehensive database of activities is maintained.

• Contribute to productivity and service by:
  • Ensuring reports and correspondence are completed accurately and promptly;
  • Participating in coaching new staff including assigned Trainees on credit administration or products, if necessary;
  • Completing any other duties as assigned from time to time by the Associate Director and Group Lead/Director and National Lead, TIB.

• Understands 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 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.

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

Education / Experience / Other Information:

The incumbent requires:

• Passion in working with entrepreneurs in the tech space.
• A high level of energy, commitment and strong sense of teamwork are needed to be successful in the role.
• Knowledge and understanding of the Technology and Innovation industry segments, the Technology and Innovation business banking marketplace in Canada, and knowledge of the assigned market area’s key prospects, major companies, and competitive positioning within the assigned market area an asset.
• Comfort with ambiguity as a high degree of flexibility is required to adapt to a wide variety of tasks and functions with changing priorities and demands.
• Undergraduate degree in business, economics, technology, sciences, or related work experience.
• In progress professional designation (i.e. CPA, CFA, or CVB, etc.) or MBA is considered an asset.

Functional competencies:

• Basic understanding of financial analysis and risk analysis techniques.
• Strong interpersonal skills and communication skills (written and oral) that enable the incumbent to effectively articulate views both internally and externally.
• Strong PC skills are required, including working knowledge of MS Word, Excel, and PowerPoint.
• Above average sales, closing, and negotiation skills.
• Strong knowledge of relationship building and teamwork skills.

Working Conditions:

Work in a standard office-based environment; non-standard hours are a common occurrence. The incumbent is required to travel within their assigned geography in order to execute on sales calling program. Frequent interruptions, ad hoc requests and unplanned operating issues, along with constantly changing priorities contribute to the high demands placed on the incumbent. Non-standard working hours are a regular occurrence.

Location(s): Canada : British Columbia : Vancouver

We value the unique skills and experiences each individual brings to the bank, and are committed to creating and maintaining an inclusive and accessible environment for everyone. Candidates selected for an interview will be contacted directly. If you require accommodation during the recruitment and selection process, please let us know. We will work with you to provide as seamless a recruitment experience as possible.