Manager, Small Business, Scotiabank Group - Middleton Aron's blog

Job Title: Manager, Small Business
Employer: Scotiabank Group
Location: Toronto, ON
Position: Full-Time
Number of Positions: 1

Salary: To be determined
Hours of Work: To be determined
Travel Required: No

POSITION SUMMARY:
As a leader of a small business sales team, the incumbent is responsible for contributing to the overall success of the branch. This includes meeting financial objectives related to the profitable growth and retention of your individual and your team's assigned portfolio of small business customers and professionals as well as achieving other individual and team objectives related to customer service, human resource management and operational effectiveness. He/she provides direction to team members in a manner consistent with the overall Domestic Bank strategy of developing a customer-focused sales culture.

QUALIFICATIONS:
Manage an assigned portfolio of high value and/or complex small business owner relationships and develop new and expanded banking relationships with small business owners to meet customer needs and negotiated objectives by:
- Developing and maintaining a knowledge of assigned customers including the nature and progress of their business, their financial position and the terms and conditions of financial services used
- Providing business/finance advice which increases the small business owner's ability to succeed in their business
- Planning and completing relationship building activities with assigned customers
- Identifying prospective customers by asking for referrals from existing satisfied customers, developing a network of community business contacts and participating in marketing/educational seminars
- Discovering business and personal financial needs/preferences across all four cornerstones
- Developing, presenting and selling customized financial solutions which address identified business needs
- Referring customers to the appropriate retail sales officer or other Scotiabank Group member as appropriate
- Negotiating compensation for financial products and services, as applicable and in accordance with Bank policy
- Delivering the desired customer experience during all customer interactions
- Manage an assigned credit portfolio at an acceptable level of risk by:
- Completing credit reviews in a timely and sufficiently detailed fashion
- Authorizing, renewing or declining customer requests within standard Bank policies and authorized limits
- Preparing and/or ensuring all documentation is properly prepared
- Ensuring accounts adhere to the conditions of authorization
- Identifying and resolving deviations from the conditions of authorization
- Identifying and taking appropriate action on deteriorating and/or unsatisfactory trends affecting the loan portfolio
- Lead and develop a team of small business sales officers by:
- Providing direction, guidance and support to team members, resolving issues/negotiating compromises.
- Planning and leading weekly one-on-one coaching sessions, to recognize success, help overcome obstacles and set a weekly focus.
- Recognizing and rewarding success and managing non-performance
- Developing and obtaining agreement on individualized development plans for all team members
- Recruiting, hiring and promoting team members in accordance with standard Bank policies
- Contribute to achievement of branch's business objectives by:
- Developing a clear understanding of the branch's financial and non-financial goals
- Negotiating and establishing individual and team goals with the Branch Manager
- Establishing and monitoring goals for team members.
- Ensuring that daily and periodic management controls are in place and effective
- Manage and minimize the Bank's exposure to risk by:
- Adhering to and ensuring team members' compliance with regulatory activities and guidelines including Privacy, Anti-Money Laundering/Anti-Terrorist Financing, FCAC, Know Your Customer, CDIC, Occupational Health & Safety
- Ensuring strict adherence to Bank security procedures, including assigned authorities and limits
- Escalating fraudulent activities, unusual occurrences, issues /deficiencies/trends to Branch Manager and/or applicable Shared Services Department as appropriate
- Where applicable, comply with MFDA rules and regulations, as well as SSI guidelines/processes

EDUCATION AND ACCREDITATIONS:
Effective sales management skills are essential, along with the ability to influence and motivate others. The incumbent must set a positive example of change leadership and encourage others to do the same.

The incumbent requires a detailed knowledge of Small Business products and services to meet customers' financial needs across the four cornerstones. To complement this knowledge an understanding of small business life cycles, owner characteristics and legal structures, professional associations and business industries is required.

A high degree of flexibility is required to adapt to a wide variety of tasks and functions. Strong PC skills are essential as the incumbent uses a PC for a variety of sales, sales management and customer correspondence activities.

He/she must be able to effectively articulate their views to team members, customers and prospective customers. Strong verbal communication skills are essential.

In particular, the following functional competencies are required:
- Expert knowledge of the applicable branch systems (e.g., Sales Builder, Intralink,)
- Thorough knowledge of sales management activities and techniques
- Thorough knowledge of the features and benefits of small business products and services
- Thorough knowledge of applicable credit/risk management policies and processes
- Thorough knowledge of legal and security documentation for small business products
- Thorough knowledge of interviewing, solicitation and business development techniques
- Thorough knowledge of applicable branch procedures, processes and workflows
- Thorough knowledge of small business legal structures, financial statements, life cycles and owner characteristics, professional associations and business industries
- Thorough knowledge of regulatory compliance related to Privacy, Anti-Money Laundering/Anti-Terrorist Financing, FCAC, Know Your Customer requirements, CDIC and Occupational Health & Safety
- Thorough knowledge of the marketplace in which the branch operates
- Working knowledge of the features and benefits of retail products and services
- Working knowledge of other products and services provided by the Bank's specialized sales forces and other delivery channels such as. Wealth Management, Enterprise Solutions.
- Working knowledge of competitor offerings and alternate sources of financing
- Working knowledge of Shared Services processes

External education and/or licensing prerequisites:
- Basic university/college courses in accounting, finance, business law, and economics, or equivalent work experience
- Other training requirements reasonably required by the Bank from time to time

The Scotiabank Group is an equal opportunity employer and welcomes applications from all interested parties. We thank you for your interest, however, only those candidates selected for an interview will be contacted.
No agencies please.

If interested, please apply online at http://track.tmpservice.com/ApplyClick.aspx?id=1401172-1796-10079

Source: http://www.thefinancialdistrict.ca/2012/03/manager-small-business-scotiabank-group.html

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Source: http://middletonaron.typepad.com/blog/2012/03/manager-small-business-scotiabank-group.html

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