Director & Group Lead, Commercial Banking, Downtown Montreal, QC

Requisition ID: 216199

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

The Director & Group Lead, leads and oversees a Canadian Commercial Banking Mid-Market Banking Team in Canada ensuring business strategies, plans and initiatives are executed/delivered in compliance with governing regulations, internal policies and procedures.

He/She will be responsible for meeting objectives related to the profitable growth and client satisfaction of an assigned portfolio of Business Clients by providing strategic direction, leadership and oversight for Relationship Management and Execution across the Mid-Market segment in a defined market area.

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

• Leads and drives a customer focused culture throughout their team to deepen client relationships and leverage broader Bank relationships, systems and knowledge.
• Develops sales management strategies and leads the implementation of tactical plans for the assigned geographic area, to support the Canadian Commercial Banking strategy and business objectives:
  • Leading the sales effort to achieve the overall profit plan goals;
  • Reviewing input from a variety of sources including the field, team members, customers, competitive intelligence, etc. (driven by marketing segmentation and portfolio management);
  • Conceptualizing objectives and prioritizing initiatives;
  • Obtaining input from Relationship and Support team members and/or other stakeholders to ensure successful implementation;
  • Deploying/engaging resources to support the strategies;
  • Resolving issues/negotiating compromises between team members and partners from other Scotiabank Groups (e.g. Global Risk Management, Shared Services Business Service Centre, Global Banking Markets, Global Business Payments, Global Wealth Management, Retail & Small Commercial Banking, etc.) to meet objectives/overcome obstacles, guiding team members to alternatives if required;
  • Allocates prospects and other business opportunities amongst the team.
• Ensures the customer portfolio assigned to the Team receives ongoing attention to improve and retain relationships:
  • 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 commercial financial product suite, as well as providing some product customization, the incumbent oversees that customer and prospects needs are met, while accessing internal product specialists and support;
  • Using pricing parameters based on assigned market, with price negotiation within band;
  • 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)
• With the support of the Associate Group Lead, ensures an acceptable quality credit portfolio and client base, within established parameters for compliance and underwriting in the Mid-Market Segment:
  • Monitoring ongoing credit reporting collection and associated reporting tasks (spreading, trend analysis, e-tracker maintenance, etc.
  • Monitoring the timely analysis, structuring and presentation of credit proposals within the Mid Market segment;
  • Monitoring quality of the portfolio, the client base and the administration of same;
  • Monitoring quality of credit presentations, integrity of risk ratings and data in various systems;
  • 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 Customers;
• Maintains a high market profile within the assigned market area with both internal and external contacts:
  • Representing the Bank/Canadian Commercial Banking at various industry and regulatory functions and affairs as the Community or Provincial Leader, as required.
• Establishing and monitoring team goals by negotiating the goals/plans; Monitoring/analyzing results; Managing to assigned budget(s); Identifying, then initiating and directing tactical responses to any changing trends.
• Leads and manages direct reports:
  • Providing direction, coaching, training and deal assistance as required;
  • Conducting sales meetings and touch-bases;
  • Preparing individualized development plans for all Direct Reports;
• Champion and support a culture of diversity and other initiatives aligned with the Bank Strategy
• Understand how the Bank's risk appetite and risk culture should be considered in day-to-day activities and decisions.
• 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 behaviours; communicating vison/values/business strategy; and, managing succession and development
  planning for the team.

Do you have the skills that will enable you to succeed in this role? - We'd love to work with you if you have:

• University degree in business or economics or other Business Specialty background
• Must have at least 5 years of commercial banking experience
• Strong network of prospects, potential Relationship Manager candidates and Centers of Influence in the region
• Expert knowledge of Canada's financial services marketplace and of the assigned market area's key industries, major customers and competitive positioning within the assigned market areas
• Solid understanding of the Canadian Commercial Banking objectives, strategies and structures.
• Expert sales management, coaching, relationship building and leadership skills are essential, along with the ability to influence and motivate others.
• Must be able to effectively articulate their views to all levels both within the Bank and externally in the marketplace.
• Thorough knowledge of Bank's business lending and deposit products and services, and customer profitability model
• Thorough knowledge of competitor offerings and alternative sources of financing
• Expert knowledge of interviewing, solicitation and business development techniques.
• Credit skills and a working knowledge of financial analysis, risk analysis techniques, credit adjudication and the Bank's lending policies/procedures.

What we're offering…

• The opportunity to join a forward-thinking organization surrounded by a collaborative team of innovative thinkers
• A rewarding career path with diverse opportunities for professional development
• A competitive compensation and benefits package
• Internal training to support your career growth and enhance your skills
• An organization committed to making a difference in our communities - for you and our customers

Pursuant to a language needs assessment conducted by Scotiabank, the successful candidate will be required to be able to communicate in English, in addition to French because they will be required to work closely with other groups from head office who operate primarily in English and they will serve and English-speaking clientele.

Location(s): Canada : Quebec : Montreal

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.