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Title:  Group Lead, Healthcare & Professionals Business - Montreal, QC



Requisition ID: 46274


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

Job Purpose

The incumbent is responsible for the development of a sales/marketing and Healthcare and Professionals client strategy for an assigned territory and for the sales management (i.e., allocation of accounts, sales forecasting, deal assistance, coaching, team building, recognition, education) of a team of Healthcare and Professional Banking Specialists across Canada. The Group Lead also manages a Specialty Solutions credit team for the assigned portfolio. This role will be located in Montreal. 


Key Accountabilities

  • Leads and drives a customer focused culture throughout their team to deepen client relationships and leverage broader Bank relationships, systems and knowledge.
    • Develops and leads the implementation of tactical plans to support the overall strategy for the retail and commercial area and the achievement of the business objectives by:
    • Leading the sales effort to achieve the overall profit plan goals within the assigned market area
    • Reviewing input from a variety of sources including team members, customers, competitive intelligence, etc. (driven by marketing segmentation and portfolio management);
    • Conceptualizing objectives and prioritizing initiatives with Retail and commercial Banking partners;
    • Deploying/engaging resources to support the strategies (i.e., reassigning complement, contracting services from Shared Services, etc.);
    • Resolving issues/negotiating compromises between team members and partners from other Scotiabank Groups (e.g. Global Banking & Markets, Global Transaction Banking, Global Wealth Management, Retail & Small Business Banking, Global Risk Management, Shared Services Business Service Centre, etc.) to meet objectives/overcome obstacles, guiding team members to alternatives if required;
  • Ensures the customer portfolio assigned to the Team receives ongoing attention to maintain, improve and retain relationships by:
    • Ensuring an active Business Development program with existing and potential customers to ensure the Bank is familiar with the business’ operations and its principal officers;
    • Using knowledge of the Bank’s retail and commercial financial product set, as well as providing some product customization, the incumbent oversees that customer and prospects needs are met
    • Using pricing parameters based on assigned market, with price negotiation within band;
    • Actively seeking customer feedback on Bank products and the delivery of customer service;
  • With partners contributes to the maintenance of an acceptable quality Healthcare and Professionals credit portfolio and client base, within established parameters for underwriting in the Mid-Market Segment by:
    • Monitoring the timely analysis, structuring and presentation of credit proposals within the Healthcare and Professionals segments in assign geography;
    • Monitoring quality of credit presentations;
    • Monitoring that exception conditions as specified by the Bank’s adjudicating, auditing and compliance organizations are met prior to the advancing of funds or the use of account facilities by Customers;
  • Maintains a high market profile within the assigned market area with both internal and external contacts by:
    • Identifying key business contacts and centres of influence within the market area;
    • Building and maintaining internal relationships with key players/contacts;
    • Identifying and facilitating the involvement of team members and stakeholders to further business interests;
    • May represent the Bank as the Community or Provincial Leader.
  • 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.
  • Directs day-to-day activities in a manner consistent with the Bank’s risk culture and the relevant risk appetite statement and limits. Communicates the Bank’s risk culture and risk appetite statement throughout their teams.
  • 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. 


Education/ Experiences

  • Must be fluent in French.
  • University degree (business focus preferred).
  • MBA or equivalent experience preferred.
  • 5-10 years of management experience ideally in business and/or franchising capacity.
  • Expert knowledge of people, sales management and coaching techniques;
  • Expert relationship building skills and strong sales/closing capabilities;
  • Expert knowledge of Commercial Banking products and services, including systems, routines and operating procedures;
  • Expert knowledge of interviewing, solicitation and business development techniques.
  • Thorough knowledge of all commercial management platforms.
  • Thorough knowledge of Bank’s commercial lending and deposit products and services, and customer profitability model.
  • Credit skills and a working knowledge of financial analysis, risk analysis techniques, credit adjudication and the Bank’s lending policies/procedures.


Location(s):  Canada : Quebec : Montreal

As Canada’s International Bank, we are a leader when it comes to inclusion. We are a diverse and global team, speaking 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. 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.

Job Segment: Medical, Underwriter, Bank, Banking, Law, Healthcare, Insurance, Finance, Legal

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