Senior Manager, Commercial Partnerships, Automotive Finance

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 involves working on or leading cross-functional teams or interacting with external vendors.

Scotiabank is a leading bank in the Americas. Guided by its purpose, “for every future,” it helps 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.

Responsibilities

• Ensure all aspects of Captive relationship(s) receive dedicated attention to maintain, improve, grow and retain the strategic white-label relationship.
• Through program management:
  • Balance the objectives of the Captive and Risk/Return to the Bank.
  • Pursue a business development program within the assigned portfolio of Dealers according to agreed-upon growth objectives.
  • Identify referral opportunities for other Bank products such as Scotia Wealth, Retail Banking, etc.
  • Conduct credit review and monitoring of floorplans account.
  • Identify new Captive business opportunities to gain market share, increase revenue and profitability, improve delivery systems and optimize costs.
• Manage 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 them 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 the annual credit review process and security registration.
  • Liaising with Captive partners for compliance monitoring and reporting actions as required.
• Oversee the accounting functions related to the portfolio (accruals, revenue and expense pulls, portfolio balancing).
• Provide 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 the 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.
• Execute sound credit decisions/recommendations on all credits prepared by direct reports through review and analysis of documentation, discussion of the customers’ profile and needs, and other supporting rationale.
• Review/analyse 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.
• Provide rationale for credit recommendations (approvals and/or declines) in a logical, rational manner.
• Ensure direct reports are building skills/knowledge to develop sound credit decisions, and provide expertise in discussion of all credit decisions.
• Manage the performance of direct reports to ensure productivity, customer service and quality standards are met/exceeded.
• Identify skill/knowledge gaps and provide coaching or training to increase job performance.
• Provide ongoing feedback to staff through both day-to-day feedback and formal appraisal to enhance/improve job performance.
• Assist the development of SMART performance objectives and ensure these objectives are clearly communicated to and followed up with individual staff.
• Manage the day-to-day workflow and operation of the direct reports to meet deadlines and procedural requirements.
• Delegate credits/accounts to 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.
• Monitor the daily workflow and make adjustments to officers’ work as priorities dictate.
• Provide timely performance feedback on credit analysis presented for review.
• Understand how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions.
• Create an environment in which the team pursues effective and efficient operations in its 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. This includes responsibilities under the Operational Risk Management Framework, Regulatory Compliance Risk Management Framework, AML/ATF Global Handbook and the Guidelines for Business Conduct.
• Build a high-performance environment and implement a people strategy that attracts, retains, develops and motivates the team by fostering an inclusive work environment and using a coaching mindset and behaviours; communicating vision/values/business strategy; and managing succession and development planning for the team.

Requirements

• Minimum education: 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 the 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: Canada : Ontario : Toronto.
• Scotiabank values the unique skills and experiences each individual brings to the Bank and is committed to creating and maintaining an inclusive and accessible environment for everyone. If accommodation is required during the recruitment and selection process, including but not limited to an accessible interview site, alternate format documents, ASL Interpreter or Assistive Technology, let the Recruitment team know.
• Scotiabank thanks all applicants for their interest in a career at the Bank; however, only candidates selected for an interview will be contacted.