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Title:  Director & Group Lead, Real Estate Banking




Requisition ID: 85485


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



The incumbent is responsible for the safe, profitable growth of the Commercial Real Estate portfolio in the assigned market area.   He/she is responsible for meeting negotiated goals, which include business development goals, credit quality objectives and other objectives related to customer service, human resource management and operational effectiveness.  He/she provides leadership and guidance to the Real Estate Banking team in the assigned market area in a manner consistent with the overall Domestic/Commercial Bank strategy of developing a customer-focused sales culture. This includes a primary responsibility for leading and managing others by focusing on Sales Management activities.

Externally, the incumbent maintains a high profile in the assigned market area of Southwestern Ontario meeting with industry and business leaders.  He/she maintains direct relationships with the senior executives for selected major accounts and acts as a senior calling resource, meeting with executives from significant existing and prospective customer relationships to further business interests.


Develop the tactical strategies to support the overall strategy for the Real Estate Banking area and the achievement of the business objectives by:

  • Reviewing input from a variety of sources including team members, customers, competitive intelligence etc
  • Conceptualizing objectives and prioritizing initiatives
  • Anticipating and planning for potential opportunities and risks
  • Recommending initiatives and providing input to the VP Real Estate Banking, as appropriate


Lead the implementation of the tactical strategies and initiatives in the assigned market area by:

  • Defining clearly, roles, tasks and expectations
  • Obtaining agreement from Direct Reports and/or other stakeholders to ensure successful implementation
  • Deploying/engaging resources to support the strategies (i.e. reassigning complement, contracting services from Shared Services, etc)
  • Motivating and focussing the efforts of Direct Reports
  • Resolving issues/negotiating compromises between team members and partners from other Scotiabank Groups (i.e. Global Risk Management, Retail and Small Business Banking, etc) to meet objectives/overcome obstacles, guiding team members to alternatives if required
  • Acting decisively in order to move strategies and initiatives forward in a timely manner
  • Escalating issues/obstacles/trends to the VP Real Estate Banking as appropriate with recommendations/solutions


Maintain the overall quality of the Real Estate Banking portfolio and client base, within the established parameters for underwriting by:

  • Monitoring/reviewing input on the quality of the portfolio, the client base and the administration of same
  • Monitoring/reviewing input on the quality of credit presentations
  • Monitoring/reviewing input on the integrity of risk ratings
  • Monitoring/reviewing input on the adherence to regulatory and internal Bank requirements
  • Identifying, then initiating and directing the response to negative trends


Maintain a high market profile within the assigned market area with both internal and external contacts by:

  • Identifying key business contacts within the market area
  • Building and maintaining relationships with key players/contacts
  • Identifying and facilitating the involvement of appropriate level team members and other stakeholders to further business interests


Establish and monitor stretch goals for direct reports by:

  • Negotiating the goals/plans
  • Monitoring/analyzing results
  • Managing to budget
  • Identifying, then initiating and directing tactical responses to negative trends


Lead and manage Direct Reports by:

  • Providing direction, coaching and training as required
  • Recognizing performance and managing non-performance
  • Preparing individualized development plans for all Direct Reports
  • Acting as a mentor


Education, Skills and Experience:

  • Undergraduate degree in business or economics or work equivalency
  • The incumbent requires knowledge of the Real Estate Banking market in Canada or equivalent and knowledge of the key success factors to mortgage underwriting or construction lending for specific property types (multi-residential, retirement/nursing home, industrial, office and retail) or lending into specific assigned market areas (major players, key referral sources, vacancy rates and other long term market trends and indicators etc.).  They must also have an understanding of the Bank’s Real Estate – Commercial lending objectives, strategies and structures and have the will and the ability to implement them successfully.  To complement this, the incumbent must possess tactical planning skills and implementation/management skills.
  • Effective sales management and leadership skills are essential, along with the ability to influence and motivate others to market successfully mortgages and construction facilities that fit Real Estate Banking’s objectives.   The incumbent must set a positive example of change and encourage others to do the same to facilitate the transition to a customer-focused sales culture.   Strong interpersonal skills are essential for business development/customer relationship building and to facilitate a positive and effective team environment.
  • Incumbents must have commercial real estate lending experience.  They must be able to effectively articulate their views to all levels both within the Bank and externally in the marketplace.
  • Strong personal computer skills and familiarity with word processing, spreadsheet software (Commercial Mortgages Spreadsheet), Salesforce, Client Net, PMR, and planning tools are essential (including EXCEL and WORD) as the incumbent uses a PC for a variety of communication, sales management and general information activities including preparing documents, monitoring results and responding to enquiries.


Functional Requirements Required: 

  • Expert knowledge of interviewing, solicitation and business development techniques;
  • Expert knowledge of sales management and coaching techniques;
  • Expert knowledge of Commercial real estate products and services, including a working knowledge of systems, routines and operating procedures;
  • Expert knowledge of financial analysis, risk analysis techniques, credit adjudication and the Bank’s lending policies and procedures regarding the underwriting of real estate loans;
  • Expert knowledge of documentation procedures for real estate loans;
  • Expert knowledge of procedures and standards for credit correspondence;
  • Expert knowledge of local market, current economic conditions, and political events;
  • Expert knowledge of the key products and services offered by other  lenders;
  • Expert knowledge of time management techniques;
  • Thorough knowledge of the Bank’s human resources policies and procedures;
  • Working knowledge of products and services provided by the Bank’s specialized sales forces and other delivery channels such as Global Transaction Banking, Wealth Management, Retail & Small Business Banking etc
  • Working knowledge of services provided by support areas such as Shared Services
  • Ability to travel (primarily by car) within the assigned market area of South Western Ontario to meet with customers, key contacts and team members is frequent



Location(s):  Canada : Ontario : Mississauga || Canada : Ontario : North York 

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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