Title:  Associate Director, Business Lending, Roynat Capital

Requisition ID: 243023

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 Director, Business Lending, Roynat Capital

Purpose

The Associate Director is responsible for creating business development opportunities and 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.

The incumbent is also responsible for managing and expanding a complex portfolio of accounts. He/she monitors account performance; ensures regular contact with clients to deepen relationships, conduct applicable account reviews and implements payout prevention strategies as appropriate, with the ultimate goal of providing tailored credit solutions for business expansion, shareholder transactions, management buyouts and wealth monetization to a wide range of industries.

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

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
•    Establishing and maintaining solid relationships with mid-market industrial and commercial companies (prospects) and 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 comprehensive record of call activities and business development activities on the client relationship management (CRM) system
•    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.

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) 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
•    Promptly identifying and resolving deteriorating credit quality and participating (as necessary) in the resolution of problem loan situations
•    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 District Office reporting on credits/accounts as required by Risk Management, Compliance, Executive Office or other areas of Scotiabank.
•    Ensuring requirements and any contingent conditions, such as Know Your Customer (KYC), have been satisfied before facilitating the disbursement process.
•    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 Officers (CSO), Analysts, Associates and Senior Associates
•    Sharing best practices with peers and colleagues across Roynat, as appropriate
•    Ensuring all expenses are reconciled and submitted in a timely manner
•    Ensuring all reporting and correspondences are completed accurately and promptly

Contributing to District Office productivity and self-development by:    

•    Maintaining an expert knowledge of Roynat products, services, processes and procedures
•    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 behaviours and consistently emulating these behaviours within the D.O
•    Continually looking for opportunities to increase office efficiency through continue process improvement suggestions
•    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
•    Monitoring performance and ascertain training requirements to enhance development of staff and/or assisting in the recruitment of staff

Understand how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions.

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. 

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. 

Functional Competencies:

•    Proven track record for sales/closing skills
•    Established networking and relationship-building skills with proven ability to work cross-functionally with other Roynat/Scotiabank partners
•    Expert negotiation skills
•    Excellent communication and interpersonal skills through consistent demonstration of approachability, ability to build trust and understanding
•    Superior risk assessment and analysis skills
•    Superior deal structuring skills
•    Superior portfolio management 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

Reporting Relationships:

Primary Manager: District Director/District Manager
Direct Reports: None

Education / Experience / Other Information:

•    University degree (undergraduate or graduate level) with a focus on Economics, Commerce, Finance and/or Accounting. 
•    A professional financial designation such as a CPA or CFA (e.g. CA, CMA, CFA) is desirable 
•    6+ years of related commercial credit or analysis and business development experience in a financial services environment.

                                
Working Conditions:

•    Works in a standard office environment 
•    Tight deadlines and competing priorities
•    May require some travel
•    May be required to work evenings/weekends to accommodate timing of deals, client meetings and other community events

Location(s): Canada : Ontario : Toronto || Canada : Ontario : Markham

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.