Title:  Associate Director, Roynat Capital - Montreal QC

Requisition ID: 249823

Roynat Capital, a wholly owned subsidiary of Scotiabank, is a national lender and investor with expertise in providing innovative long-term capital solutions for mid-sized companies utilizing senior term, subordinated debt, as well as mezzanine capital and common share equity. We provide tailored solutions to clients for acquisitions, business expansions, wealth monetization, and working capital enhancement. With a national presence in Canada in major markets, Roynat assists growth-oriented companies in reaching their goals across a wide range of industries.

The Associate Director is responsible for creating business development opportunities and cultivating/developing a business profile in the local market by attending various networking functions and maintaining a professional presence with contacts and key referral sources. This position contributes to the overall success of the team.

You will also be responsible for managing and expanding a complex portfolio of accounts. He/she monitors account performance; ensures regular contact with clients to deepen relationships, conducts applicable account reviews and implements payout prevention strategies as appropriate with the ultimate goal of providing tailored credit solutions. 

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

• Developing and maintaining a regular sales call program with clients to ensure effective management, retention, and expansion of each relationship
• Establishing and maintaining solid relationships with key business referral sources (COIs) in the assigned market area
• Identifying, researching and calling on prospects to establish and nurture a strong relationship with the goal of winning their business and becoming their trusted advisor
• Maintaining a current and thorough knowledge of Roynat Capital’s specialized product offerings which includes: Term, Subordinated Debt, and Equity, which will enable the incumbent to effectively promote tailored presentation packages to meet specific client needs
• Maintaining a current and thorough knowledge of client businesses and industries in order to identify holistic financial solutions to meet client needs
• Maintaining a solid knowledge of competitors and other threats in the marketplace to pro-actively adjust business plans to meet the changing competitive landscape
• Identifying opportunities to refer clients/prospects to Scotiabank partners and/or participate in joint calls as appropriate
• Researching, preparing and verifying comprehensive credit applications that align with documented guidelines as set out in Roynat’s policies
• Exercising sound credit judgment (or risk management) on complex deals based on thorough due diligence and analysis
• Monitoring all assigned accounts to ensure conformity to terms and conditions, as stipulated in credit authorizations with timely financial statement reviews
• Developing a strong working relationship with respective Risk Management partner(s) and establishing a communication and feedback process for credit presentations
• Maintaining a solid client relationship on assigned client base, keeping an awareness of the affairs of clients, ensuring administration of the accounts is timely (reviews) and a comprehensive database of activities is maintained
• Contributing to the reporting on credits/accounts as required by Risk Management, Compliance, Executive Office or other areas of Scotiabank.
• Maintaining a strong knowledge of other products and services offered by Scotiabank to support the identification of cross-sell/referral opportunities (i.e. Foreign Exchange, Swaps, Global Transaction Banking (GTB), Wealth Management, etc.)
• Continually increasing credit writing skills, deal structuring skills and other sales excellence behaviors and consistently emulating these behaviors within the D.O.
• Actively pursues effective and efficient operations of his/her respective areas, while ensuring the adequacy, adherence to and effectiveness of day-to-day business controls to meet obligations with respect to operational risk, regulatory compliance risk, AML/ATF risk and conduct risk, including but not limited to responsibilities under the Operational Risk Management Framework, Regulatory Compliance Risk Management Framework, AML/ATF Global Handbook and the Guidelines for Business Conduct.
  
  

Do you have the skills that will enable you to succeed in this role? 

 
•    University degree (undergraduate or graduate level) with a focus on Economics, Commerce, Finance and/or Accounting
•    Professional financial designation such as a CPA or CFA (e.g. CA, CMA, CFA) is strongly preferred
•    6+ years of related commercial credit or analysis and business development experience in a financial services environment.
•    Proven track record for sales/closing skills
•    Established networking and relationship-building skills with proven ability to work cross-functionally with other partners
•    Expert negotiation skills, risk assessment and analysis skills
•    Excellent communication and interpersonal skills through consistent demonstration of approachability, ability to build trust and understanding
•    Superior deal structuring skills
•    Exceptional presentation skills and ability to think/respond quickly and adapt to change readily
•    Solid awareness and understanding of differences in the tax, legal and accounting rules of the various jurisdictions that Roynat operates within
 

What’s in it for you?

 
•    A competitive compensation and benefits package
•    An inclusive culture where we value and recognize our employees’ contributions
•    An organization committed to making a difference in our communities – for you and your customers

In addition to French, the successful candidate must also have sufficient knowledge of English, as the work involves interacting and collaborating regularly with groups and individuals based in Toronto, as well as constantly interacting with other people, including clients, who speak English, locally and elsewhere 

Location(s): Canada : Quebec : Brossard

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 as seamless a recruitment experience as possible.