Director, National Accounts, Commercial Banking - Montreal, QC

Scotiabank; Montreal; On-site; CAD 100,000 - 150,000; Full time

Job summary

A leading financial institution in Montreal is seeking a Director for National Accounts in Commercial Banking. The ideal candidate will possess significant experience in commercial banking, exemplary communication skills in both French and English, and a robust network in the region. Responsibilities include developing strategic sales plans, managing client relationships, and promoting the growth of the commercial banking portfolio. This position offers a competitive compensation package and opportunities for professional development.

Benefits

Competitive compensation package

Opportunities for professional development

Collaborative work environment

Qualifications

• At least 5 years of commercial or corporate banking experience.
• Familiarity with the Loan Syndication market.
• Expert knowledge in Canada's financial services marketplace.

Responsibilities

• Champion a customer-focused culture to deepen client relationships.
• Develop and implement strategies for business development.
• Lead direct selling of credit and non-credit commercial products.

Skills

Verbal and written communication skills in French and English

Networking with local industry contacts

Sales management and leadership skills

Strong interpersonal skills

Computer skills with software tools

Education

University degree in business or economics

Job description

Title: Director, National Accounts, Commercial Banking - Montreal, QC

Requisition ID: 241651

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

The Director, Origination is a product generalist who possesses a good understanding of financial products and services and focuses on cross-selling and retention of existing business customers. He/She is responsible for identifying prospects in target markets, developing proposed sales pipelines, conducting prospect sales calls and qualifying opportunities based on customer information and a high level of due diligence. He/She manages a customer portfolio of higher complexity, with business development activities that target clients with credit authorizations >$25MM and annual sales >$75MM. The role is specific to the National Accounts segment of Canadian Commercial Banking.

The Director is responsible for ensuring effective relationship management and conducting sales planning, as well as fulfilling the execution of service for the existing customer base. The incumbent is also responsible for supporting Directors and Associate Directors – Execution for the completion of credit applications and necessary diligence.

In this role, you will:

• Champion a customer-focused culture to deepen client relationships and leverage broader Bank relationships, systems and knowledge.
• Promote the development and profitable growth of the Canadian Commercial Banking portfolio as part of National Accounts in the assigned market:
  • Develop and implement a structured marketing strategy to maximize business development opportunities for sustainable growth.
  • Develop strategic sales plans for prospects and existing customers.
  • Identify prospects/referrals from both internal and external networks.
  • Analyze prospect lists and prioritize business development opportunities based on industry/market data and customer analytics.
  • Partner with National Accounts Execution Team, who has primary responsibility for credit deal structuring and negotiation.
  • Determine pricing for existing customer relationships in addition to proposed financing for any prospects, ensuring a satisfactory level of profitability for one’s overall book of business.
• Lead the direct selling of credit and non‑credit commercial products to prospects and customers and maintain an appropriate ongoing sales pipeline.
• Build and maintain a high market profile in the assigned area with both internal and external contacts:
  • Plan and complete relationship activities that generate sales opportunities and/or provide value to the customers.
  • Build and maintain awareness of local market and general economic conditions.
  • Meet with key industry and business leaders, as well as other centres of influence.
  • Participate in local professional and community events and associations to develop and expand network of contacts.
• Ensure all aspects of assigned relationships receive ongoing attention to maintain, improve, grow and retain the relationship.
• Support the Director/Associate Director and Senior Client Service Associates in managing an assigned credit portfolio at an acceptable level of risk:
  • Provide support as necessary for timely and sufficiently detailed credit reviews.
  • Authorize, renew or decline customer requests within standard Bank policies and authorized limits, forwarding others as per established processes.
  • Ensure accounts adhere to the conditions of authorization.
• Ensure satisfactory onboarding of clients:
  • Complete diligence to ensure understanding of the client’s business and expected activity aligns with the Bank’s risk tolerance.
  • Own KYC requirements and ensure all documentation is properly on file.
  • Coordinate efforts with the Senior CSA to ensure satisfactory completion of the Client Profile Information documentation, resolution of inquiries from the Enhanced Due Diligence Unit and obtain necessary approvals from Leadership as required.
• Understand how the Bank’s risk appetite and risk culture should be considered in day‑to‑day activities and decisions.

Do you have the skills that will enable you to succeed in this role?

• University degree in business, economics or another business‑specialty background.
• At least 5 years of commercial or corporate banking experience; thorough knowledge of the assigned market area’s key prospects, major companies and competitive positioning; familiarity with the Loan Syndication market.
• Excellent verbal and written communication skills in French and English.
• Strong network of prospects and centres of influence in the region.
• Expert knowledge of Canada’s financial services marketplace and of the assigned market area’s key industries, major customers and competitive positioning.
• Expert sales management, coaching, relationship‑building and leadership skills, along with the ability to influence and motivate others.
• Strong interpersonal skills essential for business development/customer relationship building and to facilitate a positive and effective team environment.
• Ability to effectively articulate views to all levels within the Bank and externally in the marketplace.
• Strong computer skills and familiarity with word processing, spreadsheet software and planning tools.
• Expert knowledge of commercial banking products and services, including systems, routines and operating procedures.
• Expert knowledge of interviewing, solicitation and business development techniques.
• Credit skills and a working knowledge of financial analysis, risk analysis techniques, credit adjudication and the Bank’s lending policies/procedures.

What we are offering:

• The opportunity to join a forward‑thinking organization surrounded by a collaborative team of innovative thinkers.
• A rewarding career path with diverse opportunities for professional development.
• A competitive compensation and benefits package.
• Internal training to support your career growth and enhance your skills.
• An organization committed to making a difference in our communities – for you and our customers.

Location(s): Canada – Quebec – Montreal

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 contact the recruitment team. 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.