Share this Job

Please be advised that our Careers site will be unavailable from November 28 at 12am ET to November 29 12am ET for scheduled system maintenance.

Title:  Senior Manager, Sales & Product Support, Scotia Leasing - Canadian Business Banking




Requisition ID: 156377

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


Senior Manager, Sales & Product Support, Scotia Leasing, Canadian Business Banking

Reporting to the Director, Field Accounting & Operations, the Senior Manager, Sales and Product support will lead and oversee Sales and Product Support for Scotia Leasing in Canadian Business Banking.
In this role you will be responsible for the day-to-day operations of the team to ensure business strategies, plans and initiatives are executed / delivered in compliance with governing regulations, internal policies and procedures.

The ideal candidate will have expert knowledge of Scotia Leasing's structure, products and operations, as well as solid understanding of Bank's processes and procedures OR experience with equipment financing and leasing with extensive exposure to structuring large complex transactions and an expert understanding of the leasing product.


You will be expected to make decisions regarding rates and documentation on a deal-by-deal basis and when over authorized limits provide recommendations to Scotia Leasing senior management. These decisions can significantly affect Scotia Leasing's profitability and the strength of the Bank's security.


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

• Effectively manages the quality and efficiency of day-to-day operations by ensuring proper controls and risk management processes are in place. Leads the delivery of client service to the Scotia Leasing clients.

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


• Leads and manages direct reports, builds a cohesive team and ensures effective use of human resources to support the business objectives


• Creates an environment in which his/her team pursues effective and efficient operations of his/her 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.

• Builds a high-performance environment and implements 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 vison/values/business strategy; and managing succession and development planning for the team.


Education / Experience / Other Information:


•    Post-secondary education in Business or Finance
•    5+ years of experience with equipment financing and leasing; must have experience in the leasing field with extensive exposure to structuring large complex transactions and an expert understanding of the leasing product.
•    People Management experience required


•    Expert knowledge of:

o    Scotia Leasing's structure, products and operations, as well as solid understanding of Bank's processes and procedures. 
o    All aspects of equipment financing and leasing with special emphasis on the accounting and taxation aspects from the lessee's/borrower's perspective and on the legal and taxation aspects from Scotia Leasing's perspective.
o    Financial theory of lease versus buy analysis and of the discounted cash flow techniques used in such analyses.
o    The documentation required to finalize a transaction as the incumbent is expected to ensure all transactions booked through Scotia Leasing are documented correctly to ensure the Bank is not at risk.
o    Competitors' products, rates and practices along with a complete understanding of special insurance and environmental risks, product obsolescence, manufacturer's reputation, the market for such equipment once it is used, and the likely impact of the intended usage on the future value of the equipment.


•    Expert understanding of:

o    Leasing product with respect to legal and tax implications, Personal Property Security Act (PPSA) registrations, terminology, security documentation, pricing, asset eligibility, residual risk, insurance and environmental risks.
o    All aspects of the three distinct sources of business (branch referral, third party assignment and vendor referral business), which impact all his/her accountabilities.    
o    All non-standard leasing products, including Energy Management Assignment Programs, Equipment Finance Contracts, Progress Payment Agreements, Holdback Agreements, Vendor Rate Buy downs, Principal Reduction, Floating Rate Assignments, etc.
o    Lease vs. Buy Analysis, Progress Payments, Operating vs. Capital Leases, structuring, time value of money, non-standard pricing using BA's, Bonds, Libor and derivative products (i.e., forward rate lock-ins, currency swaps), U.S. Dollar leasing, structuring national vendor programs, brand name leases, residual valuations, energy management

Other Information:

•    Strong administrative, management, organizational, analytical and decision-making skills to control the variety of activities on this post.
•    Ability to prioritize work demands and juggle and pivot on a regular basis
•    Strong problem-solving skills and be a creative thinker in order to provide solutions which will enable Scotia Leasing to meet the customer's needs while protecting the Bank.
•    Strong interpersonal skills in order to develop team and work effectively with the Directors, Senior Relationship Managers, customers and the broad range of departments within the Bank.
•    Strong knowledge of all Bank commercial products, including pricing, security documentation requirements, with a basic understanding of credit as it relates to leasing. The incumbent must be able to recommend/negotiate changes to the structure of a proposed transaction/mid-term adjustment in order to qualify the transaction for credit approval.
•    Proven marketing and sales skills in the direct solicitation and negotiation of equipment financing transactions as well as the marketing and negotiation of assignment programs to referral sources.
•    Intermediate or greater proficiency with MS Office Suite, Power BI, Sharepoint as well as Lease Documentation / Accounting Software i.e., Infolease and Rapport
•    Ability to work non-standard work hour as required


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.

Job Segment: Bank, Banking, Manager, Compliance, Investment Banking, Finance, Management, Legal