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Associate Director, Business Banking - Winnipeg

Winnipeg, MB
Full Time
7 days ago

Requisition ID: 66075
Join the Global Community of Scotiabankers to help customers become better off.

Contributes to the Business Banking growth within a market area, ensuring business strategies, plans and initiatives are executed / delivered in compliance with governing regulations, internal policies and procedures.

The Associate Director, Business Banking is responsible for contributing to the overall success of the Business Banking Unit. This includes meeting financial objectives related to the profitable growth and retention of the team's assigned portfolio of Business Banking clients and the development of new client relationships. He/she provides direction to team members in a manner consistent with the overall Business Bank strategy of developing a customer-focused sales culture. The incumbent is responsible for the execution of a sales/marketing plan to drive lending and deposit growth and client acquisition for an assigned territory and for the sales management (i.e., allocation of accounts, sales forecasting, deal assistance, coaching, team building, recognition, education) of a team of Relationship Managers and Client Service Associates.


Drives a customer focused culture throughout their team to deepen client relationships and leverage broader Bank relationships, systems and knowledge.

Leads the implementation of tactical plans to support the overall strategy for the Business Banking area and the achievement of the business objectives by:
• Leading the sales effort to achieve the overall profit plan goals within the assigned market area
• Reviewing input from a variety of sources including team members, customers, competitive intelligence, etc. (driven by marketing segmentation and portfolio management);
• Anticipating and planning for potential risks and opportunities;
• Obtaining input from RMs and/or other stakeholders to ensure successful implementation;
• Motivating and focusing the efforts of the RMs;
• Escalating issues/obstacles/trends to the Director & Group Lead, Business Banking as appropriate and with recommendations/solutions;
• Allocating prospects and other business opportunities amongst RMs.

Ensures the customer portfolio assigned to the Team receives ongoing attention to maintain, improve and retain relationships by:
Ensuring an active Business Development program with each relationship to ensure the Bank is familiar with the business' operations and its principal officers;
• Coaching to ensure each customer call and meeting has specific objectives;
• Using knowledge of the Bank's business banking financial product set, as well as providing some product customization, the incumbent oversees that customer and prospects needs are met
• Actively seeking customer feedback on Bank products and the delivery of customer service;
• Ensuring the team interacts effectively with the Shared Services Business Service Centre (BSC) for reporting and fulfillment as applicable;
• Ensuring proper due diligence in evaluating information; including appropriate AML, "Know Your Customer" and compliance policies are followed by the Client Relationship Management Team.

Maintains a market profile within the assigned market area with both internal and external contacts by:
• Identifying key business contacts and centres of influence within the market area;
• Building and maintaining internal relationships with key players/contacts;
• Identifying and facilitating the involvement of team members and stakeholders to further business interests;

Contributes to the sales/service management strategy by:
Leading, coaching and motivating the team to exceed profit plan and sales objectives and recognizing/rewarding sales/service excellence;
Actively managing performance of direct reports against sales goals/business plans;
Providing effective and timely training and performance management;
Developing a broad knowledge base to ensure all client facing team members have skills necessary to promote the full suite of applicable products and services;
Facilitating the sharing of best practices to enhance client and relationship managers experiences (e.g. strategy & business development campaigns);
Managing the overall quality and timeliness of client service in compliance with corporate policies and procedures, the operation document(s), legislation, and court precedent.

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, corporate goals and ongoing critical changes affecting clients;
Exhibiting an ability to listen, negotiate and communicate goals;
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;

Contributes to the effective functioning of the Business Banking Team by:
Supporting the Director & Group Lead in their absence as necessary for the continual smooth operation of the team
Building effective working relationships across the team and with various business lines and corporate functions;
Facilitating a culture of open and honest communication by actively participating and contributing to touchbases, team meetings, encouraging the generation of new ideas and approaches and actively sharing knowledge and experience to enhance the development of all team members;
Developing and executing a meaningful employee development plan.
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, while ensuring the adequacy, adherence to and effectiveness of day-to-day business controls to meet obligations with respect to operational risk, regulatory compliance risk, AML/ATF risk and conduct risk, including but not limited to responsibilities under the Operational Risk Management Framework, Regulatory Compliance Risk Management Framework, AML/ATF Global Handbook and the Guidelines for Business Conduct.
Championing a high performance environment and contribute to an inclusive work environment

• The incumbent is responsible for contributing to the profitable growth of the Business Banking portfolio for the assigned market area within Canada.
• Business development activities within the market area target clients with credit deals in the range of $250,000 up to $1MM and deposits of $1MM to $10MM.
• Typically manage 4-8 Business Banking Relationship Managers and 2-4 Client Service Associates
• The clients serviced are in Canada and generally within the same region although they could have operations across the country as well as in international locations. The clients will be both borrowing and non-borrowing.
• The incumbent will interact primarily with the following partners: Retail and Small Business Bankers, Global Risk Management, Global Banking Markets, the Business Service Center, Enhanced Due Diligence Unit as well as other partners in the Commercial Banking Executive Office
• The incumbent will typically receive requests from the Director & Group Lead
• The environment is fast paced and demanding and will at times require priorities be re-adjusted to accommodate urgent requests

• University Degree with Business Background- MBA or professional designation preferred
• Commitment to participate in continually learning program

Skills/ Experience:
• Experienced lender with strong overall credit and selling skills
• Superior coaching and management skills
• Strong knowledge of credit structures and applicable risk management
• Strong organizational skills
• Excellent interpersonal and teamwork skills
• Good negotiation and problem resolution skills
• Excellent communication skills (written and oral)
• Strong regulatory and compliance knowledge
• Good knowledge of Commercial Banking Distribution structure as well as role of other groups within Commercial Banking
• Good knowledge of competitor offerings, alternative sources of financing and industry knowledge
• Highly skilled- Results Focused, Strategic Influencing, Communication, Customer Focused
• Skilled- Building Strategic Relationships, Self Awareness & Personal Development

Working Conditions
The incumbent works in a standard office environment. Normal sensory attention is required. Frequent travel is required involving domestic air flights as well as trips by car. 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 : Manitoba : Winnipeg 
As Canada's International Bank, we are a diverse and global team. We speak more than 100 languages with backgrounds from more than 120 countries. 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. If you require accommodation (including, but not limited to, an accessible interview site, alternate format documents, ASL Interpreter, or Assistive Technology) during the recruitment and selection process, please let our Recruitment team know. If you require technical assistance please click here . Candidates must apply directly online to be considered for this role. We thank all applicants for their interest in a career at Scotiabank; however, only those candidates who are selected for an interview will be contacted.

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