Director and Market Lead

Requisition ID: 207706

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

Director and Market Lead, Western Canada, Dealer Finance Centre - Automotive Finance

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, 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.

The Director & Market Lead provides leadership and guidance to the Dealer Service Center in a manner 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. This includes a primary responsibility for leading and managing others by focusing on Sales Management disciplines.

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 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;
• Prioritizing initiatives;
• 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, 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 assigned market area by:

• Defining clearly, roles, responsibilities and business deliverable expectations for direct reports;
• Obtaining agreement from the direct reports and Auto Finance 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 the VP National Sales as appropriate with recommendations/solutions;
• Coordinating sales and marketing efforts to maintain above industry survey results JD Power and NPS internal survey, etc.).

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 Indirect Retail and Commercial Automotive portfolios and client base, within the established parameters for underwriting by:

• Reviewing and, in consultation with the Credit Solutions staff, 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 Indirect Retail and Commercial portfolios (through dealer segmentation reporting), the client base and the administration of same;
• Monitoring/reviewing input on the quality of commercial credit presentations;
• Monitoring/reviewing input on the integrity of commercial 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 Commercial automotive portfolios;
• Resolving, on occasion, credit issues with Canadian Commercial Credit and Automotive Finance & Indirect Lending.

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 Auto Finance at various community, social, industry and association functions including participation in speaking engagements to further Automotive 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 Commercial Relationship Managers 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 linkage to DFC succession plan objectives;
• Acting as a mentor.

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

Ensuring adherence to Information, Securing and Policy Privacy Requirements.

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 and an expert knowledge of the Automotive Finance marketplace, major customers, and competitive positioning within the market areas;
• Solid understanding of the Auto Finance business strategies and objectives and the overall Automotive Finance and Indirect Lending Strategic plan;
• Strong tactical strategic planning and implementation/management skills;
• Expert sales management leadership skills & techniques;
• Strong interpersonal skills are essential for business development/customer relationship building and to facilitate the development of a positive and effective team environment;
• The ability to influence and motivate others;
• Commercial Automotive relationship management experience and Indirect Retail business experience preferably in a sales capacity;
• Strong computer skills and a high degree of familiarity with planning and presentation (i.e. PowerPoint) and word processing and spreadsheet software (i.e. Word and Excel)
• Expert knowledge of Commercial Automotive products, policies and services, including a working knowledge of systems, routines and operating procedures;
• Expert knowledge of financial analysis, risk analysis techniques, credit adjudication and the Bank's lending policies and procedures for Indirect Retail, Commercial;
• 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 such as Enterprise Solutions, Wealth Management, Roynat, Scotia Leasing, Commercial Banking, Retail & Small Business Banking, Trade Finance and Retail & Small Business Banking, SVPs/DVPs/branch network, etc;
• Working knowledge of services provided by support areas such as Shared Services for both internal DFC and external customer services.

Working Conditions

• Moderate/frequent travel as required to meet with clients; some overnight travel required. Non-standard hours are a common occurrence. Maintain home office.

What's in it for you?

• The opportunity to join a forward-thinking organization where you are surrounded by a collaborative team of innovative thinkers.
• A competitive compensation and benefits package.
• An organization committed to making a difference in our communities- for you and our customers.
• You can expect to be recognized and rewarded for high-performance. You'll be supported by leadership through meaningful development conversations that enable faster advancement and internal training to support your growth and development.
• You'll receive clear, transparent criteria to progress in your career.

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

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 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.