Requisition ID: 81272
Join the Global Community of Scotiabankers to help customers become better off.
The Franchise Specialist is part of a national franchising team and will be responsible to leveraging their expertise for the profitable growth of the franchise portfolio and acquisition of new high value franchise clients for the bank in their market area. He / she acquires new franchise relationships through the involvement in industry events, relationships with local franchisees, connections with centers of influence who serve the franchising segment, internal Scotiabank partners as well as professional associations related to franchising. The Franchise Specialist contributes to the overall success of Specialty Business Banking in Canada by ensuring specific individual goals, plans, initiatives are executed in support of the overall business strategies and objectives. He / she is responsible for meeting assigned targets which may include asset, deposit and revenue growth as well as business development activities, retention and referral goals as well as other objectives related to client service and operational effectiveness. The incumbent must ensure all activities conducted are compliant with governing regulations, internal policies and procedures.
Acquire, manage and grow a business banking portfolio of existing and new high value franchise business owner relationships by:
Developing and maintaining knowledge of franchising clients including the nature and progress of their business, their financial position and structure as well as the terms and conditions of financial services used
Providing specialized franchise expertise and business / finance advice which increases the business owner’s ability to succeed in their business
Developing and maintaining business relationships with centers of influence including influential clients, and both internal and external referral sources
Championing a client focused culture to deepen client relationships and leverage broader Bank relationships, systems and knowledge
Acquire new Franchisee business owner relationships and expand current relationships to achieve, or assist partners in achieving sales goals by:
Planning and completing relationship building activities to create sales opportunities and / or provide value to clients including developing and maintaining an awareness of events, trends and practices in the franchise market
Identifying prospects using multiple channels (referrals, collaboration with Commercial, Retail & Wealth Management) and developing a network of community business contacts
Successfully onboarding new franchising clients and managing the relationship as appropriate or required
Discovering business and personal banking needs / preferences on both sides of the client’s balance sheet
Proactively collaborating with Branch Managers & Wealth Management Consultants to ensure a holistic approach (business and personal lending, payments, investments), is provided to each new and existing franchise client
Assisting and advising Scotiabank partners (Retail & Commercial Banking) in marketing, structuring and closing high value franchise deals
Providing timely responses to requests for business banking solutions by collecting relevant information, processing the requests and conducting due diligence as required and applicable
Negotiating compensation for financial products and services, as applicable and in accordance with Bank policy
Informing the client of what to expect and when the service is set up for their use, providing necessary set up instructions where appropriate and ensuring that the set up occurs according to plan
Acquire and manage a credit portfolio at an acceptable level of risk by:
Working closely with the Solutions Managers, ACE or GRM when processing deals
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;
Identifying deteriorating and/or unsatisfactory trends affecting the loan portfolio, seizing opportunities to reduce risk and loss.
Contribute to Specialty Business Banking’s overall financial and non-financial objectives by:
Developing an understanding of the team’s financial and non-financial goals and how to contribute to them;
Adhering strictly to Bank and Branch security procedures and assigned authorities and responsibilities, and reporting any unusual occurrences or fraudulent activity to your supervisor as soon as you become aware of it;
Participating in team meetings, skill-building sessions and one-on-one coaching sessions
Adhering to and ensuring compliance with regulatory activities and guidelines including Privacy, Anti-Money Laundering/Anti-Terrorist Financing, FCAD, Know Your Customer, CDIC, Occupational Health & Safety.
Understand how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions.
Actively 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.
Champions a high-performance environment and contributes to an inclusive work environment.
The Franchising Specialist is responsible for working both within a national team and independently within the authorities granted to and acknowledged by him/her on the Branch Transaction Authorities. They are expected to proactively acquire, manage and develop relationships with prospects, high value franchise business clients and centers of influence. At times the Franchising Specialist will work with Branch partners to provide expertise, deal structure assistance, advice and follow through for new customers. The National Director and Director & Group Lead reviews recommendations on transactions over assigned limits and provides ongoing supervision and direction. The ongoing development of skills is facilitated through coaching from the National Director and Director & Group Lead and through internal and external training.
Education / Experience / Other Information
University/college courses in accounting, finance, business law, and economics, or equivalent work experience
Experience in the field of franchising (educational or working) and relationship management
Knowledge of the features and benefits of business products and services, selling approach, selling tools and calculators
Expert knowledge of the marketplace in which the branch operates / marketplace resides, proven expertise in the franchising segment within that marketplace
Working knowledge of the applicable software and technology platforms for Business Banking, including the supporting systems such as the ACE and GRM, Sales Builder, Intralink etc.
Knowledge of applicable risk management policies and processes
Working knowledge of legal and security documentation for small business products
Thorough and proven knowledge of solicitation, marketing and business development techniques
Working knowledge of applicable branch procedures, processes and workflows
Thorough knowledge of small business legal structures, life cycles and owner characteristics
Thorough knowledge of business financial statements, especially the franchising segment
Working knowledge of the features and benefits of retail products and services
Working knowledge of other business line/partner offerings (i.e. Wealth Management, Commercial Banking, Enterprise Solutions)
Working knowledge of competitor offerings and alternate sources of financing
Working knowledge of economic conditions and political events affecting small business, especially the agricultural segment
The ability to build and maintain key relationships is essential, along with the ability to influence and persuade others. The incumbent must possess tactical planning, implementation and organization skills. A high degree of flexibility is required to adapt to a wide variety of tasks and functions.
A standard office environment is provided; however the incumbent spends 90% of the time away from an office environment, working with the Sales team either in Branches or in client/prospect facilities, travelling to conduct marketing activities and other customer interviews, trade shows, COI events, etc. Travel requirements, sometimes in bad weather, add to the risk of injury. Client demands are constant and sometimes outside of office hours.
Location(s): Canada : Quebec : Montreal
As Canada's International Bank, we are a diverse and global team. We speak more than 100 languages with backgrounds from more than 120 countries. Our employees are committed to a superior customer experience and use the Bank’s six guiding sales practice principles to ensure they act with honesty and integrity.
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.