Senior Manager, Corporate Sales

Requisition ID: 52334

Join the Global Community of Scotiabankers to help customers become better off.

Job Summary

The Senior Manager - Corporate Sales, Global Business Payments primary focus is to:
Develop profitable new business with a focus on the Bank's Mining customers.
Defend and aggressively grow existing deposit and electronic payments fee business consistent with short and long-range Bank objectives.
Achieve individual sales and/or portfolio growth targets for deposits and fee income, and referrals
Collaborate and build strong working relationships with Global Banking and Markets Relationship Managers and all internal partners

Key Accountabilities

Develop profitable new business from assigned accounts and prospects to reach pre-established annual sales and revenue/portfolio targets:

• Maintain a strong presence with our clients as a trusted advisor with a demonstrated level of industry expertise and a fulsome understanding of the Bank's offerings and industry best practices.
• Prepare and present professional and timely client and internal partner presentations and proposals in conjunction with the proposal writing team, individualized to specific client needs.
• Negotiating terms, conditions and documentation with customers, culminating in the closing of transactions either alone or with line management.
• Negotiating compensation arrangements in accordance with Bank policy and pricing guidelines to maximize profitable fee income.
• Leading the client relationship for non-borrowing names.
• Consistently providing Senior Leadership with timely and accurate reporting via Salesforce.
• Ensuring that the Bank's interests are protected at all times by strictly adhering to risk management and compliance programs, internal and regulatory guidelines, including Know Your Customer, Anti-Money Laundering, etc.

Execute a marketing/calling program on designated customers and prospects by:

• Conducting market analysis and identification of suitable prospects to effectively develop and implement a marketing program to acquire new business.
• Call planning, including determining the need for the introduction of specialized resources and senior management utilizing the GBP sales techniques based upon prescribed sales concepts.
• Providing effective post call follow-up, ensuring appropriate prioritization to new business/transactions, customer service and cross-sell opportunities.
• Completing call reports on activities via Salesforce and circulating same to all stakeholders.
• Identifying product deficiencies as a result of customer interactions and needs analysis and recommending potential product changes/opportunities to the Regional Director.
• Maintaining a high market profile; participating on industry boards to develop relationships with key centres of influence to build and grow business opportunities.
• Build and maintain partnerships with the Global Banking & Markets team and external contacts to share information that results in identification of quality prospects.
• Co-ordinate business development activities with key internal business partners; meeting to exchange and co-ordinate respective business development plans.
• As appropriate, providing and coordinating GBP product and marketing training for internal staff.

Promote referrals to other parts of the Scotiabank Group by:

• Keeping abreast of product offerings from all business lines.
• Identifying potential fits from those products with our calling base.
• Monitoring and promoting continuous improvement in individual and group referral results.

Provide and maintain the highest level of customer service and satisfaction:

• Ensure high service standards are maintained, including meeting expected turnaround times on customer commitments.
• Seek customer feedback on bank products and the delivery of customer service.
• Ensure total involvement in strategies to maintain a customer relationship that is being threatened by competition.
• Ensure customer enquiries, concerns and complaints are resolved to the customer's satisfaction, resolving same within authority or by referring customer to the appropriate area consistent with the Bank's Complaint Resolution Guidelines.

Functional Competencies

• A minimum of 5 years of cash management/banking and/or treasury finance experience is required.
• Previous client facing work experience is mandatory.
• Knowledge of the Global Business Payments products is an asset.
• Thorough knowledge of other Bank's electronic banking products is an asset.
• Familiarity with Salesforce is an asset.
• Results focused team player a curiosity and desire to learn.
• The ability to multi-task and work under pressure to meet client deadlines is essential. A demonstrated flexibility to ever changing demands and work thru the deadlines and pressures exerted by client requirements is essential.

Educational

• An advanced university degree in finance or business is preferred.
• Designations such as CFA and the Certified Treasury Professional (CTP) are an asset.

Miscellaneous Comments

• This job is located in Toronto, Scotia Plaza 62nd floor and reports to the Director, Western Canada Corporate Sales.
• A valid driver's license is required.
• Occasional domestic and cross-border traveling is required.

Location(s): Canada : Ontario : Toronto
As Canada's international bank, we are a leader when it comes to inclusion. Scotiabankers hail from over 120 countries, speak more than 100 languages and serve over 23 million customers globally. As a highly diverse company, we know that an inclusive environment for employees and customers helps everyone achieve their best. 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 a positive recruitment experience.

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