Title:  Associate Director, Trade Finance, US Sales, GBP

Requisition ID: 178434

 Salary Range: 106,400.00 - 203,600.00 

Please note that the Salary Range shown is a guideline only. Salary offered may vary based on factors, including, but not limited to, the successful candidate’s relevant knowledge, skills, and experience.

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

Associate Director – Corporate Trade Finance Sales, Global Business Payments

Purpose: 
The Associate Director, Corporate Trade Finance Sales is responsible for the development of Trade Finance business with GBM existing and prospect corporate clients and the maintenance/enhancement of relationships with existing accounts. 

The Associate Director has two major roles: (i) to obtain new business through the analysis of client requirements, appropriate marketing efforts and the structuring and implementation of solutions. (ii) to provide high quality account administration.

The Associate Director will be responsible for origination and the end to end delivery of the trade finance solutions, including:
i) Trade letters of credit – imports,
ii) Trade letters of credit - exports,
iii) Standby letters of credit,
iv) Guarantees,
v) Other trade related products and services as appropriate.

The incumbent will also play a leading role in coordinating the implementation of client solutions with other Regional Offices and Hubs particularly in Europe, USA, LATAM/Caribbean as well as
Asia. Working in collaboration with business partners across the Bank’s global footprint, the Associate Director is responsible for providing guidance, support and execution on Trade Finance solutions for GBM customers and prospects with incoming and outgoing transactions. He/She must work closely with the local teams, GWO, Trade Services Centres and others to ensure customer service is consistent with Scotiabank standards.

The Associate Director is expected to independently address complex product, legal, operational and administrative matters for existing accounts and prospects. Client contact will be an integral part of this role and may include contact with clients’ senior Trade Finance and Treasury management functions, compliance, legal counsel and operational teams.

Responsibilities: 
1. Support the development and profitable growth of the Trade Finance portfolio (Sales Skills):

• Delivering business development program by planning, organizing and implementing activities designed to maintain an ongoing and active prospect sales pipeline. This includes participating in effective sales calls in order to qualify opportunities, cross selling and leading the promotion and marketing of Trade Finance products and services to GBM clients and prospects;
• Identifying prospects / referrals from both internal / external networks;
• Preparing client presentations and pitch-books customized for specific client solutions;
• Effectively using SalesForce to document pre-call, sales call reports and maintaining pipeline of opportunities. Providing effective post-call follow-up to customer enquiries and/or concerns;
• Promoting referrals to/from different parts of the Scotiabank Group network.

2. Managing the GBP Corporate Banking Trade Finance portfolio to maximize revenues and meet established business targets, while protecting the Bank’s position (Know how):

• Participate in negotiating terms, conditions and documentation pertaining to Traditional Trade Finance transactions and facilities;
• Proactively monitoring the growth of the assigned portfolio and monitoring profitability of individual accounts by collating, analyzing and interpreting information from various sources; Providing input on pricing of new and renewals of traditional trade finance facilities;
• Negotiating product terms and facility documentation such as Reimbursement Agreements etc and others with clients, ensuring timely review and amendments, if any, in order to close the transaction within the authorized parameters;
• Developing and implementing account plans to retain and expand customer relationships with the Bank and/or its subsidiaries and branches worldwide.

3. Provide service to existing and new customers (Problem Solving):

• Ensuring a high level of service is provided to Trade Finance customers and GBM Partners, and that all activities are in compliance with the Bank’s established Policies and Procedures;
• Developing an in-depth understanding of customer/prospect business and needs to be able to provide appropriate trade finance solutions and/or refer them to the appropriate resources; either local or international;
• Responding promptly and thoroughly to enquiries of all types with a sense of urgency and working closely with support teams across our footprint to address trade finance opportunities and/or resolve servicing issues.
• Anticipating challenges and taking prompt actions pro-actively to correct course before it becomes detrimental to the relationship continuity;

4. Possess a high level of competence in trade-related matters (Accountability):

• Maintaining an in-depth understanding of Trade Finance products and services;
• Maintaining knowledge and understanding of services for trade business offered by governmental agencies, industry associations and credit insurance (private and public);
• Keeping abreast of competitors’ products, services and initiatives in the international marketplace;
• Maintaining in depth knowledge developments in trade globally, regulations, UCP, free trade agreements and other areas affecting trade;
• The position requires an advanced knowledge of the trade products and an understanding of the applicability of the products to customer needs. The Associate Director must be able to provide solutions to identified client needs, drawing on his/her advanced knowledge and provide advice/training on trade finance solutions to business partners/clients.

5. Support the overall strategy for Global Business Payments – Trade Finance to achieve business objectives by:

• Ensuring a high level of customer service for Trade products, acting as an escalation point for customer service issues and ensuring retention of existing business;
• Liaising when necessary with product management to keep up to date on current features and future enhancements, new products and services.

6. Promote referrals to other parts of the Scotiabank Group by:

• Keeping abreast of product offerings from other business lines;
• Referring opportunities to other GBM/Scotiabank partners as appropriate.

7. Safeguard the Bank’s assets and liabilities by:

• Ensuring compliance with established Policies and Procedures;
• Adhering to regulatory and internal Bank requirements including anti-money laundering/anti-terrorist financing and compliance criteria, while being cognizant of local regulatory parameters;
• Ensuring all Compliance policies are followed including “Know Your Customer” guidelines.

Education/Experience Requirements:

• Expert knowledge of the Trade Finance products and services, documentation requirements and trade finance policies including procedures around trade activities.
• Strong working knowledge of the following areas would be a distinct advantage:
  • Traditional Trade Finance Instruments (LCs/SBLCs/Guarantees)
  • Trade Finance Documentation (Facility Letters, Reimbursement Agreements, Indemnities)
  • Trade Finance specific Credit Risks and mitigants
• Expert knowledge of prospecting techniques and account planning.
• Strong presentation skills.
• Thorough knowledge of documentation required to implement GBP’s Trade Finance products.
• Minimum bachelor's degree qualification in a relevant subject
• 8 to 10+ years’ experience in a Trade Finance, or Product/Account Management, and/or credit risk analysis roles within a banking environment
• Thorough knowledge of Anti-Money Laundering Practices and Procedures within the Bank.
• If internal, thorough knowledge of the Bank’s trade finance technology platforms (Trade 360, TLE, TEE Plus)
• Knowledge of French would be desirable but not essential

Location(s):  United States : New York : New York City

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.