Title:  Relationship Manager, Equipment Finance, Commercial Banking - Vancouver

Requisition ID: 250631 

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

Purpose

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

The focus of sales efforts will be on equipment finance and lease transactions from $250,000+ for Canadian Commercial Banking, Corporate, Institutions and Government.

The Relationship Manager, Equipment Financing is a product specialist who possesses a strong understanding of equipment financing products. He or She is responsible for negotiating and structuring directly with the client to ensure equipment finance or lease structure meets client's financing, accounting, and taxation requirements in a manner consistent with the overall Canadian Commercial Banking strategy of developing a customer focused sales culture and adhering to governing regulations, internal policies, and procedures. He or She will have a detailed and current knowledge of all aspects of equipment finance and leasing specifically with special emphasis on accounting, taxation, credit pricing, and security.

The incumbent will work closely with Client Relationship Manager to ensure the structure is properly advised in credit submissions and is responsible for recommending pricing, preparing proposals and input to credits, high level review of financial statements to ensure client will meet Bank's credit criteria, as well as coordinating that documentation is prepared and accurate.

Accountabilities

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

• Promotes the development & profitable growth of the Canadian Commercial Banking Equipment Financing portfolio in the assigned market area by:

• Developing and implementing a marketing strategy to maximize business development opportunities for sustainable growth.
• Developing sales plans for prospects and existing customers.
• Identifying prospects/referrals from other internal/external networks.
• Analyzing prospect lists and prioritizing business development opportunities based on market data,
• Partner with internal resources for non-credit related products.
• Referring customers and prospects to the appropriate Canadian Commercial Banking segment and partners.

• Pursues a business development program within the assigned market area according to agreed upon growth objectives by:
  • Acquires good quality and profitable equipment finance and lease transactions.
  • Influence and assist Canadian Commercial Banking & Branches to identify and acquire good quality profitable equipment finance / leases.
  • Maintaining an appropriate ongoing sales pipeline and calling program.
  • Maintaining effective follow-up with prospects/referrals on any unsuccessful opportunities.
  • Sales Reporting on monthly activities including but not limited to prospect calls, customer calls, joint calling with partners and COI calls.

• Builds and maintains a market profile in the assigned market area with both internal and external contacts by;
  • Planning and completing relationship activities that generate sales opportunities and/or provide value to clients.
  • Building and maintaining an awareness of local market and general economic conditions.
  • Meeting with business leaders and other centres of influence.
  • Participating in local professional and community events and associations to develop and expand network of contacts.
  • Liaising and utilizing Bank product specialists to stay abreast of new enhancements, products, and services, and to fulfill identified client needs.

• Maintains current knowledge of industry trends and product/service enhancements:
  • Understanding changes to services and products and communicating this team members and clients.
  • Developing strategies to implement new services and deposit products to best fit with client’s needs.
  • Being a well-informed expert and champion of Equipment Financing options.
  • Understanding competitors’ offerings and industry trends and communicating this information to team members and clients, as necessary.

• Ensures all aspects of assigned relationships receive ongoing attention, as required to maintain, improve, grow, and retain the relationship by:
  • Actively seeking customer feedback on Bank products and services and the delivery of customer service.
  • Liaising with the Shared Services Business Support Centre (BSC) for fulfilment (including documentation, liaising with third parties, security registration), compliance monitoring, reporting actions and all service activities as required.
  • Ensure spread targets are adhered to or are exceeded in line with the Bank’s ROAC objectives.
  • Action suggestions to continually improve customer satisfaction and processes improvements which may be received directly from clients or through client satisfaction vehicles such as the Pulse.

• Champions and supports a culture of diversity and other initiatives aligned with the Bank strategy.

• Understands 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

Reporting to:  Director and Group Lead, Equipment Financing, Canadian Commercial Banking.

Dimensions

• The clients being serviced are in Canada and generally within the same region although they could have operations across the country as well as in international locations. These clients will be in the Core segment with equipment financing needs typically from $250,000 to $10,000,000 and have moderate financial needs.
• The incumbent requires an expert knowledge of the equipment financing industry, competitors, pricing environment, security requirements, and product offerings. To complement this, He or She must also possess a good understanding of financial theory of lease vs. buy analysis utilizing the Rubicon program for modeling different finance structure options and a solid understanding of financial statements, financial analysis and credit structuring typically found in the Canadian Commercial Banking Lending environment.
• Participating in local professional and community events and associations to develop and expand network of contacts.
• The incumbent will interact primarily with various internal partners which include: Global Risk Management, the Business Service Center, Enhanced Due Diligence Unit CRA, Wealth Management, Global Banking and Markets, Global Transaction Banking and could include other partners as well as the Canadian Commercial Banking Executive Office. The incumbent will work closely with the Sr. Manager, Equipment Financing in addition to the Director and Group Lead.
• The incumbent will be in contact with client CFO and Controllers and centres of influence within the market area; building and maintain internal relationships with key players/contacts.
• The incumbent will also interact with external parties such as Solicitors, Accountants, Professional Service Providers and External Bank Groups.
• The incumbent continually works with clients providing service consistent with Scotia Service Standards, Complaint Resolution Standards and Procedures. The incumbent looks for opportunities to promote the sale of bank product and services.
• The environment is fast paced and demanding and will at times require priorities be re-adjusted to accommodate urgent requests.

Education / Experience

• Undergraduate degree in business or economics or work equivalency.
• Other training requirements as determined by the Bank from time to time.

Skills/Work Experience

• Previous work experience of at least 2-5 years is preferred.
• Very strong sales/closing skills.
• Strong networking ability.
• Very strong negotiation skills.
• Very strong communication and interpersonal skills are essential to this position. The incumbent must be able to effectively articulate their views both within the Bank and externally in the marketplace.
• Strong relationship management skills.
• Strong credit skills.
• Strong knowledge of Bank’s commercial lending and deposit products and services, and customer profitability model, to provide integrated financial solutions.
• Ability to conduct due diligence on the strength of customer financials for deals of moderate to higher complexity.
• Through knowledge of relationship building and teamwork skills.
• The incumbent requires a strong knowledge of the commercial banking marketplace in Canada and a detailed knowledge of the assigned market area’s key industries and competitive positioning within the assigned market area. The incumbent understands the Canadian Business Banking objectives, and has a thorough knowledge of segment, strategies, and structure, as well as its lending and deposit products and services.
• Good knowledge of Onboarding, Know Your Customer, Anti Money Laundering processes.
• Good PC skills are necessary, including a working knowledge of MS Word, Excel, PowerPoint, Outlook, and other commercial systems and platforms.

Working Conditions

Work in a standard office-based environment; non-standard hours are a common occurrence. Interprovincial travel required.

Location(s):  Canada : British Columbia : Vancouver 

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.