Provides strategic direction, leadership and oversight for the Mid-Market teams in a defined market area in Canada ensuring business strategies, plans and initiatives are supported in compliance with governing regulations, internal policies and procedures.

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

Leading development short- and medium-term sales management strategies for Mid-Market to support the overall Commercial Bank strategy and the achievement of the business objectives by:

• Reviewing input from a variety of sources (e.g., field, business partners, competitive intelligence) to formulate regional objectives and strategies, with consideration for potential risks and opportunities;
• Leading the sales effort to achieve the overall market area profit plan goals; and,
• Providing guidance and recommendation to senior leaders to assist with achievement of revenue, profitability, Return on Economic Equity (ROEE), and business volume goals.

Leading the implementation of Mid-Market strategies by:

• Ensuring team and stakeholders have defined roles and expectations and are collaborating effectively to achieve business goals;
• Overseeing the deployment / engagement of resources required to meet objectives; and,
• Escalating issues / obstacles / trends to senior leader as appropriate, with recommendations / solutions.

Maintains the overall quality of the commercial banking portfolio and client base for both mid-market and national accounts through regular monitoring / review of portfolio administration, quality of credit presentations, integrity of credit risk ratings, and adherence to regulatory / internal requirements, and initiating corrective response on identified negative portfolio trends.

Provides market leadership to help grow and execute National Accounts sales team strategies by:

• Working with VP, National Accounts, ensuring team and stakeholder have defined roles and expectations and are collaborating effectively to achieve business goals.
• Escalating issues / obstacles / trends to senior leader as appropriate, with recommendations / solutions.

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

• Identifying key business contacts and establishing relationships with centres of influence within the region;
• Building and maintaining internal relationships with key players/contacts;
• Ensuring the involvement of appropriate level team members and other stakeholders from internal resources in order to further business interests;
• Representing the Commercial Bank at various industry and regulatory functions and affairs at the provincial and regional level.

Establishing and monitoring market segment goals for teams by:

• Negotiating the plans; Monitoring/analyzing results; Identifying, initiating and directing tactical responses to any changing trends or variances to plan.

Directs day-to-day activities in a manner consistent with the Bank's risk culture and the relevant risk appetite statement and limits. Communicates the Bank's risk culture and risk appetite statement throughout their teams.

Creates an environment in which his/her team pursues effective and efficient operations of his/her perspective 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: SVP & National Head, Mid-Market Commercial
• Direct Reports: 2-5 Directors & Group/Market Leads; Senior Manager, Strategic Support

• Span of control: 40-60 employees
• Responsible for supporting National Accounts team in local region
• Support Commercial Banking strategy and growth

Education / Experience / Other Information:

The incumbent requires a thorough knowledge of Canada's financial services marketplace and a detailed knowledge of the Region's key industries, major customers and competitive positioning with those markets. He/she must also have a solid understanding of the Commercial Bank's objectives, strategies and structures. To complement this, the incumbent must possess strategic and tactical planning skills and implementation/management skills.

The ability to influence and motivate others is an important aspect of this position. The incumbent requires the ability to continually challenge the status quo, setting an example of change and encouraging others to do the same, to facilitate a customer focused sales culture. Expert leadership skills are essential along with strong interpersonal skills to facilitate a positive and effective team environment.

He/she must have broad financial industry experience at a senior level. He/she must be able to effectively articulate their views to all levels both within the Bank and externally in the marketplace.

Strong personal computer skills and familiarity with word processing, spreadsheet software and planning tools are necessary as the incumbent uses a PC to prepare documents, monitor results and respond to inquiries.

In particular, the following functional competencies are required:

• Expert knowledge of sales management techniques;
• Expert knowledge of Commercial Banking products and services, including a working knowledge of systems, routines, and operating procedures;
• Expert knowledge of financial analysis, risk analysis techniques, credit adjudication and the Bank's lending policies and procedures;
• Thorough knowledge of Commercial management platforms;
• Working knowledge of products and services provided by the Bank's specialized sales forces and other delivery channels such as, Enterprise Solutions, Wealth Management, Scotia Capital, Strategic Alliance Partners, etc.;
• Working knowledge of services provided by support areas such as Shared Services, Treasury, etc.

External education and/or licensing prerequisites:

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

• Work in a standard office-based environment; non-standard hours are a common occurrence. Moderate travel primarily domestically.