Director and Group Lead, Commercial Real Estate Banking - Calgary

Scotiabank; Calgary; On-site; CAD 100,000 - 140,000; Full time

Job summary

A prominent financial institution is seeking a Director and Group Lead for its Commercial Real Estate Banking team in Calgary. The role involves leading business development, driving team success, and maintaining strong client relationships. Candidates must possess strong knowledge of the real estate lending market, commercial mortgage experience, and effective sales management skills. This is a high-impact position requiring leadership in client financial solutions and operational excellence, set in a collaborative environment.

Benefits

Opportunity for career growth

Inclusive and accessible work environment

Collaborative team culture

Qualifications

• Thorough knowledge of Real Estate Lending market in Canada.
• Experience in financial analysis and risk analysis techniques.
• Strong computer skills and familiarity with word processing and spreadsheet software.

Responsibilities

• Lead a team in Commercial Real Estate Banking.
• Develop and maintain relationships with clients.
• Manage sales activities and support team skill development.

Skills

Real Estate Lending knowledge

Commercial mortgage lending experience

Sales management techniques

Financial analysis skills

Coaching and performance management

Communication skills

Business development techniques

Computer skills (EXCEL, WORD)

Education

Undergraduate degree in business or economics

MBA

Job description

Title: Director and Group Lead, Commercial Real Estate Banking - Calgary

Requisition ID: 244438

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

As the leader of a Commercial Real Estate Banking team, you are responsible for contributing to your team’s overall success, by directing the business development of the team as well as meeting negotiated goals. These goals include both personal and team business development goals, along with other objectives related to customer service, operational effectiveness and personal development. Aiming to exceed customer expectations, you acquire new relationships and grow existing relationships by providing customized and creative financial solutions to businesses, while maintaining and ensuring credit quality and the overall profitability of relationships.

Is this role right for you?

• In your role as a team leader, you facilitate the development of team member’s functional skills through coaching and sales meetings.
• You would be responsible for sales management: directing the sales activities and developing the sales skills of your team members, as well as managing your team members.
• Negotiate challenging yet achievable financial targets and sales activity goals with team members.
• Conduct one‑on‑one sales coaching sessions with each team member.
• Assess development needs of direct reports, working with them to establish individual development plans based on career objectives and organizational needs/opportunities.
• You will be responsible for ensuring all aspects of your assigned relationships receive ongoing attention as required to maintain and improve the quality of the relationship. Treat customer complaints as learning opportunities, taking the appropriate steps to address each promptly, as required.
• You will be responsible for developing new and expanded relationships with owners/ managers/ operators of income property that fits with the Bank’s objectives.
• Develop and maintain awareness of local market and general economic conditions.
• Negotiate aggressive yet achievable sales goals based on local market and economic conditions.
• Develop and implement short and medium‑term strategies to identify and qualify prospects.
• Conduct an active calling program with each qualified prospect.
• Analyze, structure and negotiate proposals to provide businesses with customized financial solutions to satisfy their expressed and understood needs.

Do you have the skills that will enable you to succeed in this role? - We’d love to work with you if:

• Undergraduate degree in business or economics (or equivalency). MBA an asset.
• You have a thorough knowledge of the Real Estate Lending market in Canada and a detailed knowledge of the key success factors to underwriting specific property types. You must also have a solid understanding of the Bank’s Real Estate – Commercial Mortgages Lending and Construction Lending objectives, strategies and structures and have the will and the ability to implement them successfully.
• You must have commercial mortgage lending experience and be able to effectively articulate your views to all levels both within the Bank and externally in the marketplace.
• Strong computer skills and familiarity with word processing and spreadsheet software (EXCEL/ WORD).
• Expert knowledge of interviewing, solicitation and business development techniques.
• A thorough knowledge of sales management and coaching techniques as well as knowledge of people and performance management techniques.
• Knowledge of Commercial Mortgage products and services, including a working knowledge of systems, routines and operating procedures.
• Experience in financial analysis, risk analysis techniques, credit adjudication and the Bank’s lending policies and procedures regarding the underwriting of Commercial Mortgages.
• Thorough knowledge of documentation procedures for Commercial Mortgage lending, procedures and standards for credit correspondence.
• A strong knowledge of local market, current economic conditions and political events.

What’s in it for you?

• In this role you will report directly to the Vice President, “REB”.
• Direct reports: Senior Relationship Manager(s) “REB”, Relationship Manager(s), “REB” and administrative support.
• The opportunity to make a difference and build a top quartile team.
• An opportunity to work with an organization committed to making a difference in our communities – for you and our customers.
• For you to join a forward‑thinking organization surrounded by a collaborative team of innovative thinkers.
• Be a key player in the Real Estate Banking arena.

Working Conditions:

A standard office environment is provided; however, the incumbent spends a percentage of the time away from an office environment, in customer/prospect facilities, travelling to conduct marketing activities and other customer interviews, trade shows, COI events etc. You will require a vehicle. Customer needs are frequent and sometimes outside of office hours.

Location(s): Canada : Alberta : Calgary

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.