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Form of workRequisition 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):
Monitoring the timely and compliant SPP credit application submission across the national team
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 which their team pursues effective and efficient operations of their 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.
Builds a high-performance environment and implements a people strategy that attracts, retains, develops, and motivates their team by fostering an inclusive work environment and using a coaching mindset and behaviors; communicating vison/values/business strategy; and managing succession and development planning for the team.
Education / Experience
- Basic university/college courses in accounting, finance, business law, and economics, or equivalent work experience
- 5-10 years of management experience ideally in business and/or professional industry
- Expert knowledge of people, sales management, and coaching techniques.
- Expert relationship building skills and strong sales/closing capabilities.
- Expert knowledge of Retail/Small Business products and services, including systems, routines, and operating procedures.
- Expert knowledge of Scotia Professional Plan and Capital Lending programs
- Expert knowledge of interviewing, solicitation, and business development techniques.
- Thorough knowledge of all retail and small business management platforms
- Thorough knowledge of Bank's business and retail banking lending and deposit products and services, and client profitability model
- Credit skills and a working knowledge of financial analysis, risk analysis techniques, credit adjudication and the Bank's lending policies/procedures
Location(s): Canada : Quebec : Montreal || Canada : Quebec : Quebec
Scotiabank is a leading bank in the Americas. Guided by our purpose: "for every future", we help our customers, their families and their communities achieve success through a broad range of advice, products and services, including personal and commercial banking, wealth management and private banking, corporate and investment banking, and capital markets.
At Scotiabank, 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.
