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Title:  Senior Credit Solutions Manager, Agriculture Banking




Requisition ID: 93569

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


Senior Credit Solutions Manager, Agriculture Banking

Purpose of Job

The Senior Credit Solutions Manager (SCSM) is responsible for contributing to the profitable growth and quality of the Bank’s Commercial Agriculture Credit portfolio by providing financial solutions-related activities for clients in the Mid-Market (Core and Growth segments), including risk analysis, deal structuring/restructuring, monitoring, input/recommendations on credit pricing, negotiation, and presentation on deals of moderate to higher complexity. The incumbent is responsible for underwriting credit applications for client authorizations from $5MM-$15MM, and may also prepare and support credit applications for more complex deals under $5MM.  The SCSM interfaces directly with clients and meetings may be in partnership with the Senior Client Relationship Manager (SCRM) and Client Relationship Manager (CRM).

The SCSM has responsibility for managing and developing the Client Solutions Analysts (CSAs), and for providing credit coaching and guidance to the Senior Client Relationship Managers (SCRMs) and Client Relationship Managers (CRMs) in the Mid-Market.

The SCSM liaises with the Director & Group Lead, Credit Solutions and Global Risk Management throughout the underwriting and credit decision-making processes.

Major Accountabilities:

Contributes to the profitable development of Commercial Credit business in the Mid-Market by:

  • Ensuring the timely analysis, structuring and presentation of credit proposals from $5MM - $15MM by gathering, disseminating and concisely putting into an application large amounts of information for adjudication;
  • Providing prompt feedback and sound recommendations to SCRMs and CRMs in the analysis and presentation of credit proposals below $5MM, and coaching, assisting or leading the structuring of more complicated proposals under this threshold;
  • Recommending pricing for loans and credit-related fees yielding a return commensurate with risk and due regard to profit, administration and competitive considerations;
  • Negotiating and closing all aspects of the credit transaction in partnership with the SCRM/CRM, including structure, security, fees and derivative products, including negotiations with GRM, and Lenders’ and Borrowers’ counsel.
  • Recommending terms, conditions and covenants to provide a viable banking proposal to the client within sound credit lending practices;
  • Restructuring marginal proposals into bankable deals where possible and/or bringing in internal and external partners to support in providing a solution;
  • Ensuring effective communication with the SCRMs and CRMs, and providing guidance and counsel so that they may better serve clients’ needs, including coaching to help ensure communications clearly convey the rationale for decisions;
  • Providing advice and solutions to clients through the credit structuring process and by identifying and recommending referral and cross sell opportunities to immediate team members, other Commercial Banking groups and/or to bank partners including Global Banking & Markets and Global Wealth Management;
  • Contributing to business development opportunities by identifying and recommending referral opportunities to SCRM/CRM and/or direct to bank partners (SFS; GBM).
    Ensures the accurate communication and effective and timely implementation of the terms and conditions of an authorization by:
  • Reviewing all authorizations to ensure accuracy, completeness and clarity;
  • Ensuring prompt follow-up for acceptance of the authorization and reacting swiftly to any problems, amendments, extensions, reporting to senior management and SCRM/CRM where necessary;
  • Liaising with internal and external legal counsel on the drafting of loan documents (credit agreements) and security agreements;
  • Promptly and effectively addressing issues surrounding the adequacy, quality and completeness of loan documentation and security;
  • Ensuring any required changes are followed-up for the accurate execution and delivery of same prior to disbursement of funds, engaging the SCRM/CRM if required;
  • Playing an important role in the Client Relationship through regular contact on reporting, credit reviews and ongoing relationship management. Providing GRM with prompt feedback when credit authorizations differ from those requested.
    Ensures the ongoing quality of the credit portfolio (in conjunction with the Business Service Centre (BSC)), through adherence to controls and administration of the specific conditions and reporting requirements as specified in individual authorizations by:
  • Ensuring all Credit Solutions accounts are properly and continually managed, monitored and reviewed to adhere to criteria laid down by the Bank’s adjudicating, auditing, and compliance organizations and external regulatory bodies;
  • Ensuring early identification of problem loans and ensuring the accuracy of risk ratings through identification of changes in account quality via review of industry/economic trends.
  • Advising senior management of any credit weaknesses developing within individual accounts, by ongoing awareness and analysis of relevant financial, legal, political, technological, and industry information.
  • Making recommendations relative to structure, monitoring and risk rating to Global Risk Management as issues are identified. This may include exiting a relationship;
  • Directing and assisting CSAs in the detailed evaluation of all information received and reporting deficiencies or any negative findings to senior management including RA and final risk rating assessment.
  • Ensuring adherence to authorized conditions, reporting requirements and proper administration of credits, in conjunction with the BSC, GRM and other areas of the Bank;
  • Ensuring adherence to the Bank’s Anti-Money Laundering program, Know Your Customer requirements and Guidelines for Business Conduct, by reporting any unusual occurrences or fraudulent activities per established procedures.
    Provide direct management, coaching and counselling to Client Solutions Analysts by:
  • Developing the credit competencies of CSAs in relation to assigned accounts;
  • Providing timely performance feedback on credit analysis presented.
  • Providing career development feedback.
  • Developing communication skills (oral and written).
  • Developing product and service competencies
    Complexity of Position:
    The SCSM must have an in-depth knowledge of the Bank’s lending policies, practices and procedures, as well as an awareness of business trends, economic, technological, social, legal and political conditions and factors.  A solid knowledge and understanding of financial statements, capital structures (equity; sub-debt) and accounting principles and policies is a must.  Because of large volumes and tight time frames, required leadership and necessity to negotiate with several different parties (Client, GRM, GBM, Agents and SCRM), The incumbent must possess effective communication skills, both written and oral.  In the administration of credit, complex loan documentation (e.g. loan agreements frequently extend to 100 pages or more) and security provision requirements must be understood and applied.  The incumbent needs to be a highly organized, analytical and logical person with an ability to coach others. Must be able to interact and represent the Bank in various internal and external settings.
    Functional competencies
  • Agricultural knowledge and background
  • Superior credit skills and significant credit experience
  • Superior risk assessment and analysis skills, including Moody’s Risk Analyst (RA)
  • Superior accounting and financial analysis skills
  • Intermediate to Advanced proficiency with MS Office and specifically Excel - ability to analyse data in Excel and create charts/graphs for PP presentations
  • Superior deal structuring skills
  • Superior organizational skills
  • Good coaching skills
  • Good understanding of customer profitability model
  • Ability to articulate strategies, build solid business cases, rational and  justification for deals
  • Good negotiation and problem resolution skills
  • Superior interpersonal and teamwork skills
  • Good communication skills (oral & written)
  • Good sales/closing skills
  • Strong product knowledge
  • Good industry knowledge with areas of specialization where required
    Authority / Decision Making / Direction Received:
    The incumbent has discretionary authority within assigned segment. Most accountabilities can be handled with minimal direction from the Director & Group Lead, Client Relationships (Mid-Market) and/or the Director & Group Lead, Credit Solutions
    The incumbent is responsible for underwriting moderate to higher complexity credit applications for clients with credit authorizations from $5MM-$15MM and/or annual sales from $15MM-$75MM.  The incumbent may also prepare or providing coaching/assist in the preparation of credit applications for more complex authorizations below $5MM.
    The incumbent partners closely with the SCRMs and CRMs (as applicable), on deal structuring, negotiation and pricing for new and existing clients within these authorization thresholds.
    A typical Agricultural Sr CSM would manage approx. 65 Client connections.

    Working Conditions:
    The incumbent works in a standard office environment.  There may be extended travel requirements to attend client meetings (local and within the broader geography assigned to the SCRMs/CRMs that the SCSM provides support to). Flexible work arrangements maybe required to meet client response requests.


Location(s):  Canada : Ontario : Kemptville || Canada : Ontario : Listowel 

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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