Requisition ID: 79727
Join the Global Community of Scotiabankers to help customers become better off.
The Director and Market Lead is responsible for the profitable growth of the Automotive Finance Centre in the geographic scope of the Centre. Market covered includes BC, Alberta, Saskatchewan, Manitoba. This position requires regular travel to each region covered as well as occasional trips to Toronto / other markets as the needs arise.
He/she is responsible for training, developing and managing a team of specialists in Automotive Finance Centre to meet negotiated goals, which include 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.
Develop tactical strategies for the market area to support the overall Automotive Finance strategy and business plan and the achievement of the business objectives by:
Reviewing input from a variety of sources including the field, business partners, customers, centres of influence, competitive intelligence;
Conceptualizing and formulating objectives and tactical strategies by market area;
Anticipating and forward planning for potential risks and opportunities;
Implementation and communication of tactical strategies and initiatives to achieve business objectives;
Providing input and recommendations to the VP National Sales to assist with achievement of the Automotive Finance Centre revenue, profitability, ROEE and business volume goals;
Ensuring adherence to the Bank’s Anti-Money Laundering program, Know Your Customer requirements and Guidelines for Business Conduct, by reporting any unusual occurrences or fraudulent activities per established procedures.
Lead the implementation of the tactical strategies and initiatives for the Automotive Finance Centre market area by:
Defining clearly, roles, responsibilities and business deliverable expectations for direct reports;
Obtaining agreement from the direct reports and VP National Sales management partners to ensure successful implementation/ achievement of business objectives;
Deploying/engaging resources to support the achievement of strategic objectives, i.e. reallocating complement, etc.
Motivating and focusing the efforts of Direct Reports towards achieving business goals;
Negotiating with and gaining support between team members and partners from other Scotiabank Groups (i.e., Enterprise Solutions, Commercial Banking, Wealth Management/Private Banking, Roynat, Scotia Leasing, Regional SVPs, DVPs, Shared Services, etc.) to achieve objectives/overcome obstacles, guiding team members to alternatives to achieve business objectives as required;
Acting decisively and positively in order to move things forward in a timely manner;
Escalating issues/obstacles/trends to VP National Sales as appropriate with recommendations/solutions;
Coordinating sales and marketing efforts ; the incumbent will be measured on benchmark industry and NPS surveys
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; maintaining effective follow-up;
Developing credit proposals, conducting timely and sufficiently detailed 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 all aspects of assigned relationships receive ongoing attention to maintain, improve, grow, and retain the relationship.
Maintain the overall quality of the Automotive portfolios and client base, within the established parameters for underwriting by:
Reviewing and, in consultation with the Credit staffs, recommending term sheet issuance/declines;
Providing guidance and counselling to the authors of all new credits; monitoring/reviewing the quality of all new credits and approving prior to sending credits to the internal credit group;
Monitoring/reviewing input on the quality of the designated portfolios (through dealer segmentation reporting), the client base and the administration of same;
Monitoring/reviewing input on the quality of credit presentations;
Monitoring/reviewing input on the integrity of credit risk ratings;
Monitoring/reviewing input on the adherence to regulatory and internal Bank requirements;
Identifying, then initiating and directing the corrective response to negative trends in the Dealer, Manufacturer Indirect retail business originations and the Automotive portfolios;
Resolving, on occasion, credit issues with Automotive Finance
Maintain a high market profile within the assigned market area with both internal and external contacts by:
Identifying key business contacts, prospects, Manufacturer partners and centres of influence within the market area;
Building and maintaining relationships with key players/prospects/contacts;
Accompanying Relationship Managers and Area Sales Managers on sales development calls;
Identifying and facilitating the involvement of appropriate level team members and other stakeholders to further business interests;
Representing the Automotive Finance Centre at various community, social, industry and association functions including participation in speaking engagements to further Automotive Finance Centre business development.
Establish and monitor stretch goals for Direct Reports by:
Negotiating the plans for all business performance metrics (volume, profitability, satisfaction and efficiency objectives);
Monitoring/analyzing results on a regularly scheduled basis;
Managing to budget;
Identifying, then initiating and directing tactical responses to negative trends.
Lead and manage Direct Reports by:
Providing Relationship Managers and Regional Sales Manager with clear direction, coaching, ongoing training and development;
Conducting scheduled sales meetings and individual and group touchbases;
Recognizing performance and effectively managing non-performance;
Recruitment, development and retention of quality personnel to achieve people diversity, strategic, business and succession plan objectives;
Preparing individual development plans for all Direct Reports including succession plan objectives;
Acting as a mentor.
Ensuring Compliance to AML (Anti-Money Laundering) and KYC (Know Your Customer) policy;
Ensuring adherence to Information, Security and Policy Privacy Requirements;
Occupational Health & Safety Officer, as assigned
Expert knowledge of sales management techniques;
Expert knowledge of Automotive programs, products, policies and services, including a working knowledge of systems, routines and operating procedures;
Expert knowledge of financial analysis, risk analysis techniques, credit adjudication;
Thorough knowledge of ALSCOM, Electronic dealer Link, F&I Software suppliers, Scotia Dealer Link floorplan Internet Portal, Salesforce.com Sales Contact Management software and other Automotive Finance and management platforms;
Working knowledge of products and services provided by the Bank’s specialized sales forces and other delivery channels;
Undergraduate degree in business or marketing management.
Location(s): Canada : Alberta : Calgary
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.