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Small Business Development Manager - Manitoba East NW Ontario

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Scotiabank

14d ago

  • Job
    Full-time
    Senior Level
  • Sales & Business Development
  • Winnipeg

Requirements

  • Expert knowledge of sales management activities and techniques
  • Expert knowledge of the Bank’s Small Business products and services, including the supporting systems such as the Business Account Opening, Scotiaworx and Sales Builder;
  • Expert knowledge of the Bank’s Small Business tools and resources, such as Resource Centre for business, ScotiaSkills and Small Business Certification Program
  • Expert knowledge of credit processes and policies, including ACE/Scotiaworx and GRM-Small Business
  • Thorough knowledge of Word, Excel, Lotus Notes and other retail management platforms (i.e. RIS, Intralink, etc)
  • Thorough knowledge of products and services provided by the Bank’s Commercial Banking partners
  • Thorough knowledge of Small Business products and services offered by other financial institutions and niche competitors
  • Experience/Education:
  • University/college degree or work equivalency
  • Small Business Certification Program

Responsibilities

  • Partner in developing and overseeing the execution of District strategies and business plans that will contribute to a) the profitable growth of the Small Business portfolio, b) stronger market share, and c) retail cross-sell of the small business owners by:
  • Partnering with the DVPs in designing, developing and overseeing the execution of the strategy and business plan for Small Business bankers in selling and servicing Small Business products and services to achieve the District’s Small Business growth goals
  • Conducting key sales management activities within branches, including coaching sessions, skill building sessions and group touch bases
  • Providing internal and external sales and coaching best practices during coaching, skill-building sessions and touch base sessions with Small Business bankers as required
  • Guiding Small Business bankers to plan and implement a sales plan for prospects by developing and maintaining a wide range of relationships with associations, business owners, centres of influence and students.
  • Guiding Small Business bankers to plan and implement a marketing activity plan for existing customers
  • Motivating and focusing the efforts of Small Business bankers without direct authority
  • Providing Small Business bankers with clear direction, expectations and feedback during observation-based one-on-one coaching
  • Acting as an effective, professional resource, providing expert and timely assistance to the branches as well the District Vice President(s)
  • Provide input into the Achievement Assessments of Small Business bankers
  • Identifying and escalating non-performance issues to District Vice President(s)
  • Support the District in recruiting of Small Business bankers
  • Contribute to District’s Small Business sales goals and objectives through effective liaison with distribution management, internal partners and Executive Office and comprehensive Small Business training by:
  • Coaching, training, and motivating sales staff through presentations, workshops and seminars to increase confidence and awareness of existing and new Small Business product lending, day-to-day, protection and investment solutions.
  • Acting as the primary field resource for all of the Small Business sales force
  • Coordinating activities/facilitating Small Business sales meetings
  • Scheduling and conducting orientation / training sessions for new Small Business bankers
  • Leveraging internal referral partners, such as Roynat Lease Finance and Commercial Banking, to support customer acquisition and relationship growth
  • Contributing to positive customer loyalty scores
  • Ensuring the Bank’s exposure to risk is minimized by providing oversight and ensuring adherence to regulatory activities and lending/collateral policies.
  • Responding to and coordinating corrective actions to Audit Findings
  • Support the design, development and implementation of Small Business market area strategies and initiatives to achieve the District’s Small Business growth goals by:
  • Coordinating activities/facilitating meetings
  • Assessing relevant data and information to implement District sales strategies, identify business opportunities and identify Small Business coaching opportunities and making recommendations to address and capitalize on them
  • Identifying possible impediments to implementation and providing input and recommendations to help avoid or overcome them
  • Designing, developing and delivering the reward and recognition programs aimed at driving and recognizing desired Small Business selling / coaching behaviours and results
  • Keeping National Director, Small Business Development and District Vice President(s) up-to-date on the strategy’s / initiative’s progress
  • Provide comprehensive analysis of Small Business plans/strategies to support the District’s objectives and goals by:
  • Monitoring and evaluating Small Business sales / coaching results and trends
  • Identifying, then recommending tactical responses to positive and negative trends
  • Keeping Branch Managers informed about progress toward agreed upon Small Business growth goals and objectives, including escalating items/issues to the District Vice President as appropriate

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