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Title:  Team Lead - SW Ontario Agriculture

 

 

 

 

 

Requisition ID: 63145

 

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

Purpose

Contributes to the overall success of the South West Ontario Agriculture Banking team in Commercial Banking Canada ensuring specific individual goals, plans and initiatives are executed/delivered in support of the team’s business strategies and objectives.  Ensures all activities conducted are in compliance with governing regulations, internal policies and procedures.

 

The Team Lead is a product generalist who has a good understanding of financial products and services and focuses on the cross sell and retention of existing commercial customers. He/She is responsible for identifying prospects in target markets, developing proposed sales pipelines, conducting prospect sales calls and qualifying opportunities based on customer information and a high level of due diligence. He/She manages a customer portfolio of moderate to higher complexity, with business development activities that targets clients with credit authorizations between $5MM to $25MM and annual sales between $15MM to $75MM. 

 

In addition, the incumbent provides direction to team members in a manner consistent with the overall Commercial Bank strategy of developing a customer-focussed sales culture and adhering to governing regulations, internal policies and procedures. The incumbent is responsible for the development of a sales/marketing and client strategy for an assigned territory and for the sales management of a team of Client Relationship Managers, Commercial Associate Program Trainees and Client Service Associate.

 

Accountabilities 

•    Champions a customer focused culture to deepen client relationships and leverage broader Bank relationships, systems and knowledge.

•    Provide Advice and Counsel to Client Relationship Managers and Commercial Associate Program trainees in Mid Market by:
•    Developing and overseeing their marketplaces which includes coaching, prompt feedback and sound guidance on sales processes, credit presentation, portfolio management and structuring deals. 
•    Leading the sales effort to achieve the overall profit plan goals within the assigned market area
•    As necessary to also meet with GRM to get feedback on direct reports to improve coaching

•    Promotes the development & profitable growth of the portfolio in the assigned SW Ontario market area by:
•    Developing and implementing a marketing strategy to maximize business development opportunities for sustainable growth;
•    Developing sales plans for prospects and existing customers;
•    Identifying prospects/referrals from other internal/external networks;
•    Analyzing prospect lists and prioritizing business development opportunities based on market data 
•    Partner with internal resources for non-credit related products
•    Referring customers and prospects to the appropriate Commercial Banking segment and partners as appropriate.

•    Manage an assigned portfolio for authorizations between $5MM to $25MM at an acceptable level of risk by:
•    Completing credit reviews in a timely and sufficiently detailed fashion
•    Authorizing, renewing or declining customer requests within standard Bank policies and authorized limits, forwarding others as per established processes.
•    Preparing and/or ensuring all documentation is properly prepared
•    Ensuring accounts adhere to the conditions of authorization
•    Identifying and resolving deviations from the conditions of authorization
•    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;
•    Making recommendations relative to structure, monitoring and risk rating to Global Risk Management as issues are identified.  This may include exiting a relationship;

•    Understand how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions.
•    Creates an environment in which his/her team 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. 

•    Builds a high performance environment and implements a people strategy that attracts, retains, develops and motivates their team by fostering an inclusive work environment; communicating vison/values/business strategy and managing succession and development planning for the team. 

 

Reporting Relationships - Director and Group Lead Ontario


Direct Reports: 

•    Client Relationship Managers (SW Ontario)
•    Commercial Associate Program trainees
  

Education:

•    Undergraduate or Master’s degree in business or economics or work equivalency.
•    Other training requirements as determined by the Bank from time to time.
•    Designations specific to Agriculture industry is preferred

 

Skills/Work Experience 

•    Previous work experience of at least 2-5 years is preferred
•    Very strong sales/closing skills
•    Strong networking ability
•    Very strong negotiation skills
•    Very strong communication and interpersonal skills are essential to this position.  The incumbent must be able to effectively articulate their views both within the Bank and externally in the marketplace.
•    Strong  relationship management skills
•    Strong credit skills
•    Strong knowledge of Bank’s commercial lending and deposit products and services, and customer profitability model, in order to provide integrated financial solutions.
•    Ability to conduct due diligence on the strength of customer financials for deals of moderate to higher complexity
•    The incumbent requires a strong knowledge of the commercial banking marketplace in Canada and a detailed knowledge of the assigned market area’s key industries and competitive positioning within the assigned market area. The incumbent understands the Commercial Bank’s objectives, and has a thorough knowledge of segment, strategies and structure, as well as its lending and deposit products and services.  
•    Expert knowledge of people, sales management and coaching techniques;
•    Expert knowledge of interviewing, solicitation and business development techniques.
•    Good knowledge of Onboarding, Know Your Customer, Anti Money Laundering processes
•    Good PC skills are necessary, including a working knowledge of MS Word, Excel, PowerPoint, Outlook, and other commercial systems and platforms.
•    Key Competencies include: Customer Focus, Communication, Results Focus, Building Strategic Relationships, Strategic Influencing and Self-Awareness & Personal Development

                                        
Working Conditions
•    Work in a standard office-based environment; non-standard hours are a common occurrence.  Moderate travel domestically.  

 

Location:  Can be located in the London/Chatham areas.
 

#IN-CAMP

Location(s):  Canada : Ontario : Chatham || Canada : Ontario : London 

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. 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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