Team Lead, Agriculture Banking – Central Alberta

Job title: Team Lead, Agriculture Banking – Central Alberta

Job description: Requisition ID: 130265

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

Purpose

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

The Team Lead is a product generalist who has a good understanding of financial products and services and focuses on the cross sell and retention of existing commercial customers. He/She is responsible for identifying prospects in target markets, developing proposed sales pipelines, conducting prospect sales calls and qualifying opportunities based on customer information and a high level of due diligence. He/She manages a customer portfolio of moderate to higher complexity, with business development activities that targets clients with credit authorizations between $5MM to $25MM and annual sales between $15MM to $75MM.

In addition, the incumbent provides direction to team members in a manner consistent with the overall Commercial Bank strategy of developing a customer-focussed sales culture and adhering to governing regulations, internal policies and procedures. The incumbent is responsible for the development of a sales/marketing and client strategy for an assigned territory and for the sales management of a team of Client Relationship Managers, Commercial Associate Program Trainees and Client Service Associate.

Accountabilities

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

• Provide Advice and Counsel to Client Relationship Managers and Commercial Associate Program trainees in Mid Market by:

• Developing and overseeing their marketplaces which includes coaching, prompt feedback and sound guidance on sales processes, credit presentation, portfolio management and structuring deals.
• Leading the sales effort to achieve the overall profit plan goals within the assigned market area
• As necessary to also meet with GRM to get feedback on direct reports to improve coaching

• Promotes the development & profitable growth of the 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 Commercial Banking segment and partners as appropriate.

• Manage an assigned portfolio for authorizations between $5MM to $25MM at an acceptable level of risk by:

• Completing credit reviews in a timely and sufficiently detailed fashion
• Authorizing, renewing or declining customer requests within standard Bank policies and authorized limits, forwarding others as per established processes.
• Preparing and/or ensuring all documentation is properly prepared
• Ensuring accounts adhere to the conditions of authorization
• Identifying and resolving deviations from the conditions of authorization
• Ensuring early identification of problem loans and ensuring the accuracy of risk ratings through identification of changes in account quality via review of industry/economic trends;
• Making recommendations relative to structure, monitoring and risk rating to Global Risk Management as issues are identified. This may include exiting a relationship;

• 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; communicating vison/values/business strategy and managing succession and development planning for the team.

Reporting Relationship:

Reports into the Director and Group Lead, Alberta

Direct reports: Client Relationship Manager’s, Alberta and Commercial Associate Program trainee

Dimensions:

The clients being serviced are in Canada (predominately Central Alberta) and generally within the same region although they could have operations across the country as well as in international locations. These clients will be both borrowing (between $1MM to $25MM) and non-borrowing. Borrowing Clients typically have moderate to higher complexity financial solutions.

The incumbent will manage a team of 3-6 individuals. In addition, the incumbent will be responsible for their own portfolio of clients and contribute and held accountable for the overall target of the Director and Group Lead (Alberta Agriculture).

Strong organizational skills are necessary to manage significant data from multiple sources and balance various tasks including, client service administration and credit and non-credit related support.

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, Payments and Cash Management and could include other partners as well as the Commercial Banking Executive Office.

The incumbent will also interact with external parties such as Solicitors, Accountants, Professional Service Providers and possibly 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:

• Undergraduate or Master’s degree in business or economics or work equivalency.
• Other training requirements as determined by the Bank from time to time.
• Designations specific to Agriculture industry is preferred

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, in order to provide integrated financial solutions.
• Ability to conduct due diligence on the strength of customer financials for deals of moderate to higher complexity
• 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 Commercial Bank’s objectives, and has a thorough knowledge of segment, strategies and structure, as well as its lending and deposit products and services.
• Expert knowledge of people, sales management and coaching techniques;
• Expert knowledge of interviewing, solicitation and business development techniques.
• 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.
• Key Competencies include: Customer Focus, Communication, Results Focus, Building Strategic Relationships, Strategic Influencing and Self-Awareness & Personal Development

Working Conditions:

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

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Location(s): Edmonton || Canada : Alberta : Edmonton || Canada : Alberta : Red Deer

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 . 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.

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