Director, Financial Institution Sales, North America

Toronto, Canada
Sep 19, 2019
Oct 20, 2019
Industry Sector
Finance - General
Employment Type
Full Time
Requisition ID: 70841

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


The Director, Financial Institution Sales, GBP Sales will be responsible for maintaining clearing and cash management relationships as well as marketing trade services to North American FI clients. The Director will also be responsible for establishing and maintaining strong working relationships with other Scotiabank partners as part of a global relationship coverage model for Money Centre Banks.

General Accountabilities:

• Oversee a team of relationship managers who own client coverage responsibilities for clearing, cash management and trade products and services
• Direct responsibility for meeting various key performance metrics including financial, operational and other customer-related indicators within a customer-focused and performance-orientated environment.
• Provide appropriate oversight and leadership through day-to-day engagement, coaching, career development discussions, etc.
• Ensure all timelines related to Regulatory/AML/KYC activities are met
• Attend, participate and lead client meetings in order to provide leading industry knowledge and solutions relating to clearing, cash management and trade products and services
• Build and maintain partnerships with GBP Sales and Product, Financial Institutions Group (FIG) RMs, and Group Treasury partners as well as external contacts.
• Ensure 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.

Key Accountabilities:

1. Designing and implementing a short and medium-term trade finance and cash management business development and revenue maintenance strategy for the Region;
• Formulating and communicating the region's strategic objectives with customer-focused, performance-orientated targets for each portfolio within the region;
• Actively sales managing direct reports' performance against plan and providing ongoing coaching and feedback to ensure the best performance for the individual and team;
• Facilitating one-off/exceptional transactions, including coordination and approval from the Bank's key stakeholders including compliance and credit risk teams;
• Coordinating and facilitating cross-border trade finance and cash management business in support of the Scotiabank's Group (herein the Group) strategy with emphasis on its core markets across the Group's network;

2. Maximize Financial Institution's revenues in the region and meet business development targets in line with the Group's strategy by:
• Analyzing and understanding the business development opportunities
• Preparing and conducting business development calls, and delivering the appropriate follow up in order to meet our client's expectations;
• Collaborating with the credit risk team; providing input to the analysis and ensuring sign-off represents the relationship and opportunity accurately of the Financial Institution under review;
• Ensuring pricing reflects the risk profile of the relationship for credit, clearing and non-credit products marketed to Financial Institutions;
• Monitoring asset utilization and understand business volumes to ensure that the appropriate resources are in place to sustainably develop the FI relationship;
• Negotiating terms, conditions and documentation with Financial Institutions related to either existing products and services or new solutions for existing relationship banks, including file remediation related activities
• Providing ongoing relationship management in collaboration with GBM's FIG group.
• Ensuring alignment with our partners across the Group's diverse product sectors by facilitating the right introductions to the right Business Units with a solutions' based approach.

3. Deliver a high level of customer service to the Group's Trade Finance booking units, subsidiary/affiliate/branch partners in order to deliver both for our primary customers in our core markets as well as meet the expectations of our Financial Institution clients by:
• Maintaining close liaison with all booking units across the Scotiabank global network to understand their client activity and expectations;
• Responding promptly and thoroughly to enquiries of all types including pricing, credit, compliance, operational and service enquiries;
• Anticipating and resolving service issues before becoming critical to relationship continuity.

4. Establish and maintain Scotiabank's market visibility within the Region with both internal and external contacts.
• Building and maintaining relationships with key internal and external players/contacts;
• Ensuring the involvement of appropriate level team members and other stakeholders from internal resources in order to further business interests in the Region;
• Representing the Bank, when required, on various industry and regulatory committees and/or conferences in order to further develop business opportunities

5. Lead and manage direct reports. Defining clear roles, tasks and expectations;
• Establishing relevant performance plans for all reports; monitoring performance against agreed goals and objectives and providing timely feedback; providing direction, coaching and training as required;
• Deliver on the Group's commitment to development by ensuring Employee Development Plans are in place and that training on the products and services within scope of the business unit is accessible to everyone;
• Motivating and prioritizing activity to ensure delivery in line with the strategic plan
• Recognizing performance and managing non-performance effectively;
• He/she must have a solid understanding of GBP's objectives, strategies, and structure. The incumbent must have a solid knowledge of the Group's delivery channels through which products are offered.

Education / Experience / Other Information:

• Minimum of 10 years in financial services;
• Minimum Bachelor's degree in business or related field, in addition, industry courses (eg. CFA) an asset;
• Must be an experienced banker with exceptional interpersonal, leadership, sales and business development skills;
• Direct experience dealing with Money Centre Banks
• Proven success at selling clearing, cash management and/or trade products
• Experience in change leadership a definite asset
• The incumbent must have thorough knowledge of the financial services industry including regulatory trends

Location(s): Canada : Ontario : Toronto
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. Our employees are committed to a superior customer experience and use the Bank's six guiding sales practice principles to ensure they act with honesty and integrity.

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.

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