Senior Manager, Commercial Sales

Description

This role is responsible for leading a team of Relationship Managers in business development, including driving key sales programs and pipeline management.

Provide guidance, leadership, coaching and development to ensure business results and professional / personal development objectives are achieved for the overall group.

The Senior Manager, Commercial Sales is accountable for the Unit's growth through strong pipeline management and sales coaching, while delivering a superior customer experience to drive profitable business growth, in line with business strategy.

CUSTOMER

• Leads the execution and achievement of the businesses' customer / partner experience targets by coaching and modelling appropriate behavior and executing on plans to continuously improve customer experience
• Acting as a part of the team in resolving customer operational and credit issues to deliver a positive customer experience
• Champion use of sales platform to build a robust understanding of our customer's / target's needs, industries and markets
• Lead and manage Relationship Managers in developing creative and competitive solutions that meet all the customer's needs
• Set service and control standards aligned to overall business objectives and oversee / monitor deliverable and results
• Develop and maintain relationships with internal and external partners for the purpose of delivering optimal customer service
• Constantly build knowledge of the market, customers and broader economic factors
• Develop and maintain centre of influence strategies and relationships
• Identify and respond to changes in the business environment, establishing action plans to address customer issues and priorities
• Primary escalation point for significant sales matters / exceptions for Relationship Managers
• Identify customer / prospect referral opportunities to internal Bank partners that meet customer needs
• Enhance TDBG brand by participating in network events

SHAREHOLDER

• Contribute to the development and implementation of the business plan, goal setting, growth strategies and coaching for the Unit
• Build new relationships and deepen existing customer relationships by consistently following the Business Banking Relationship Methodology (BBRM) and coach team to do the same
• Meet or exceed business targets for the Unit
• Negotiate to maximize profitability of relationships with existing customers based on the customer risk profile.
• Ensure team is referring full range of products to existing and new customers, to maximize returns and retention of relationships in line with customer risk profile
• Actively refer to other business partners both within Business Banking and across TDBG and respond effectively to reciprocal referrals
• Ensure all staff are knowledgeable of and operate within the applicable regulatory and compliance guidelines / policies and procedures and ensure staff complete required compliance attestations / training within required guidelines
• Protect the interests of the organization identify and manage risks, and escalate non-standard, high risk transactions / activities as necessary
• Ensure employees are knowledgeable and assume responsibility to minimize operational and regulatory risk by complying with Bank and Industry Code of Conduct
• Understand changing market conditions and remain knowledgeable of relevant industry issues
• Maintain a culture of risk management and control, supported by effective processes in alignment with risk appetite

EMPLOYEE / TEAM

• Cultivate and model the Colleague Promise to support colleague growth, and a culture of care; make an impact at work and in our communities by leading with authenticity and supporting well being to represent TD's brand
• Connect the alignment of colleague's contributions with the TD Shared Commitments
• Build and retain an engaged and diverse team that embraces diversity of thought, creativity and curiosity; where every colleague and customer are valued, respected, and listened to;

committed to a common goal and collaborate to move with speed and get things done

• Demonstrate inclusive leadership by taking meaningful action with intention to support colleagues and customers across all dimensions of diversity, including those from underrepresented communities, being actively anti-racist, attracting and retaining diverse slate of candidates, nurturing mutual respect, inclusivity of thought and collaboration to drive successful results
• Sustain, identify strong talent, recruit and develop a diverse talent pipeline of qualified workforce to innovate and maximize individual strengths to lead to a better business outcome
• Enable colleague growth by encouraging colleague development to achieve career and business objectives; ensuring timely feedback, motivating appreciation and recognition to all colleagues
• Enable a continuous learning culture by proactively seeking, listening to and actioning feedback from peers and from colleague listening opportunities to continuously improve the colleague experience and grow your personal leadership
• Foster an environment that promotes sharing of knowledge, information, skills, and subject matter expertise among the team;

ensure timely management and escalation of issues and create opportunities to collaborate with other functions and teams

• Lead your team through change and create an environment where teams feel psychologically safe to challenge current practices by modeling resiliency and flexibility, communicating a compelling vision with clarity and empowering colleagues to drive innovation
• Contributes to the development of business segment and / or enterprise functional strategic priorities within their operational area or field of specialty that drive results
• Develops annual and / or long-term plans for own area that are aligned with enterprise-wide priorities, reinforcing a focus on results that align to One TD
• Foster a high-performance culture by setting team targets and objectives, promoting and facilitating on-going feedback / coaching and conducting Quarterly Check-Ins for all colleagues to drive accountability and business results
• Manage employees in compliance with all human resources policies, procedures and guidelines of conduct

BREADTH & DEPTH

• Oversee, lead, and coach a team of Commercial Relationship Managers while growing talent, developing skills and capabilities to achieve career goals and business results
• Oversee sales management function for complex commercial accounts and primarily responsible for planning and leading the market management activities of the CBC
• Provides coaching, mentorship and guidance within area of expertise
• Manages and oversees the overall discipline and strategy for the respective areas while aligning to the enterprise best practices
• Strategic partner to leadership team on the management of the portfolio and unit profitability and accountability, with deep industry, external / internal, enterprise knowledge, recognizing and anticipating emerging trends and identifying operational efficiencies and opportunities with other business management / enterprise areas
• Involved in key strategic discussions related to strategic roadmap and / or deliverables / frameworks / short to long term goals etc.
• Set team direction and collaborate with others to execute on unit goals
• Focus on longer-range planning for business area (e.g. 12 months or greater)
• Develops and implements new and innovative approaches to the sales process, including negotiation of terms and approaches to account / relationship management provides expert advice internally and externally
• Generally, reports to the Unit Leader

EXPERIENCE & EDUCATION

• Undergraduate / Graduate degree and / or
• 10+years of relevant experience

Who We Are :

TD Securities offers a wide range of capital markets products and services to corporate, government, and institutional clients who choose us for our innovation, execution, and experience.

With more than 6,500 professionals operating out of 40 cities across the globe, we help clients meet their needs today and prepare for tomorrow.

Our services include underwriting and distributing new issues, providing trusted advice and industry-leading insight, extending access to global markets, and delivering integrated transaction banking solutions.

In 2023, we acquired Cowen Inc., offering our clients access to a premier U.S. equities business and highly-diverse equity research franchise, while growing our strong, diversified investment bank.

We are growth-oriented, people-focused, and community-minded. As a team, we work to deliver value for our clients every day.

Our Total Rewards Package

Our Total Rewards package reflects the investments we make in our colleagues to help them and their families achieve their financial, physical, and mental well-being goals.

Total Rewards at TD includes a base salary, variable compensation, and several other key plans such as health and well-being benefits, savings and retirement programs, paid time off, banking benefits and discounts, career development, and reward and recognition programs.

Additional Information :

We’re delighted that you’re considering building a career with TD. Through regular development conversations, training programs, and a competitive benefits plan, we’re committed to providing the support our colleagues need to thrive both at work and at home.

Please be advised that this job opportunity is subject to provincial regulation for employment purposes. It is imperative to acknowledge that each province or territory within the jurisdiction of Canada may have its own set of regulations, requirements.

Colleague Development

If you’re interested in a specific career path or are looking to build certain skills, we want to help you succeed. You’ll have regular career, development, and performance conversations with your manager, as well as access to an online learning platform and a variety of mentoring programs to help you unlock future opportunities.

Whether you have a passion for helping customers and want to expand your experience, or you want to coach and inspire your colleagues, there are many different career paths within our organization at TD and we’re committed to helping you identify opportunities that support your goals.

Training & Onboarding

We will provide training and onboarding sessions to ensure that you’ve got everything you need to succeed in your new role.

Interview Process

We’ll reach out to candidates of interest to schedule an interview. We do our best to communicate outcomes to all applicants by email or phone call.

Accommodation

Your accessibility is important to us. Please let us know if you’d like accommodations (including accessible meeting rooms, captioning for virtual interviews, etc.

to help us remove barriers so that you can participate throughout the interview process.

We look forward to hearing from you!

Language Requirement (Quebec only) :

Sans Objet