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Title:  Associate or Senior Associate, Roynat Capital (Northern Ontario Office - Sudbury)

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Requisition ID: 140162

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.

Associate or Senior Associate - Roynat Capital (Northern Ontario Office)

 

Purpose

 

The Associate/Senior Associate is responsible for creating business development opportunities by generating his/her personal goals related to all four quadrants of the Balanced Scorecard: Financial, Customer, Operational and People. Opportunities are generated from existing clients, prospects, COIs, referrals from Scotiabank partners and other key sources. Supported by his/her District Director/District Manager, the Associate/Senior Associate prepares a comprehensive business plan and related strategies towards achieving his/her annual goals. The incumbent is expected to cultivate a business profile in his/her local market by attending various networking functions and maintaining a professional presence with contacts and key referral sources.

 

You will be responsible for managing and expanding an assigned portfolio of accounts as well as monitoring account performance; ensuring regular contact with clients to deepen relationships, conduct applicable account reviews and implements payout prevention strategies as appropriate.
 

Please Note: The office location for this position is Sudbury, Ontario. A remote work option will be considered with the expectation of attending the office periodically and as business need requires. The territory for this position is within Ontario (North).

 
Accountabilities:


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


Develop and execute business plan to achieve individual target objectives and ensure progress is made towards maximizing the potential business from existing clients and new prospects within an assigned market area by:

 

  • Developing and maintaining a regular sales call program with clients to ensure effective management, retention, and expansion of each relationship
  • 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: Stretch Term, Subordinated Debt, Equity, Leasing and Asset Based Lending, which will enable the incumbent to effectively promote tailored presentation packages to meet specific client needs
  • Maintaining a comprehensive record of call activities and business development activities on the client relationship management (CRM) system
  • Identifying opportunities to refer clients/prospects to Scotiabank partners and/or participate in joint calls as appropriate


Manage and control assigned loan portfolio to ensure it is at an acceptable level of risk and generates an appropriate return by:

 

  • 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) 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
  • Promptly identifying and resolving deteriorating credit quality and participating (as necessary) in the resolution of problem loan situations
  • Developing a good 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 District Office reporting on credits/accounts as required by Risk Management, Compliance, Executive Office or other areas of Scotiabank.
  • Resolving any client inquiries and/or escalating them to the District Director as required.


Contributing to the Operational Excellence of the District Office by:

 

  • Abiding by the bank’s Guidelines of Business Conduct, AML policy, Security and Investigations policy, Enhanced Due Diligence policy, Know Your Client (KYC) policy, Internet and E-Mail conduct policy guidelines, regulations and procedures
  • Providing feedback to the District Director/District Manager or Roynat Voice on processes which could be tightened and/or made more efficient
  • Supporting the development of Client Services Assistants (CSA)/Officers (CSO) and Analysts


Contributing to District Office productivity and self-development by:

 

  • Maintaining a good 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 behaviours
  • Proactively asking District Director/District Manager for feedback on credits, client relationships, deal structuring and other key behaviours/competencies to increase performance and the overall client experience
  • Ensuring all reporting and correspondence are completed accurately and promptly
  • Assisting in recruiting and/or training staff as required
  • Completing other duties as assigned by the District Director/District Manager
  • Champions 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.
     

Complexity of Position

This position offers a high level of relationship building opportunities with lawyers and accountants while also effectively managing client portfolios. It provides significant opportunities to develop sales and risk management skills.

 

Education and Experience:

  • Post-secondary education - University degree in Business Administration / Commerce (minimum)
  • Working toward a professional financial designation such as a CPA or CFA (e.g., CA, CMA, CFA) is an asset
  • Good working knowledge and abilities with MS Office and specifically Excel
  • Associate Level – Minimum 1 year of working experience ideally in a banking setting
  • Sr. Associate Level – Minimum 3 years of working experience ideally in a banking setting
  • Commercial banking experience or equivalent in a credit underwriting and/or financial services sales environment strongly preferred
     

Functional Requirements:

  • Demonstrated sales/closing skills
  • Strong networking and relationships building skills with proven ability to work cross-functionally with other Roynat/Scotiabank partners
  • Strong negotiation skills
  • Strong communication and interpersonal skills through consistent demonstration of approachability, ability to build trust and understanding
  • Strong risk assessment and analysis skills
  • Strong deal structuring skills
  • Established portfolio management skills
  • Strong presentation skills and ability to think/respond quickly and adapt to change readily
  • Solid knowledge of the Canadian Commercial Banking marketplace
  • Ability to work with tight deadlines and competing priorities and ability to travel as required
  • May be required to work evenings/weekends to accommodate timing of deals, client meetings and other community events

 

#IN-CB

Location(s): Canada : Ontario : Sudbury

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.


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