Requisition ID: 85100
Join the Global Community of Scotiabankers to help customers become better off.
The incumbent is responsible for the profitable growth of the Dealer and Manufacturer Indirect Retail portfolios in the assigned market area. He/she is responsible for meeting negotiated goals, which include business development goals, credit quality objectives, customer and employee satisfaction goals, human resource management and operational effectiveness objectives. He/she provides leadership and guidance to the DFC delivery network in a manner consistent with the overall Domestic Bank strategy of developing and leading a customer-focused sales culture while achieving business line revenue and ROEE objectives. This includes a primary responsibility for leading and managing others by focusing on Sales Management disciplines
1. Develop tactical strategies for the market area to support the overall Automotive Finance and Indirect Retail strategy and business plan and the achievement of the business objectives by:
Reviewing input from a variety of sources including the field, business partners, customers, manufacturer partners, centers of influence, competitive intelligence.
Conceptualizing and formulating objectives and tactical strategies by market area.
Anticipating and forward planning for potential risks and opportunities.
Implementation and communication of tactical strategies and initiatives to achieve business objectives.
Providing input and recommendations to the DFC Head to assist with achievement of the Dealer Finance Centre revenue, profitability, ROEE and business volume goals.
Ensuring adherence to the Bank’s Anti-Money Laundering program, Know Your Customer and Guidelines for Business Conduct, by reporting any unusual occurrences or fraudulent activities per established procedures.
Ensuring adherence to Information, Security and Policy Privacy Requirements;
Occupational Health & Safety Officer, as assigned.
2. Lead the implementation of the tactical strategies and initiatives for the Dealer Finance Centre market area by:
Defining clearly, roles, responsibilities and business deliverable expectations for direct reports.
Obtaining agreement from direct reports and DFC management partners to ensure successful implementation/ achievement of business objectives.
Deploying/engaging resources to support the achievement of strategic objectives, i.e., reallocating complement, contracting services from Shared Services etc.
Motivating and focusing the efforts of Direct Reports towards achieving business goals.
Negotiating with and gaining support between team members and partners from other Scotiabank Groups (i.e., Wealth Management/Private Banking, Regional SVPs, DVPs, Shared Services, etc) to achieve objectives/ overcome obstacles, guiding team members to alternatives to achieve business objectives as required.
Acting decisively and positively in order to move things forward in a timely manner.
Escalating issues/obstacles/trends to the DFC Head as appropriate with recommendations/solutions.
3. Assisting with management of the quality of the Indirect Retail portfolio within the established parameters for underwriting by:
Monitoring/reviewing input on the quality of the Indirect Retail portfolio credit quality through dealer segmentation reporting.
Monitoring/reviewing input on dealer adherence to regulatory and internal Bank requirements.
Identifying, then initiating and directing the corrective response to negative trends in either the Dealer or Manufacturer Indirect retail business originations.
4. Maintain a high market profile within the assigned market area with both internal and external contacts by:
Identifying key business contacts, Manufacturer partners and centers of influence within the market area.
Building and maintaining relationships with key players/contacts.
Identifying and facilitating the involvement of appropriate level team members and other stakeholders to further business interests.
Representing the Dealer Finance Centre at various industry and association functions including participation in speaking engagements to further Dealer Finance Centre business development.
5. Establish and monitor stretch goals for Direct Reports by:
Negotiating the plans for all business performance metrics (volume, profitability, satisfaction and efficiency objectives).
Monitoring/analyzing results on a regularly scheduled basis.
Managing to budget.
Identifying, then initiating and directing tactical responses to negative trends.
6. Lead and manage Direct Reports by:
Providing direction, coaching and training as required.
Conducting scheduled sales meetings and touchbases.
Recognizing performance and effectively managing non-performance.
Recruitment, development and retention of quality personnel to achieve strategic, business and succession plan objectives.
Preparing individual development plans for all Direct Reports including linkage to DFC succession plan objectives.
Acting as a mentor
Complexity of Position
The incumbent requires a thorough knowledge of Canada’s financial services marketplace and an expert knowledge of the Automotive Finance marketplace, major customers and competitive positioning within the market areas. He/she must have a solid understanding of the DFCs business strategies and objectives and the overall Automotive Finance and Indirect Lending Strategic plan. To complement this, the incumbent must possess strong tactical strategic planning and implementation/management skills.
Expert sales management leadership skills are essential. Strong interpersonal skills are essential for business development/customer relationship building and to facilitate the development of a positive and effective team environment. The ability to influence and motivate others is an important aspect of this position. The incumbent requires the ability to continually challenge the status quo, setting a positive example of change and encouraging others to do the same, to facilitate the achievement of a customer-focused sales culture.
He/she must have Indirect Retail business experience preferably in a sales capacity. He/she must be able to effectively articulate their views to all levels both within the Bank and externally in the marketplace at a senior customer / manufacturer level, both in written and verbal format including as required in an industry/customer public speaking forum.
Strong personal computer skills and a high degree of familiarity with planning and presentation (i.e. PowerPoint) and word processing and spreadsheet software are necessary as the incumbent routinely uses a PC to communicate tactical strategic plans and results, prepare documents / presentations to gain new business and to communicate electronically from remote office locations.
Expert knowledge of sales management techniques;
Expert knowledge of Indirect Retail programs, products, policies and services, including a working knowledge of systems, routines and operating procedures;
Expert knowledge of financial analysis, risk analysis techniques, credit adjudication and the Bank’s lending policies and procedures for Indirect Retail business lines;
Thorough knowledge of ALS COM, Electronic dealer Link, F&I Software suppliers, Sales Contact Management software and other Automotive Finance and systems and management platforms;
Working knowledge of products and services provided by the Bank’s specialized sales forces and other delivery channels such as Wealth Management, Retail & Small Business Banking, SVPs/DVPs/branch network etc; and,
Working knowledge of services provided by support areas such as Shared Services for both internal DFC and external customer services.
External education and/or licensing prerequisites:
Undergraduate degree in business or marketing management or work equivalency.
The incumbent works in a combination of a standard office environment and a variety of remote offices, hoteling and hotel facilities that require normal sensory attention. The business and customer environment covers a large geographic area across a variable economic environment. The business and customer environment is fast paced, complex and demanding. The DFC delivery channel operates 6 days per week with standard business hours to 8:00 pm nightly. There is the additional requirement for DFC trade show operations that requires the DFC indirect retail business and sales team to operate 7 days per week. There are typically 20 to 25 off-site trade shows during the period February to August.
The DFC delivery channel operates across a large geographic area with a market area similar in size to a Regional Office. The incumbent is responsible for management of direct reports across the entire DFC market area and extensive travel within the assigned geographic market area is mandatory. The incumbent travels 35 to 40 times per year often by air or extended vehicle trips. Trips are for durations of up to one week and while trips are often planned a high degree of travel flexibility is required by the incumbent to manage priority business, credit and /or sales opportunities.
Location(s): Canada : British Columbia : Vancouver
As Canada's International Bank, we are a diverse and global team. We speak more than 100 languages with backgrounds from more than 120 countries. Our employees are committed to a superior customer experience and use the Bank’s six guiding sales practice principles to ensure they act with honesty and integrity.
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 click here. 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.