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Title:  Senior Manager, Sales Effectiveness (1 year contract) - Commercial Banking, Toronto




Requisition ID: 71605


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


**This is a 1 year contract**


Contributes to the overall success of the Commercial Customer Experience team in Canada ensuring specific individual goals, plans, initiatives are executed / delivered in support of the team’s business strategies and objectives.  Ensures all activities conducted are in compliance with governing regulations, internal policies and procedures.

•    Champions a customer focused culture to deepen client relationships and leverage broader Bank relationships, systems and knowledge.

•    Leads the implementation, evolution and sustainment of key sales effectiveness and functional training initiatives by:
o    working closely with SMEs, key partners and leaders to create and maintain a strong orientation and onboarding process that positively impacts employee enagagement.
o    identifying functional training gaps throughout Commercial Banking (with particular focus on Commercial Distribution, Leasing, PCM, Ag & Aboriginal Banking) and recommending solutions that take into account immediate need, sustainment, evaluation, reporting and future evolution of the solution.
o    identifying opportunities and recommending solutions to deepen sales disciplines within the field by leveraging existing tools and resources where possible; or engaging the right partners to create new tools.
o    supporting the sustainment of existing business initiatives to ensure consistent adoption (i.e. E2E Huddles, utilization of Salesforce, etc.) 
o    taking responsibility for programs developed in partnership with L&D (rolling out programs, monitoring to ensure they continue to meet business needs, recommending updates to programs, etc.)
o    providing guidance to regional Admin Officers to coordinate logistics for locally held training programs & supports their delivery as required.

•    Acts as the business line SME on marketing related initiatives by:
o    providing insights and feedback to Global Marketing as required
o    working with Global Marketing to ensure sales collateral is kept up to date, properly branded and useful to RMs in the field
o    providing input and maintaining the Commercial pitch book in collaboration with Global Marketing to ensure all Commercial businesses are represented with focus on our client value proposition

•    Responsible for leading the coordination and execution of the annual Sales Leader forum which includes:
o    working with Global Events to identify the venue and execute planning logistics
o    creating and managing the approved budget for the event
o    coordinating the participation of Executives, guest speakers, MC and partners
o    providing input into the agenda and content for the forum
o    creating and providing insights on the forum evaluation feedback received from participants

•    Manage business development programs with external vendors in collaboration with the Commercial Technology team by:
o    providing input into the referral program with Chase Paymentech and administering the program within PCM
o    coordinating the agreement and licenses with D&B, HearSay, etc.
o    looking for new opportunities to leverage the services and product offerings of external vendors to help RMs in the field generate prospects and new business opportunities

•    Execute strong project management principles by:
o    creating, maintaining and ensuring the timely execution of work plans that identify key deliverables, milestones, owners, timelines, interdependencies, etc.
o    creating/recommending budget requirements, submitting business cases where necessary and working within approved budgets 
o    identifying potential challenges/issues that could delay the delivery of an initiatives and formulating alternatives to mitigate these challenges/issues
o    collaborating with partners and stakeholders to ensure project deliverables are aligned to the all Bank, Canadian Bank and Commercial Bank strategies/visions
o    engaging key stakeholders and ensuring they are kept abreast of project progress and any potential issues that could delay the delivery of the initiative
o    implement key performance metrics to evaluate the success of a project/initiative

•    Manage the creation and ongoing measurement, evaluation, metrics and reporting by:
o    supporting the implementation of evaluation and measurement metrics of key programs and initiatives by conducting surveys, focus groups and direct calls to the field. 
o    compiling feedback, reviewing, analyzing and recommending ways to continuously improve current programs and initiatives; or recommending new initiatives.
o    developing dashboard reporting to manage the evaluation of key programs and keep Manager and leaders informed

•    Formulate, engage, create and maintain communications related to assigned initiatives and projects by:
o    creating comprehensive communication plans which include deliverables, communication collateral requirements, timelines, etc.
o    collaborating with key partners to coordinate and ensure alignment of key messages and execution of the communication plan
o    creating communication collateral to support assigned initiatives (i.e. user guides, job aids, FAQs, key messages, etc.)
o    proactively looking for opportunities to update existing communication collateral, tools and resources to ensure they remain up to date
o    proactively looking for new communication trends in the marketplace and make recommendations to improve communications relating to salesforce effectiveness and functional training/skills development

•    Contribute to Commercial Bank’s goal of fostering a place of pride for employees and creating high performing, engaged teams by:
o    understanding and proactively taking actions that support the Commercial Bank’s vision.
o    contributing to open, honest two-way communication in an effort to increase employee engagement within E.O. and with the field.
o    demonstrating Scotiabank’s Core Values. 
o    contributes to a high performance environment and supports the execution of Commercial Bank’s People Strategy focused on Talent Acquisition, Training and Career Development. 

•    Continually look for ways to increase professional network and development in order to proactively bring new ideas and insights to the Commercial Customer Experience team by:
o    maintaining a solid knowledge of Commercial Banking businesses and partners.
o    researching emerging trends in the marketplace and among competitors with respect to sales effectiveness and employee development (functional/skills).
o    expanding existing network within and outside of Scotiabank and identify opportunities to increase knowledge/skills/abilities to continually develop in current role.

•    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.

Education/Additional Experience 

  • University degree
  • 5+ years of experience leading medium-large initiatives/projects
  • Solid knowledge of Commercial Banking’s vision, objectives and structure
  • Strong relationship building skills & communication skills, both verbal and written
  • Demonstrated proactivity to deliver results with a high sense of urgency


Location(s):  Canada : Ontario : Toronto 

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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