General Manager and Country Head (“GMCH”) Canada

Rabobank - Toronto, ON (30+ days ago)

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Our Organization
Rabobank Wholesale Banking North America is part of Rabobank, a global financial services leader providing wholesale, rural and retail banking services in more than 40 countries worldwide. Founded by Dutch farmers over a century ago, Rabobank remains true to our core mission: to create value for our customers, our employees, and the local communities where we do business. Rabobank today is one of the world's largest banks with over $650 billion in assets. In North America, Rabobank is a premier financial institution providing services across the food and agriculture value chain. RDS's support functions champion over 1,300 employees throughout Rabo AgriFinance and Rabobank North America Wholesale, companion Rabobank subsidiaries.

The General Manager & Country Head (GMCH) for Canada will lead and manage all aspects of the office, including but not limited to: developing and leading the implementation of the local business strategy, establishing appropriate legal, operating and regulatory controls, staffing and motivating to ensure the right skills are in place to optimize Bank profits and minimize risks/exposures. Coordinate activities with other General Managers or product departments. Help staff building relationships with new and existing clients.

Role Objectives
The main tasks and responsibilities of the GMCH is to perform the role of the client owner for Wholesale Banking clients and to lead the origination, structuring and execution of complex business transactions. More specifically, the GMCH is fully responsible and accountable for the office budget including client franchise income and expense management. The GMCH leads, manages and coaches Senior Bankers, Vice Presidents, Associates and Analysts in the performance of their tasks and responsibilities.

From the GMCH's perspective the role allows him/her, amongst others, to:

develop deep strategic, leadership and management skills and experience;
define the structure of the Branch consistent with applicable regulations and Bank requirements; ensures the governance of this structure fits into the global / regional matrices and global product structures;
apply his/her deep knowledge and understanding of the industry dynamics in the F&A sectors in the maximizing client franchise income for WBNA and the Bank;
represent the Bank as deal captain in complex transactions;
(pro)actively participate on sector platforms and in other internal and external networks;
Represent the Bank as our primary contact with external regulators, including OSFI;

The Canada GMCH has ultimate responsibility for ensuring the Branch is in compliance with all regulatory matters and guidance from Head Office and New York. GMCH needs to also effectively manage relationship with all external auditors and regulatory bodies.

The key internal relationships for the GMCH includes the team within the office (Coverage Bankers, Credit Analysts and Support Staff) as well as M&A advisors, Capital Structuring advisors and FAR Analysts, and product specialists from across WBNA and from Rural and DLL. Partnering with Credit/Risk Management, Compliance, Middle and Back Office and the COBS team is also essential. Act as the Chairperson of the Branch Management Team.

The key external relationships for the GMCH will focus on his/her clients, including decision makers at the CEO/CFO/Owner-level and Treasury staff. The GMCH will also build relationships with legal advisors and other banks active in the F&A sector.

Main responsibilities and accountabilities (outcome, objectives & deliverables)
Lending Product Ownership
Opportunity/idea generation

Initial analysis

Opportunity/idea development / pitchbook production

Pitching / presentation


Client Service Team representation

Deep financial analysis and financial modelling

Scenario analysis

Deal structuring (pricing, covenant setting, etc.)

Mandate documents negotiation

Due diligence coordination

Internal approval generation

Loan documents negotiation

Signing / closing / post-closing coordination

Syndication support

Deal team management

Info processing / covenant checks

Credit reviews and waiver requests

Client coverage
Account Management
Relationship planning / RDP

Client Service Team coordination


Client networking

Pipeline management

Opportunity/idea generation

Opportunity development

Pitching / presentation

Multi-product deal team coordination

Financial reporting locally, regionally and globally

Budgeting for the Canadian franchise and P&L

Operational risk management / In Control

Portfolio Management
Exercising portfolio control

Maintaining dialogue with credit risk analysis and KRM

Active portfolio management / financial resource planning

Human Resource
Talent Management: coaching, training, succession planning etc.

Talent Acquisition

Performance assessment

Compensation management

Building & maintaining a network within the Bank & with other GMs in Canada

Building & maintaining a network among external advisors and other banks

Building & maintaining a network in the F&A industry

Key performance indicators

Organization of work: planning, structured & efficient working order, teamwork, level of professional work, attitude of the GMCH
Ability to lead Client Service Teams and develop client relationships, particularly at a senior level
Ability to act as deal captain for complex Wholesale or multi-product transactions
Ability to understand and sell all products in North America to WBNA clients
Ability to acquire new WBNA clients (prospecting)
Networking skills and ability to develop an intimate relationship with clients
Leadership skills: coach team members in transactions and proactively identify potential ways of enhancing team performance
Achieving financial goals (revenue growth, cost management, portfolio credit quality)
Communication skills (written and verbal)
Feedback received from key stakeholders
Sound risk management evaluation and judgement
Income/Expense ratio
CSR & Business Sustainability

Requested Experience, Education, Knowledge

15+ years of experience in a variety of duties in an international corporate and investment banking environment with profound knowledge of the Strategic (M&A, Markets, Capital Structuring) product suite;
Experience with dealing with C-suite-level clients; Ability to translate F&A Sector knowledge into deals and to bring them to the Clients at executive level;
Proven track record in origination and leadership of transactions within the Wholesale domain;
Proven track record in fee generating capacity;
Demonstrated track record of introducing new business lines in to an existing franchise;
Experience in leading transactions;
Strategic relationship development experience with (multi)national corporations;
Leadership/management of client financing businesses;
University/Master degree or local equivalent (preferred);
Strong managerial and communication skills (written and verbal);
Excellent presentation and interpersonal skills
Understand the legal and regulatory framework within which Rabobank operates;
Legal and documentation;
Fluent in English and French language;
Ability to influence at Board level and be an ambassador and leader for the relevant counterparts in the Banking industry.
Influential/inspirational leaders at all levels of the Bank with the ability to present client and organizational strategy with respect to their clients to varying audiences.
Partners, Directors and Senior Officers (PDO) certification for Rabo Canada Securities Inc.

We Offer
With healthcare and insurance costs on the rise, employees enjoy a first-class benefits package, featuring a selection of medical coverage and investment options to meet your personal needs. Our benefits program includes:

Health care spending account
Dependent care spending account
Basic life insurance plus AD&D insurance
Optional life insurance
Short-term disability
Long-term disability
RRSP employer contribution/RRSP benefits
Health and wellness seminars
Tuition reimbursement

Equal Employment Opportunity
Rabobank, Rabo AgriFinance, and Rabo Diversified Services ("Rabo") all provide equal employment opportunities for all prospective and current employees.

Rabo does not discriminate on the basis of race, color, national origin, religion, alienage or citizenship status, age, sex, sexual orientation, gender identity or expression, marital status, genetic information, physical or mental disability, pregnancy, military service or veteran status, or any other basis protected by applicable law. Consistent with this policy, Rabo recruits, hires, trains, and promotes persons in all job titles and ensure that all personnel actions are based on merit, qualifications, and abilities, without regard to the protected factors listed above. This policy governs all aspects of employment, including application, hiring, compensation, promotion, discipline, termination of employment, and access to benefits and training.