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Title:  Senior Manager, Franchising Distribution - Commercial Banking




Requisition ID: 152298

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


Senior Manager, Franchising Distribution – Commercial Banking


The Senior Manager, Franchising Distribution is part of a national team responsible for leveraging existing franchisor/franchisee relationships for the profitable growth of the Bank’s franchising portfolio nationally and for generating new customer acquisitions referrals from existing networks.  

You will acquire new referrals through engaging existing local franchisees, COIs serving the segment and Scotiabank partners and associations with a footprint in the local market.  You will be responsible for meeting negotiated goals set forth by their National Director, which includes leading the managing the Franchise Specialist Team nationally, relationship building with existing franchisees in the region and soliciting referrals for new business acquisition and development within the marketplace, business planning for their franchising segment, Identifying and development of existing COI relationships / acquisition of new relationships and being the market area expert in the franchising segment for Small Business Advisors, Commercial Relationship Managers and other partners. 

This role contributes to the overall success of the Business Banking / Canadian Banking, Commercial Banking in Canada globally ensuring specific individual goals, plans, initiatives are executed / delivered in support of the team’s business strategies and objectives while ensuring all activities conducted are in compliance with governing regulations, internal policies and procedures.

Key Accountabilities:

Champions a customer focused culture to deepen client relationships and leverage broader Bank relationships, systems and knowledge. Acquire new referrals from existing franchising business owner relationships by:
o    national Sales Manager with all Franchise Specialists nationally as direct reports.
o    planning and completing relationship building activities which create sales opportunities and/or provide value to customers including developing and maintaining an awareness of events, trends and practices in the markets of franchising; identifying prospects through existing franchisees network using multiple channels including , collaboration with Scotiabank Commercial and Retail Banking partners and COIs, developing a network of community business contacts and participating in marketing/educational seminars;
o    discovering business and personal banking needs/preferences on both sides of the customer's balance sheet;
o    proactively collaborating with the Wealth Management Financial Consultant to ensure a Total Solutions approach (business and personal Lending, Payments and Investments), is provided to existing and new franchising customers;
o    assisting and advising Scotiabank partners in marketing tactics and structuring / closing high value franchising deals where possible;
o    responding to requests for business banking solutions by collecting relevant information, processing the requests, and conducting due diligence as applicable;
o    negotiating compensation for financial products and services, as applicable and in accordance with Bank policy;
o    Informing the customer of what to expect and when the service will be set up for their use, providing necessary set up instructions where appropriate, and ensuring the set up occurs according to plan.
In a “Business Development” role, acquire and grow the assigned market area business banking portfolio of high value franchising customers, Centers of Influence and Association relationships to achieve significant growth and other negotiated goals while meeting the Bank's Service Standards by:
o    developing and maintaining a strong knowledge of franchising customers in the local marketplace, including the nature and progress of high value franchises, their financial position and structure, and the terms and conditions of financial services used;
o    providing specialized franchising expertise and business/finance advice which increases the business owner's ability to succeed in their business;
o    Developing and maintaining business relationships with Centers of Influence (COI) including influential customers, internal and external referral sources.

Contribute to the assigned market area’s overall financial and non-financial objectives by:
o    developing an understanding of Business Banking’s financial and non-financial goals and how to contribute to them;
o    adhering strictly to Bank and Branch security procedures and assigned authorities and responsibilities, and reporting any unusual occurrences or fraudulent activity to your supervisor as soon as you become aware of it;
o    adhering to and ensuring compliance with regulatory activities and guidelines including Privacy, Anti-Money Laundering/Anti-Terrorist Financing, FCAD, Know Your Customer, CDIC, Occupational Health & Safety.

•    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 contributes to an inclusive work environment.

Partner in developing and overseeing the execution of Franchise Specialist strategies and business plans that will contribute to: a) the profitable growth of the Franchising portfolio, b) stronger market share, and c) cross-sell of the Franchisee’s by:
•    Conducting key sales management activities with the Franchise Specialists, including coaching sessions, skill building sessions and group touch bases
•    Providing internal and external sales and coaching best practices during coaching, skill-building sessions and touch base sessions with Franchise Specialists, Commercial Banking and Small Business Banking as required
•    Guiding Franchise Specialists to plan and implement a sales plan for prospects by developing and maintaining a wide range of relationships with associations, business owners, centres of influence and students.
•    Guiding Franchise Specialists to plan and implement a marketing activity plan for new customers
•    Providing Franchise Specialists with clear direction, expectations and feedback during observation-based one-on-one coaching
•    Acting as an effective, professional resource, providing expert and timely assistance to the field, as well as the National Franchising Director.
•    Provide input into the Achievement Assessments of Franchise Specialists
•    Identifying and escalating non-performance issues to National Director Franchising.
•    Achieving both personal and team targets.
Contribute to National Commercial Sales targets and objectives through effective liaison with distribution management, internal partners and Executive Office and comprehensive Franchising training by:
•    Coaching, training, and motivating sales staff through presentations, workshops and seminars to increase confidence and awareness of existing and new Franchising product lending, day-to-day, protection and investment solutions.
•    Acting as the primary field resource for all of the Franchising sales force
•    Coordinating activities/facilitating Franchising sales meetings
•    Scheduling and conducting orientation / training sessions for new Franchise Specialists 
•    Leveraging internal referral partners, such as SPP, GTB, Wealth Management, Retail Banking and Cash Management to support customer acquisition and relationship growth
•    Contributing to positive customer loyalty scores
•    Ensuring the Bank’s exposure to risk is minimized by providing oversight and ensuring adherence to regulatory activities and lending/collateral policies.
•    Responding to and coordinating corrective actions to Audit Findings


•    Post-secondary education at University / College level in Accounting, Finance, Business or Economics OR equivalent work experience
•    MBA preferred
•    Experience in the field of franchising (educational or working)

Experience / Functional Competencies:

•    Knowledge of the features and benefits of business products and services, selling approach, selling tools and calculators
•    Expert knowledge of the marketplace in which the branch operates / marketplace resides, proven expertise in the franchising segment within that marketplace
•    Strong Sales Management experience
•    Strong People Management experience – this position will have eight direct reports
•    Working knowledge of the applicable software and technology platforms for Business Banking, including the supporting systems such as the ACE and GRM, Sales Force, Sales Builder, Intralink etc.
•    Knowledge of applicable risk management policies and processes
•    Working knowledge of legal and security documentation for small business products
•    Thorough and proven knowledge of solicitation, marketing and business development techniques
•    Working knowledge of applicable branch procedures, processes and workflows
•    Thorough knowledge of small business legal structures, life cycles and owner characteristics
•    Thorough knowledge of business financial statements, especially the franchising segment
•    Working knowledge of the features and benefits of retail products and services
•    Working knowledge of other business line/partner offerings (i.e., Wealth Management, Cash Management, GTB, BSC, SPP, Small Business)
•    Working knowledge of competitor offerings and alternate sources of financing
•    Working knowledge of economic conditions and political events affecting small business, especially the agricultural segment
•    The ability to build and maintain key relationships is essential, along with the ability to influence and persuade others. The incumbent must possess tactical planning, implementation and organization skills. A high degree of flexibility is required to adapt to a wide variety of tasks and functions. 
•    Ability to travel regularly and daily as well as domestically across Canada as required 
•    Ability to work non-standard work hours as required


Location(s):  Canada : Ontario : Toronto || Canada : Alberta : Calgary || Canada : Alberta : Edmonton || Canada : British Columbia : Vancouver || Canada : Manitoba : Winnipeg || Canada : New Brunswick : Moncton || Canada : Newfoundland and Labrador : St John's || Canada : Nova Scotia : Halifax || Canada : Prince Edward Island : Charlottetown || Canada : Saskatchewan : Regina || Canada : Saskatchewan : Saskatoon 

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.

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