Requisition ID: 217852
Join a purpose driven winning team, committed to results, in an inclusive and high-performing culture.

Director & Group Lead, Mid-Market, Canadian Commercial Banking - Waterloo, Ontario

Purpose

Leads and oversees a Canadian Business Banking Mid-Market Banking Team in Canada ensuring business strategies, plans and initiatives are executed/delivered in compliance with governing regulations, internal policies and procedures.

You will be responsible for meeting objectives related to the profitable growth and client satisfaction of an assigned portfolio of Business Clients by providing strategic direction, leadership and oversight for Relationship Management and Execution across the Mid-Market segment in a defined market area.

Accountabilities:

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

Develops sales management strategies and leads the implementation of tactical plans for the assigned geographic area, to support the Canadian Business Banking strategy and business objectives by:

• Leading the sales effort to achieve the overall profit plan goals
• Reviewing input from a variety of sources including the field, team members, customers, competitive intelligence, etc. (driven by marketing segmentation and portfolio management);
• Conceptualizing objectives and prioritizing initiatives;
• Anticipating and planning for potential risks and opportunities;
• Obtaining input from Relationship and Support team members and/or other stakeholders to ensure successful implementation;
• Deploying/engaging resources to support the strategies;
• Motivating and focusing the efforts of the Relationship and Support team members;
• Resolving issues/negotiating compromises between team members and partners from other Scotiabank Groups (e.g. Global Risk Management, Shared Services Business Service Centre, Global Banking Markets, Global Business Payments, Global Wealth Management, Retail & Small Business Banking, etc.) to meet objectives/overcome obstacles, guiding team members to alternatives if required;
• Acting decisively in order to move things forward in a timely manner;
• Escalating issues/obstacles/trends to the regional Vice President, Canadian Business Banking with recommendations/solutions;
• Allocates prospects and other business opportunities amongst the team.

Ensures the customer portfolio assigned to the Team receives ongoing attention to improve and retain relationships by:

• Ensuring an active Business Development program with each relationship to ensure the Bank is familiar with the business' operations and its principal officers;
• Coaching to ensure each customer call and meeting has specific objectives;
• Using knowledge of the Bank's commercial financial product suite, as well as providing some product customization, the incumbent oversees that customer and prospects needs are met, while accessing internal product specialists and support;
• Using pricing parameters based on assigned market, with price negotiation within band;
• Actively seeking customer feedback on Bank products and the delivery of customer service;
• Ensuring the team interacts effectively with the Shared Services Business Banking Operations (BBO)

With the support of the Associate Group Lead, ensures an acceptable quality credit portfolio and client base, within established parameters for compliance and underwriting in the Mid-Market Segment by:

• Monitoring ongoing credit reporting collection and associated reporting tasks (spreading, trend analysis, e-tracker maintenance, etc.)
• Monitoring the timely analysis, structuring and presentation of credit proposals within the Mid Market segment;
• Monitoring quality of the portfolio, the client base and the administration of same;
• Monitoring quality of credit presentations;
• Monitoring integrity of risk ratings;
• Monitoring data integrity in various systems
• Monitoring that exception conditions as specified by the Bank's adjudicating, auditing and compliance organizations are met prior to the advancing of funds or the use of account facilities by Customers;
• Monitoring that an effective system of review and follow-up is maintained for accounts within the assigned area as reported through loan audits and OSFI reviews, and taking action as appropriate including alerting the regional VP, Canadian Business Banking to unsatisfactory trends.

Maintains a high market profile within the assigned market area with both internal and external contacts by:

• Identifying key business contacts and establishing relationships with centres of influence within the market area;
• Building and maintaining internal relationships with key players/contacts;
• Ensuring the involvement of team members and stakeholders from internal resources in order to further business interests;
• Representing the Bank/Canadian Business Banking at various industry and regulatory functions and affairs as the Community or Provincial Leader, as required.

Establishing and monitoring team goals by:

• Negotiating the goals/plans; Monitoring/analyzing results; Managing to assigned budget(s); Identifying, then initiating and directing tactical responses to any changing trends.

Leads and manages direct reports by:

• Providing direction, coaching, training and deal assistance as required;
• Conducting sales meetings and touch-bases;
• Recognizing performance and managing non-performance;
• Preparing individualized development plans for all Direct Reports;
• May act as a mentor.

Champion and support a culture of diversity and other initiatives aligned with the Bank Strategy.

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, 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.

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.

Reporting Relationships
Primary Manager: Vice President, Canadian Commercial Banking
Direct Reports: Manages a team of 8-15 (varies across regions)

Dimensions:

• 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 are in the Mid-Market segment and will be both borrowing (between $1MM to $25MM) and non-borrowing (typically deposits