Join the Global Community of Scotiabankers to help customers become better off.
Job Purpose :
The incumbent is part of a national team responsible for leveraging market area expertise for the profitable growth of the Bank’s franchising portfolio in their region and for developing new customer acquisitions.
He / she acquires new franchising customer relationships through engaging local franchisees, COIs serving the segment and Scotiabank partners and associations with a footprint in the local market.
He / she is responsible for meeting negotiated goals set forth by their National Director, which includes business acquisition and development within the marketplace, business planning for their franchising segment, development of existing COI relationships / acquisition of new relationships and being the market area expert in the franchising segment for Small Business Advisors and partners.
Key Accoutabiliites :
Acquire new franchising business owner relationships by : planning and completing relationship building activities which create sales opportunities and / or provide value to customers including developing and maintaining an awareness of events, trends and practices in the markets of franchising;
identifying prospects using multiple channels including asking for referrals from existing customers, collaboration with Scotiabank Commercial and Retail Banking partners and COIs, developing a network of community business contacts and participating in marketing / educational seminars;
onboarding new franchising customers and migrating to servicing branches, where applicable; discovering business and personal banking needs / preferences on both sides of the customer's balance sheet;
proactively collaborating with the Wealth Management Financial Consultant to ensure a Total Solutions approach (business and personal Lending, Payments and Investments), is provided to new franchising customers;
assisting and advising Scotiabank partners in marketing tactics and structuring / closing high value franchising deals where possible;
responding to requests for business banking solutions by collecting relevant information, processing the requests, and conducting due diligence as applicable;
negotiating compensation for financial products and services, as applicable and in accordance with Bank policy; informing the customer of what to expect and when the service will be set up for their use, providing necessary set up instructions where appropriate, and ensuring the set up occurs according to plan.
In a hunter role, acquire and grow the assigned market area business banking portfolio of high value franchising customers, Centers of Influence and Association relationships to achieve significant growth and other negotiated goals while meeting the Bank's Service Standards by : developing and maintaining a strong knowledge of franchising customers in the local marketplace, including the nature and progress of high value franchises, their financial position and structure, and the terms and conditions of financial services used;
providing specialized franchising expertise and business / finance advice which increases the business owner's ability to succeed in their business;
developing and maintaining business relationships with Centres of Influence (COI) including influential customers, internal and external referral sources.
Acquire a market area credit portfolio at an acceptable level of risk by : working closely with the ACE and EO Franchising team when processing deals;
completing credit reviews in a timely and sufficiently detailed fashion; authorizing, renewing or declining customer requests within standard Bank policies and authorized limits, forwarding others as per established processes;
preparing and / or ensuring all documentation is properly prepared; ensuring accounts adhere to the conditions of authorization;
identifying and resolving deviations from the conditions of authorization; identifying deteriorating and / or unsatisfactory trends affecting the loan portfolio, seizing opportunities to reduce risk and loss.
Contribute to the assigned market area’s overall financial and non-financial objectives by : developing an understanding of Business Banking’sfinancial and non-
financial goals and how to contribute to them; adhering strictly to Bank and Branch security procedures and assigned authorities and responsibilities, and reporting any unusual occurrences or fraudulent activity to your supervisor as soon as you become aware of it;
adhering to and ensuring compliance with regulatory activities and guidelines including Privacy, Anti-Money Laundering / Anti-
Terrorist Financing, FCAD, Know Your Customer, CDIC, Occupational Health & Safety.
Functional Competencies :
Knowledge of the features and benefits of business products and services, selling approach, selling tools and calculators
Expert knowledge of the marketplace in which the branch operates / marketplace resides, proven expertise in the franchising segment within that marketplace
Working knowledge of the applicable software and technology platforms for Business Banking, including the supporting systems such as the ACE and GRM, Sales Builder, Intralink etc.
Knowledge of applicable risk management policies and processes
Working knowledge of legal and security documentation for small business products
Thorough and proven knowledge of solicitation, marketing and business development techniques
Working knowledge of applicable branch procedures, processes and workflows
Thorough knowledge of small business legal structures, life cycles and owner characteristics
Thorough knowledge of business financial statements, especially the franchising segment
Working knowledge of the features and benefits of retail products and services
Working knowledge of other business line / partner offerings (ie. Wealth Management, Commercial Banking, Enterprise Solutions)
Working knowledge of competitor offerings and alternate sources of financing
Working knowledge of economic conditions and political events affecting small business, especially the agricultural segment
The ability to build and maintain key relationships is essential, along with the ability to influence and persuade others.
The incumbent must possess tactical planning, implementation and organization skills. A high degree of flexibility is required to adapt to a wide variety of tasks and functions.
Education / Experiences :
University / college courses in accounting, finance, business law, and economics, or equivalent work experience
Experience in the field of franchising (educational or working)