Director, Commercial Card Solutions Head, GTB - Toronto

Title: Director, Commercial Card Solutions Head, GTB - Toronto

Requisition ID: 261142

Overview

Join a purpose‑driven winning team, committed to results, in an inclusive and high‑performing culture. Global Transaction Banking (GTB) is the payments and transaction engine of Scotiabank. We support Small Business, Commercial and Corporate clients with effective treasury management solutions coupled with a best‑in‑class service model.

Purpose

Lead the go‑to‑market and revenue growth for Commercial Cards, including Purchasing/Corporate Cards, Travel & Expense (T&E), and Virtual Card (VPA) solutions at a global market scale. Build and lead a high‑performing sales organization to win primary client relationships, expand wallet share, and deliver year‑over‑year growth across Canada, the U.S., Mexico and International Banking markets in alignment with GTB’s sales scorecards and enterprise strategy.

Responsibilities

• Assist in prospecting and sourcing new transaction banking business while retaining and expanding existing client relationships.
• Provide support to senior TMOs in managing relationships with CFOs, Treasurers, VPs of Finance, and Controllers.
• Take ownership of daily tasks and processes and special projects.
• Coordinate with solutions specialists to deliver a seamless end‑to‑end client experience and conduct data analysis to support client sales opportunities.
• Work with internal product stakeholders to represent client perspectives in the development and evolution of products and solutions.
• Support regulatory requests from regional regulators.
• Collaborate with key partners including Group Treasury, Global Risk Management, Capital Markets, Corporate & Investment Banking, Global Operations, Fulfillment and Servicing.
• Build and execute a multi‑year commercial plan for Cards & VPA that delivers measurable YoY revenue growth, pipeline creation, and new mandates in line with GTB Sales Scorecards.
• Define market segmentation, coverage model, and commercialization priorities to accelerate adoption with Corporate, Commercial and NBFI clients.
• Establish quarterly targets and forecast rhythms; monitor funnel health, win rates, and pricing discipline; course‑correct through data‑driven reviews using Customer360/Power BI and Salesforce.
• Lead, coach, and scale a high‑performance sales team; attract, develop and retain diverse talent; set clear goals and performance standards tied to GTB scorecards.
• Orchestrate “win as one GTB” execution with Treasury Management Officers (TMOs), Local GTB Sales, Relationship Managers and product partners; enforce Salesforce hygiene and deal team discipline.
• Drive rigorous pipeline management (stage progression 3–5), call cadence, and executive deal reviews; remove roadblocks and engage cross‑functional support when needed.

Client Acquisition, Solutions & Commercials

• Lead C‑suite and CFO/Procurement engagements; diagnose client AP, T&E and supplier enablement needs; craft value cases (rebates/cashback, working‑capital benefits, process savings) and negotiate commercials to bank and client outcomes.
• Oversee proposal/RFP strategy, pricing and legal negotiation for Cards, VPA and adjacent solutions; ensure solution designs integrate with clients’ ERP/T&E stacks and GTB’s treasury workspace.

Product, Partnerships & Enablement

• Partner with GTB Product and external networks (primarily Visa) to evolve features (controls, tokenization, reconciliation, supplier enablement) and deliver localized capabilities across key IB markets.
• Advance integrated propositions (e.g., VPA + Supply Chain Finance) where they create superior working‑capital outcomes for large enterprises.
• Ensure enablement assets, playbooks and competitive positioning are current; lead field readiness ahead of major events and strategic campaigns.

Risk, Conduct & Controls

• Embed the Bank’s risk appetite and risk culture in day‑to‑day decisions; uphold conduct standards and effective business controls across sales processes.
• Ensure adherence to AML/ATF, KYC, sanctions, privacy, and operational risk requirements across prospecting, onboarding and ongoing monitoring.

Internal Collaboration & Franchise Building

• Partner with GBM/CB/IB coverage, Merchant Services, Payments & Receivables, Trade and Deposits teams to deepen primacy and cross‑sell; report contribution to client primacy and new GTB mandates as per scorecard definitions.
• Represent GTB Cards in enterprise initiatives and industry forums; amplify Scotiabank’s strategy and thought leadership across priority corridors.
• Drive client penetration, spend volume growth, and program diversification.

Qualifications

• Bachelor’s degree in Business, Finance, Economics, or a related field; MBA or other advanced degree preferred.
• 10+ years in B2B Commercial Cards/T&E/Payables or treasury/payments sales, with a strong record of leading multi‑market teams to deliver growth and new mandates.
• Proven expertise selling and implementing Corporate/Commercial Card programs (T&E, P‑Card) and Virtual Card Accounts (VPA) with Visa‑based solutions in CAD and USD.
• Demonstrated success in complex enterprise sales (RFPs, pricing, rebates/interchange economics) and in building executive relationships with CFO, Treasury, AP and Procurement stakeholders.
• Hands‑on leadership of Salesforce‑driven pipelines, forecasting, and performance management; fluency with GTB scorecards and Power BI reporting.
• Strategic sales leadership, people development and coaching; ability to scale high‑performing, inclusive teams.
• Solution selling across working‑capital and payables automation; strong financial acumen for ROI and pricing decisions.
• Cross‑functional collaboration with Product, Credit, Risk, Legal, Ops and Implementation; strong program governance and change leadership.
• Deep knowledge of regulatory/compliance domains (AML/ATF, KYC, sanctions) and Scotiabank conduct standards.

Benefits

Scotiabank offers a range of flexible benefit programs designed to support your unique family, financial, physical, mental, and social health needs. The organization emphasizes holistic well‑being and supports employees in reaching their fullest potential.

Location

Toronto, Ontario, Canada

EEO Statement

Scotiabank is committed to creating and maintaining an inclusive and accessible environment for everyone. Accommodations are available for candidates who require assistance during the recruitment and selection process.

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