Job Description

Requisition ID: 177251

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

Purpose

Works with Regional Senior Vice President, Regional Vice President and National Director, Small Business Distribution and other business line leaders across the region on developing and executing sales management activities focused on building profitable Small Business growth within the Region.

The incumbent will be responsible for leading a team of Small Business Development Managers (SBDMs) across the Region and for building and co-ordinating the sales management and coaching activities of the SBDMs as they coach and sales manage Small Business Advisors and Branch Managers to achieve their goals.

Accountabilities

• Leads and drives a customer focused culture throughout their team to deepen client relationships and leverage broader Bank relationships, systems and knowledge.
• Contributes to the profitable growth of the Small Business portfolio and Retail cross-sell of Small Business owners through:
• Designing, developing and overseeing the execution of the strategy and business plan that will lead the Small Business Development Managers to support Small Business bankers in selling and servicing Small Business products and services
• Accountability of the Small Business Development Manger\'s goals and providing input into the establishment of Regional and District goals
• Establish internal and external sales and coaching best practices during coaching and touch base sessions with Small Business Development Managers Acting as the second level escalation point with GRM in support of GRM credit applications
• Building strong relationships with Regional teams and partners while working with Small Business Development Managers in developing strong relationships with District teams by providing expert advice in a professional and timely manner
• Leading the Small Business Development Managers and working with Regional VPs and DVPs in the design, development and implementation of Small Business market area strategies and initiatives to achieve the District\'s Small Business growth goals
• Providing and working on strategies with Small Business EO concerning feedback on industry trends, marketing strategies, competitive positioning, market growth assumptions, sales forecasting and results analysis
• Work with the Regional Senior VP, and National Director, Small Business Distribution to build and oversee the implementation of appropriate sales management disciplines by:
• Ensuring Small Business Development Managers have worked with their assigned Small Business bankers to plan and implement a sales plan for prospects by developing and maintaining a wide range of relationships with associations, students and business owners as well as implement a sales plan for existing customers
• Identifying training needs and implementing training solutions in conjunction with the rest of Small Business EO to achieve the Small Business objectives and goals
• Championing training initiatives and ensuring proper implementation with Small Business Development Managers
• Championing recruiting efforts (internally & externally) for Small Business roles within the Region
• Ensuring Small Business Development Managers work collaboratively with their assigned DVPs to provide comprehensive analysis of Small Business plans/strategies to support the District\'s objectives
• Contributing to the design, development and distribution of sales reporting for Senior Management teams
• Manage the comprehensive analysis of Small Business plans/strategies to support Region\'s and District\'s objectives and goals by:
• Monitoring and evaluating and reporting on Small Business sales, coaching, results and trends
• Monitoring and evaluating efficiency and effectiveness of Small Business sales officer deployment within the Region and working with DVPs and SBDMs to ensure the optimum branch deployment is maintained
• Supporting Small Business Development Managers in identifying, then recommending tactical responses to positive and negative trends
• Keeping Regional Senior Vice President, and National Director, Small Business Distribution informed of progress toward agreed upon Small Business growth goals and objectives, including escalating items/issues to the Regional Senior VP &/or National Director, Small Business Development as appropriate
• Contributing to the development of required sales reporting and other MIS, as required

• Oversee, in collaboration with the DVP, Small Business Development Managers across the Region by: Developing Small Business Development Managers to achieve goals and objectives by supporting recruitment strategies, retaining high potential candidates, providing guidance, assessing performance, training and employee development
• Conduct the Achievement Assessments for all Small Business Development Managers, with input from the DVP and Small Business EO
• Training, coaching and motivating team of Small Business Development Managers through tools such as workshops, seminars, conferences, interim touch-bases and one-on-one coaching sessions
• Ensuring the Bank\'s exposure to risk is minimized by providing oversight and ensuring adherence to regulatory activities and lending/collateral policies
• Responding to and coordinating corrective actions to Audit Findings
• Providing Small Business Development Managers with clear direction, expectations and feedback
• Lead, with input from the District Vice Presidents, the hiring and employee management of Small Business Development Managers
• 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 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.

Education and Experience

• Demonstrates strong strategic influencing skills
• Experience working with a broad range of partners to help grow the bank
• University/college degree or work equivalency
• Expert knowledge of the Bank\'s Small Business products and services, including the supporting systems such as Business Account Express, Scotiaworx, SBP 360 and Sales Builder
• Expert knowledge of the Bank\'s Small Business tools and resources, such as Resource Centre for business and Small Business Certification program
• Expert knowledge of credit processes and policies, including ACE/Scotiaworx and GRM-Small Business
• Thorough knowledge of Word, Excel, Outlook and other retail management platforms (i.e. F-Pulse, Intralink, etc)
• Thorough knowledge of products and services provided by the Bank\'s Commercial Banking partners
• Thorough knowledge of Small Business products and services offered by other financial institutions and niche competitors

Working Conditions

• Non-standard hours are a common occurrence.
• Most time is spent in branches rather than working in a standard office environment, therefore there is a risk of exposure to hold-ups, extortion, etc.
• Travels daily within the Region, primarily by car but may also take periodic domestic air flights. Due to the geographic size of some Regions, overnight stays may be required.
• Extensive telephone and computer use (conference calls/distance coaching/touchbases/e-mail/Sales Builder/F-Pulse, etc) requires heightened sensory attention.
• One-on-one coaching requires well-developed listening skills and concentration

Location(s): Canada : Nova Scotia : Halifax || Canada : New Brunswick : Moncton || Canada : New Brunswick : Saint John || Canada : Newfoundland and Labrador : Charlottetown || Canada : Newfoundland and Labrador : St John\'s

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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