Associate Director

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Please note that the Salary Range shown is a guideline only. Salary offered may vary based on factors, including, but not limited to, the successful candidate’s relevant knowledge, skills, and experience.

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

Title : Associate Director, Commercial Card Sales, Global Business Payments, Houston, TX

Global Banking and Markets

Global Banking and Markets (GBM) is a leading Canadian Capital Markets and Investment Banking business with a growing platform in the US and Latin America, operating globally for over 100 years.

Scotiabank’s strong presence provides our clients an important bridge to this key global market for trade and investment flows across the Americas and the world.

Global Banking & Markets provides a full range of investment banking, credit and risk management products and services relevant to the financing and strategic development needs of our clients.

Our products include debt and equity financing, mergers & acquisitions, corporate banking, institutional equity sales, trading and research, fixed income products, derivatives, energy, foreign exchange and precious & metals.

We also cross-sell the full range of wholesale products and services offered by the Scotiabank Group.

Be part of an innovative, Global Capital Markets and Investment Banking business with a unique geographic footprint that puts capital to work for our clients across industries! We work together to drive ambition for every future!

Purpose : The Associate Director, Commercial Card Sales, Global Business Payments - North America is responsible for proactively selling Commercial Card product solutions to the Bank’s Corporate and / or Commercial customers.

Commercial Card products include i) Commercial Card for Travel & Expense / Procurement / One Card; and ii) Visa Payables Automation.

The Associate Director, Commercial Card Sales is also responsible for managing and growing a book of existing Commercial Card customers’ and ensuring appropriate business strategies, plans and initiatives are executed to drive portfolio profitability while maintaining portfolio quality in adherence with / delivered in compliance with governing regulations, risk management guidelines and any other applicable internal policies and procedures.

The incumbent will have a thorough understanding of competitor offerings and industry trends to ensure our Commercial Card products are competitively positioned.

Further, building and maintaining strong working relationships with Scotiabank partners and internal stakeholders will be crucial to meeting the roles mandate described within each scorecard objective and corresponding to each of the Banks’ strategic pillars :

i) Customers First; ii) Winning Team; and iii) Lead in the Americas.

What You’ll Do

• Work directly with Corporate and / or Commercial Banking Relationship Managers and respective Cash Management Sales leads to grow the commercial card portfolio under their management by winning new mandates for clients and prospects, thereby achieving volume growth and revenue targets.
• Responsible for transaction structuring, documentation negotiation, and selling utilizing financial acumen, computer literacy and excellent written and oral communication skills.
• Understand how the Bank’s credit, risk appetite and risk culture should be considered in day-to-day activities and decisions and ensure the Bank’s interests are protected at all times.

Strictly adhere to risk management and compliance programs private side employee guidelines), internal regulatory guidelines, including Know Your Customer, Anti-Money Laundering, etc.

Proactively plan and lead client meetings in order to provide leading industry knowledge and solutions relating to commercial card strategies.

Advise clients on strategies for program expansion. Follow business unit approved marketing guidelines and prepare pitch deck materials to showcase the aforementioned recommendations through formal pitch presentations and meeting consults.

Continuously manage your sales pipeline, through the effective use of the Salesforce CRM platforms’ ensuring opportunities are being pursued and advanced in a timely manner.

Ensure customer renewals and retention activities are appropriately reflected in pipeline and supporting activities.

• Establish implementation roadmaps and monitor progress to ensure that anticipated revenue for the account is achieved immediately following implementation.
• Develop and implement short and long term sales strategies for growth of existing accounts, working in conjunction with Corporate and / or Commercial Relationship Managers, Cash Management peers, Director Commercial Card Sales, and GBP Pricing Team.
• Collect and distribute information relating to client and market trends as well as timely dissemination of updates relating to product, pricing, etc.

Identify potential opportunities in product offerings and work closely with product managers to drive innovation and or development of complementary products.

Build and maintain partnerships with PCM Sales Managers, Corporate and / or Commercial Relationship Managers, Visa, GBP Product Managers as well as external contacts.

Prepare and deliver presentations to the above internal stakeholders for the purpose of product education, effective collaboration and reinforcing the strategic direction of the Commercial Card business.

What You’ll Bring

• Minimum of 7-10 years in the commercial card and payments industry, and / or client facing sales in financial services or technology sectors;
• Minimum Bachelor’s degree in business or related field, in addition industry designation CPCP) an asset;
• Proven ability to be detail oriented in transaction documentation and client facing materials;
• Must be an experienced sales professional with exceptional interpersonal, leadership, sales, negotiation, strategic influencing and business development skills.

Interested?

At Scotiabank, every employee is empowered to reach their fullest potential, respected for who they are and, embraced for their differences.

That’s why we work to grow and diversify talent and engage employees in a performance-oriented culture.

What's in it for you?

Scotiabank wants you to be able to bring your best self to work and life, every day. With a focus on holistic well-being, our many flexible benefit programs are designed to help support your unique family, financial, physical, mental, and social health needs.