Senior Manager, Commercial Partnerships, Automotive Finance

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

About the role

The Senior Relationship Manager (SRM) manages the portfolio of Commercial Captive Manufacturer accounts and is responsible for contributing to the profitable growth and quality of the Bank’s Commercial Credit portfolio by performing financial solutions-related activities for clients, including risk analysis and deal structuring. The primary focus of the position is to manage, support and grow the Captive relationship(s), managing a team of 2 employees (Credit Solutions and Operations) to onboard, monitor and grow captive dealer relationships. The incumbent interfaces directly with the Captive(s) on a day-to-day basis, in partnership with the Director, Commercial Automotive. The SRM also liaises with Global Risk Management (GRM) through the credit decision-making process. The role will involve working on or leading cross-functional teams or interacting with external vendors.

Responsibilities

• Ensures all aspects of Captive relationship(s) receive dedicated attention to maintain, improve, grow and retain the strategic white-label relationship.
• Through program management:
  • Balances the objectives of the Captive and Risk/Return to the Bank.
  • Pursues a business development program within the assigned portfolio of Dealers according to agreed upon growth objectives.
  • Identifies referral opportunities for other Bank products such as Scotia Wealth, Retail Banking etc.
  • Conducts credit review and monitoring of floorplans account.
  • Identifies new Captive business opportunities to gain market share, increase revenue, profitability and improve delivery systems and optimize costs.
• Manages a portfolio of Captive dealers at an acceptable level of risk by:
  • Developing credit proposals for customers (new and existing), and reviewing credit reviews in a timely and sufficiently detailed fashion.
  • Developing recommendations on customer proposals within standard Bank policies and forwarding as per established processes for adjudication.
  • Ensuring all documentation is properly prepared and executed.
  • Ensuring accounts adhere to the conditions of authorization.
  • Identifying and resolving deviations from the conditions of authorization.
  • Liaising with GRM partners for fulfilment (including annual credit review process, security registration).
  • Liaising with Captive partners for compliance monitoring and reporting actions as required.
  • Overseeing the accounting functions related to the portfolio (accruals, revenue and expense pulls, portfolio balancing).
• Provides coaching/counselling to 2 direct reports by ensuring that they:
  • Manage credit documents in a manner that allows for quick/efficient retrieval of customer information.
  • Prepare and execute daily credit transactions in a way that is consistent with Bank credit policies/guidelines and Captive’s course of conduct.
  • Monitor and operate all credits so that material deteriorations are managed in the best interests of the Bank and the customer, resulting in minimal risk to both the customer and the Bank.
  • Execute a detailed document review of Captive registrations, ensuring all assigned documents are accurate, complete, properly executed, and registered as required.
  • Obtain appropriate adjudication authorization to fund loans with exceptions prior to funding.
  • Liaise with the necessary internal and external groups to ensure required information and documentation are obtained.
  • Complete and process inventory audits according to approved guidelines, identifying and escalating potential risk issues.
• Executes sound credit decisions/recommendations on all credits prepared by direct reports through review and analyses of documentation, discussion of the customers’ profile and needs, as well as other supporting rationale.
• Reviews/analyses credits as prepared by all staff to ensure that:
  • All required information is included.
  • All potential risks have been addressed.
  • All customer needs have been addressed.
  • All trends/forecasts are credible/logical.
  • Calculations are accurate.
• Provides rationale for credit recommendations (approvals and / or declines) in a logical, rational manner.
• Ensures direct reports are building skills/knowledge to develop sound credit decisions and provides his/her expertise in discussion of all credit decisions.
• Manages the performance of direct reports to ensure that productivity, customer service and quality standards are met/exceeded.
• Identifies skill/knowledge gaps and provides coaching or training to increase job performance.
• Provides ongoing feedback to staff through both day to day feedback and formal appraisal to enhance/improve job performance.
• Assists the development of SMART performance objectives and ensures these objectives are clearly communicated to and followed up with individual staff.
• Manages the day-to-day workflow and operation of the direct reports in order to meet deadlines and procedural requirements.
• Delegates credits/accounts to the direct reports based on the following:
  • The officer has the skill/knowledge to complete the work, considering the complexity and sense of urgency of the credit.
  • Where standards and timeframes allow, credits are delegated to allow for growth in skill/ knowledge of the Credit Unit staff.
• Monitors the daily workflow and makes adjustments to officer’s work as priorities dictate.
• Provides timely performance feedback on credit analysis presented for review.
• Understands how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions.
• Creates an environment in which his/her team pursues effective and efficient operations of his/her respective areas, while ensuring the adequacy, adherence to and effectiveness of day-to-day business controls to meet obligations with respect to operational risk, regulatory compliance risk, AML/ATF risk and conduct risk, including but not limited to responsibilities under the Operational Risk Management Framework, Regulatory Compliance Risk Management Framework, AML/ATF Global Handbook and the Guidelines for Business Conduct.
• Builds a high performance environment and implements a people strategy that attracts, retains, develops and motivates their team by fostering an inclusive work environment and using a coaching mindset and behaviours; communicating vison/values/business strategy; and, managing succession and development planning for the team.

Requirements

• Education Minimum: a Bachelor’s degree is required, MBA preferred
• Excellent communication skills (oral and written).
• Excellent credit skills and significant credit experience.
• Excellent risk assessment and analysis skills.
• Excellent accounting and financial analysis skills.
• Excellent relationship management skills.
• Good knowledge of Bank’s commercial lending and deposit products and services, and customer profitability model.
• Good coaching skills.
• Good understanding of customer profitability model.
• Ability to build solid business case justification for deals.
• Good Automotive industry knowledge.
• Program management experience is an asset.
• Working Conditions: Standard office-based environment; non-standard hours are a common occurrence. Minimal travel domestically.
• Location(s): Canada : Ontario : Toronto
• Requisition ID: 276156

Scotiabank is a leading bank in the Americas. Guided by our purpose: "for every future", we help our customers, their families and their communities achieve success through a broad range of advice, products and services, including personal and commercial banking, wealth management and private banking, corporate and investment banking, and capital markets.