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Title:  Director & Regional Lead, West, Technology and Innovative Banking - Vancouver

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Requisition ID: 76271

Roynat Capital, a wholly owned subsidiary of Scotiabank, is a national lender and investor with expertise in providing innovative long-term capital solutions for mid-sized companies utilizing senior term, subordinated debt, as well as mezzanine capital and common share equity. We provide tailored solutions to clients for acquisitions, business expansions, wealth monetization, and working capital enhancement. With a national presence in Canada in major markets, Roynat assists growth-oriented companies in reaching their goals across a wide range of industries.

 Purpose

 

Leads and oversees Ventures team of Technology and Innovation Banking (TIB) in Canada ensuring business strategies, targets and initiatives are executed / delivered in compliance with governing regulations, internal policies and procedures.

 

Provides leadership and oversight for the implementation and execution of the sales and coverage model for the Canadian technology sector across Canadian Commercial Banking and partner groups, ensuring business strategies, sales plans and initiatives are supported in compliance with governing regulations, internal policies and procedures. Acts as a key participant in designing and refine the sales and coverage model, including routines and next generation tools to enable and improve the overall team’s performance. Responsible for the profitable growth of the Canadian Commercial Banking Technology and Innovation Banking portfolio, to ensure financial results and business growth objectives are met.

 

Accountabilities

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

 

  • Provides strategic and tactical oversight of the design & implementation of the sales and coverage model for the Canadian technology sector across all of Commercial Banking, with a focus on:

           

  • Maximizing the footprint for technology sector coverage and increasing assets and deposits across Canadian Commercial Banking
  • Building/enhancing the sales and after sales service model for Commercial Banking clients within the Technology and Innovation Banking portfolio
  • Leveraging direct and indirect relationships across the Commercial Banking salesforce to establish rules of engagement and conversion of partnership opportunities  

 

  • Ensures alignment amongst stakeholder & partner groups including Canadian Banking Strategy, GRM, Global Transaction Banking, Shared Services and the Digital Factory to advance the objectives of the Commercial Bank’s technology coverage.

 

  • Responsible for the building, growing, and managing of a portfolio of clients operating in the assigned technology and innovation segment. He/she is expected to cultivate and increase Scotiabank’s brand profile in the tech community through attendance of external activities and maintaining a professional presence with key contacts and business referral sources in this space.

 

  • Analyzing the market area and competition within each segment of the Region (i.e., different markets/provinces), in order to develop a marketing strategy to identify high potential industries or targets and opportunities.

 

  • Representing Technology and Innovation Banking at various industry and in-house functions and affairs.

 

  • Maintaining a current and thorough knowledge of competitor practices, economic and business trends to effectively direct staff in achieving profitability objectives.

 

  • Preparing/delivering presentations to various banking/business/community groups to maximize positive business outcome.

 

  • Manage team to meet targets, for revenues and volumes, maintain team productivity, and develop peers to provide excellent service by:
  • Establishing routines to drive a high-performance sales culture covering identifying, tracking, and conversion of opportunities;
  • providing coaching and support to team on using Sales Management skills - establishing a sales call program, growing and maintaining a centre-of influence (COI) network, establishing a sales marketing data base using bank software applications, and assisting in demonstrating other internal processes for the delivery of services;
  • providing coaching on credit administration, structuring, and credit presentations;
  • monitoring performance and identifying training requirements to enhance development of staff and providing timely performance feedback;
  • conduct individual weekly meetings with team to stay abreast on pipeline, individual targets, provide coaching, feedback, and training as required
  • assisting in recruiting and/or training staff as required (within authorized complement);
  • completing other duties as may be assigned from time to time by the Vice President and Head, TIB

 

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

 

  • 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

 

Primary Manager:  National Director Sales, Ventures Group, Technology & Innovation Banking

Direct Reports: Associate Director/Principal Ventures; Associate, TIB and Analyst, TIB

 

  • Coverage spans across Canadian Commercial Banking
  • Works closely with partners from GRM, the Digital Factory, Shared Services, GTB & HR
  • Staffing: 3 - 5 direct reports

 

Education and Other Information:

The incumbent requires a solid knowledge of Canada’s financial services marketplace and a deep understanding of Technology & Innovation segments and competitive positioning within the sector.  They must also have a solid understanding of the Commercial Bank’s objectives, strategies and structures. To complement this, the incumbent must possess tactical planning skills and implementation/management skills.

 

Strong sales management, relationship building and leadership skills are essential, along with the ability to influence and motivate others. The incumbent must set a positive example of change and encourage others to do the same. Strong interpersonal skills are essential for business development/customer relationship building and to facilitate a positive and effective team environment.

 

He/she must have applicable commercial banking experience and/or Technology & Innovation industry experience. He/she must be able to effectively articulate their views to all levels both within the Bank and externally in the marketplace.

 

The individual should be familiar with venture capital firms, sub-debt providers and government support programs. Ideally the individual should also be conversant with SaaS financing models, R&D tax credit financing, contract financing and cash-flow lending methodologies.

 

Professional accreditations related to accounting, finance, valuations and an MBA are preferred.

  • External education and/or licensing prerequisites: undergraduate degree in business or economics or work equivalency
  • Solid knowledge of people, sales management and coaching techniques;
  • Strong relationship building skills and strong sales/closing capabilities;
  • Expert knowledge of Commercial Banking products and services, including systems, routines and operating procedures;
  • Strong knowledge of interviewing, solicitation and business development techniques.
  • Thorough knowledge of all commercial management platforms
  • Thorough knowledge of Bank’s commercial lending and deposit products and services, and customer profitability model
  • Thorough knowledge of competitor offerings and alternative sources of financing
  • Expert knowledge of products and services provided by the Bank’s specialized sales forces and other delivery channels such as Global Banking & Markets, Global Transaction Banking, Global Wealth Management, Retail & Small Business Banking, etc.
  • Working knowledge of services provided by support areas such as Shared Services Business Support Centre;
  • Credit skills and a working knowledge of financial analysis, risk analysis techniques, credit adjudication and the Bank’s lending policies/procedures.

 

Working Conditions

Work in a standard office-based environment; non-standard hours are a common occurrence. Frequent travel is required involving domestic air flights as well as trips by car. Frequent interruptions, ad hoc requests and unplanned operating issues, along with constantly changing priorities contribute to the high demands placed on the incumbent.

 

Non-standard working hours are a regular occurrence. 

 

Must be able to manage remotely and travel.

 

Location(s): Canada : British Columbia : Vancouver

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. Candidates selected for an interview will be contacted directly. If you require accommodation during the recruitment and selection process, please let us know. We will work with you to provide as seamless a recruitment experience as possible.


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