Requisition ID: 221840
Join a purpose driven winning team, committed to results, in an inclusive and high-performing culture.

Associate Director, Corporate Finance Group, Technology & Innovation Banking, Canadian Commercial Banking

Purpose

The Technology and Innovation (TIB) team is a practice designed to meet the current and evolving needs of the fast-growing industry, from seed stage through to Capital Market requirements.

As an Associate Director in the Corporate Finance group, you will be responsible for business development and market share growth in the late-stage technology and innovation segment in the assigned market area by generating business volumes and related revenues, meeting pre-set targets, and managing the Team's portfolio and activities.

The incumbent is responsible for the building, growing, structuring, underwriting, and managing of a portfolio of complex clients operating in the assigned technology and innovation segment. They are expected to cultivate and increase Scotiabank's brand profile in the technology community through attendance of external activities and maintaining a professional presence with key contacts and business referral sources in this space. Transaction size is typically over $40 million CAD and/or syndicated transactions.

The Associate Director is a key position, helping to develop the tools, processes and go to market approach for this segment, working in partnership with senior associates and directors overseeing other segments of the sector, risk management and other stakeholders. Additionally, this role and team maintains strong, regular contact with and support of private equity and growth equity investors and the broader investment community supporting this segment.

Accountabilities:

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

Acts as the Industry Specialist in TIB, providing guidance or assistance to regions that lack TIB specialization.

Meet individual target objectives and ensure progress is made towards maximizing potential business from prospects and existing customers as the TIB portfolio is established, through:

• developing and maintaining relationships with major small and medium sized companies (prospects) and key business referral sources in the technology and innovation segments.
• building and maintaining brand profile and market presence in assigned market area with both internal and external contacts.
• identifying, researching and calling on prospects to establish full banking relationships and building a comprehensive data base file for each prospect using internal bank systems.
• developing and maintaining a regular sales call program on customers and key contacts to ensure effective management, retention, and expansion of each customer relationship. Maintaining a comprehensive record of business development activities on internal bank systems.
• maintaining a current and thorough knowledge of the bank's products to effectively promote tailored presentation packages to meet specific customer needs
• staying abreast of industry trends and maintaining a deep understanding of the inherent needs, challenges, and opportunities unique to companies operating in technology and innovation segments

Manage and control of individual loan portfolio to ensure it is at an acceptable level of risk and generates an appropriate return by:

• researching, verifying and analyzing credit applications and preparing comprehensive credit applications of large and complex transactions; exercising sound credit judgment based on thorough investigations and analyses.
• monitoring portfolio accounts to ensure conformity to terms and conditions, as stipulated in credit authorizations with timely financial statement reviews. Promptly identifying and resolving deteriorating credit quality.
• developing and maintaining strong relationships with client and prospect base, conducting continuous discovery to fully understand customers' financial position and business strategy, ensuring administration of the accounts is timely (reviews) and a comprehensive database of activities is maintained (internal bank systems).

Act as a subject-matter expert in order to increase team productivity, and develop peers to provide excellent service by:

• providing coaching and support to team on using sales management skills.
• providing coaching on credit administration, structuring, and credit presentations.
• conduct individual weekly meetings with team to stay abreast on pipeline, individual targets, provide coaching, feedback, and training as required
• completing other duties as may be assigned from time to time by the direct manager.

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

Actively pursue effective and efficient operations of their 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.

Champions a high-performance environment and contributes to an inclusive work environment.

Reporting Relationships:

Primary Manager: Managing Director, Technology & Innovation Banking
Secondary Manager: Vice President & Head, Technology & Innovation Banking

Dimensions:

• Strong familiarity with Growth Equity and Private Equity ecosystem with an extensive network of relationships in market.
• Advanced knowledge of credit analysis, with strong understanding of the capital structure of venture and non-venture backed technology companies.
• In-depth knowledge of portfolio management practices including expertise in evaluating risk and managing changing situations.
• Proven structuring and negotiation skills, closing skills and ability to engage and build trust with clients independently; and
• Experience managing resources, deadlines and competing priorities while coaching a team of individuals at different stages of their career.

Education/Skills/Experience:

• Undergraduate degree in Business, Economics, Finance or other related fields - Professional accreditations related to accounting, finance, valuations and an MBA are preferred.
• Must have applicable commercial banking experience and/or Technology & Innovation industry experience and 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 private equity/growth equity 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.
• Advanced Microsoft Office tools skills.
• 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.
• 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.
• Solid knowledge of Canada's financial services marketplace required along with a deep understanding of Technology & Innovation segments and competitive positioning within the sector.
• Solid understanding of the Commercial Bank's objectives, strategies and structures with tactical planning skills and implementation/management skills.
• Ability to 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.

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.

Location(s): Canada : Ontario : Toronto
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.