Director and Market Lead

Title: Director and Market Lead

Requisition ID: 207706

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

The Director of Sales & Market Lead is responsible for the profitable growth of the Dealer and Manufacturer Indirect Retail and Commercial portfolios in Western Canada. The incumbent is responsible for training, developing and managing a team of specialists in Commercial Dealer Finance to meet negotiated goals, including business development goals and financial objectives (fee revenue growth, NIATD revenue growth, loan growth and retention), credit quality objectives, customer and employee satisfaction goals, human resource management, compliance requirements and operational effectiveness objectives.

The Director & Market Lead provides leadership and guidance to the Dealer Service Center consistent with the overall Domestic Bank strategy of developing and leading a customer-focused sales culture while achieving business line revenue growth and ROAC objectives.

Is this role right for you? In this role, you will:

Develop tactical strategies for the market area to support the overall Automotive Finance strategy and business plan by:

• Reviewing input from a variety of sources including the field, business partners, customers, and competitive intelligence.
• Conceptualizing and formulating objectives and tactical strategies by market area.
• Anticipating and forward planning for potential risks and opportunities.
• Implementing and communicating tactical strategies and initiatives to achieve business objectives.
• Providing input and recommendations to the VP National Sales to assist with achievement of revenue, profitability, ROAC and business volume goals.
• Ensuring adherence to the Bank’s Anti-Money Laundering program and Know Your Customer requirements.

Lead the implementation of the tactical strategies and initiatives for the assigned market area by:

• Defining roles, responsibilities and business deliverable expectations for direct reports.
• Obtaining agreement from the direct reports and Auto Finance management partners.
• Deploying resources to support the achievement of strategic objectives.
• Motivating and focusing the efforts of Direct Reports towards achieving business goals.
• Negotiating with and gaining support between team members and partners.
• Escalating issues/obstacles/trends to the VP National Sales as appropriate.
• Coordinating sales and marketing efforts to maintain above industry survey results.

Develop and manage a portfolio of select high value, complex commercial client relationships at an acceptable level of risk by:

• Cross-selling, upselling credit and non-credit commercial products.
• Developing credit proposals and conducting timely credit reviews.
• Ensuring all documentation is properly prepared and executed.
• Ensuring accounts adhere to the conditions of authorization.
• Identifying and resolving deviations from the conditions of authorization.
• Ensuring ongoing attention to maintain, improve, grow, and retain the relationship.

Maintain the overall quality of the Indirect Retail and Commercial Automotive portfolios by:

• Reviewing and recommending term sheet issuance/declines.
• Providing guidance and counselling to the authors of all new credits.
• Monitoring the quality of all new credits.
• Identifying and directing the corrective response to negative trends.

Maintain a high market profile within the assigned market area by:

• Identifying key business contacts and building relationships.
• Accompanying Relationship Managers on sales development calls.
• Representing Auto Finance at various community and industry functions.

Establish and monitor stretch goals for Direct Reports by:

• Negotiating plans for business performance metrics.
• Monitoring/analyzing results on a regular basis.
• Managing to budget.

Lead and manage Direct Reports by:

• Providing direction, coaching, ongoing training and development.
• Conducting scheduled sales meetings.
• Recognizing performance and managing non-performance.
• Recruiting, developing and retaining quality personnel.

Ensuring Compliance to AML (Anti-Money Laundering) and KYC (Know Your Customer) policies.

Do you have the skills that will enable you to succeed in this role? We’d love to work with you if you have:

• Undergraduate degree in business or marketing management.
• Thorough knowledge of Canada’s financial services marketplace.
• Strong tactical strategic planning and implementation skills.
• Strong interpersonal skills for business development/customer relationship building.
• Commercial Automotive relationship management experience.
• Strong computer skills and familiarity with planning and presentation software.

Working Conditions

• Moderate/frequent travel as required to meet with clients; some overnight travel required.

What’s in it for you?

• The opportunity to join a forward-thinking organization.
• A competitive compensation and benefits package.
• An organization committed to making a difference in our communities.
• You’ll be supported by leadership through meaningful development conversations.

Location(s): Canada : British Columbia : Vancouver || Canada : Alberta : Calgary || Canada : Alberta : Edmonton || Canada : Manitoba : Winnipeg

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.

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