Title:  Group Lead, Franchising Distribution, Toronto, ON

Requisition ID: 253933 

Join a purpose driven winning team, committed to results, in an inclusive and high-performing culture.

Purpose

The Senior Manager, Franchising Distribution is responsible for leading, overseeing and providing strategic direction to the Franchise Specialist sales force. This role ensures business strategies, plans and initiatives are executed in compliance with governing regulations, internal policies, and procedures.

This is a producing role and therefore the Senior Manager, Franchising Distribution, delivers this mandate by acquiring deepening and retaining relationships with Business Banking clients and coaches their team to do the same. The Senior Manager, Franchising Distribution is a direct manager and the centre of Franchise Banking expertise for their assigned territory.

Accountabilities

• Leads and drives a client-focused culture throughout their team to deepen client relationships and leverage broader Bank relationships, systems, and knowledge.

• • • Leading a team of Franchise Specialists to deliver business performance and drive sales pipeline for an assigned market. Partner with senior executives to develop and execute on business plans that contribute to profitable growth and stronger market share.
    • Working closely with internal and external partners (e.g., Commercial, Wealth, Chase Paymentech, Scotia Women Initiative, etc.) to ensure clients meet with the right bankers for all financial needs.
    • Analyzing client data and assessing market / competitive landscape to identify business opportunities and develop sales pipeline on a regular basis.
    • Providing regular formal updates to senior leaderships on business results and recommending tactical responses to positive and negative trends.

• Manage day-to-day sales operations and activities of Franchise Specialists.

• • • Building structured activity-based sales operating rhythms for Franchise Specialists.
    • Tracking relevant KPIs (e.g., regular team meetings conducted, etc.) to ensure appropriate sales practices and behaviors are being followed.
    • Driving a client-centric culture to deepen client relationships and contribute to a positive client loyalty score.
    • Building a high-performance environment and implementing a people strategy that attracts, retains, develops, and motivates their team by fostering an inclusive work environment and using a coaching mindset and behaviours; communicating vision/values/business strategy; and, managing succession and development planning for the team

• Provide adequate credit support in complicated deals and assist in high-value client interaction.

• • • Partnering with Credit Solutions Team to support larger or more complex credit applications.
    • Providing strong credit support and guidance to Franchise Specialists on the preparation of credit applications and proposals for submission to Credit Adjudication Team.
    • Reviewing credit applications to ensure underwriting requirements are met and applications are completed accurately.
    • Understanding how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions.
    • Ensuring the Bank’s exposure to risk is minimized by providing oversight and ensuring adherence to regulatory activities, and lending and collateral policies.
    • Partnering with Branch Managers to leverage sales experience and expertise to help advisors in complex, high-value sales interactions to increase conversion probability.

• Coach, develop and upskill Franchise Specialists.

• • • Ensuring Franchise Specialists are coached on the right sales habits and help build sales skills by conducting formal training. Coaching and motivating sales staff through presentations, workshops, and seminars to increase confidence and awareness of existing and new Business Banking products and services.
    • Conducting key sales management activities, including coaching sessions, skill building sessions, and group touch bases to facilitate best practice sharing.

• Deliver formal performance reviews and support career growth.

• • • Understanding and supporting career development objectives of Franchise Specialists and delivering regular performance reviews.
    • Providing Franchise Specialists with clear direction, expectations, and feedback during observation-based, one-on-one coaching.
    • Recognizing performance and managing non-performance by ensuring all direct reports have development plans.

• Ensure sales practices are compliant.

• • • Ensure all Business Banking sales practices are compliant for the District / Territory assigned.
    • Actively pursue effective and efficient operations of the assigned area in accordance with Scotiabank’s Values, its Code of Conduct, and the Global Sales Principles.
    • Ensuring the adequacy, adherence to and effectiveness of day-to-day business controls to meet obligations with respect to operational, compliance, AML/ATF/sanctions, and conduct risk.
    • Responding to and coordinating corrective actions to Audit findings.
    • Escalating items/issues to the Regional Director & Group Lead and District Vice President as appropriate.

• Creates an environment in which their team pursues effective and efficient operations of their respective areas in accordance with Scotiabank’s Values, its Code of Conduct, and the Global Sales Principles, while ensuring the adequacy, adherence to and effectiveness of day-to-day business controls to meet obligations with respect to operational, compliance, AML/ATF/sanctions and conduct risk.

Reporting Relationships

Primary Manager: Director & National Head, Franchise

Direct Reports: Franchise Specialists (10 – 15)

Dimensions

• • • • Manages a team of 10-15 Franchise Specialists
      • Subject matter expert for Branch Managers with clients in the Franchise Business Banking segment that will be both borrowing (up to $3MM) and non-borrowing and have basic to moderately complex financial needs.
      • The incumbent will interact with various internal partners including ACE, Commercial Banking, Wealth Management, Health Care and Professional Banking, Retail Sales Management, Global Business Payments, Cash Management, and Business Banking Executive Office.
      • Manages a team of 10-15 Franchise Specialists
      • Subject matter expert for Branch Managers with clients in the Franchise Business Banking segment that will be both borrowing (up to $3MM) and non-borrowing and have basic to moderately complex financial needs.
      • The incumbent will interact with various internal partners including ACE, Commercial Banking, Wealth Management, Health Care and Professional Banking, Retail Sales Management, Global Business Payments, Cash Management, and Business Banking Executive Office.

Education / Experience / Other Information

• • • • Moody’s Certificate in Small Business
      • University/college degree or work equivalency
      • Expert knowledge of sales management activities and techniques.
      • Proven track record in delivering results in a fast-paced, agile sales environment with strong leadership and coaching skills.
      • Excellent interpersonal and communication skills, with the ability to engage and influence at more senior levels as well as effectively collaborate with internal stakeholders
      • Strong organizational and time management skills with the ability to prioritize multiple tasks and responsibilities.
      • Demonstrated experience coaching and developing talent.
      • Expert knowledge of the Bank’s Business Banking products and services, including the supporting systems such as Scotia Business Hub, Scotiaworx, SBP 360, Salesforce and Sales Builder.
      • Expert knowledge of credit processes and policies, including ACE/Scotiaworx and GRM.
      • Thorough knowledge of products and services provided by the Bank’s specialized sales forces and other delivery channels, such as Wealth Management, Retail Advisors, and Commercial Banking.
      • Thorough knowledge of Business Banking products and services offered by other financial institutions and niche competitors.

Working Conditions

• • • • Spends most of the time in branches, rather than working in a standard office environment, therefore there is risk of exposure to hold-ups, extortion, etc.
      • Travels daily within the District, primarily by car but may also take periodic domestic air flights. Due to the geographic size of some Districts, overnight stays may be required
      • Non-standard working hours are a regular occurrence.

Location(s):  Canada : Ontario : Toronto 

Scotiabank is a leading bank in the Americas. Guided by our purpose: "for every future", we help our customers, their families and their communities achieve success through a broad range of advice, products and services, including personal and commercial banking, wealth management and private banking, corporate and investment banking, and capital markets.  

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.