Director Corporate Relationships & Capital Markets (Scotiabank)

Our Client, Scotiabank Trinidad & Tobago, is seeking to fill the position of Director Corporate Relationships and Capital Markets.

Job Purpose

Contributes to the overall success of Corporate and Commercial Banking in Trinidad and Tobago ensuring specific individual goals, plans, initiatives are executed / delivered in support of the team’s business strategies and objectives. Ensures all activities conducted are in compliance with governing regulations, internal policies and procedures.

Accountabilities

• Champions a customer focused culture to deepen client relationships and leverage broader Bank relationships, systems, and knowledge.
• Promotes the development and profitable growth of the commercial banking portfolio in the assigned market area by:
  • Developing and implementing a structured marketing strategy to maximize business development opportunities for sustainable growth;
  • Developing strategic sales plans for prospects and existing customers;
  • Identifying prospects/referrals from both internal/external networks;
  • Analyzing prospect lists and prioritizing business development opportunities based industry/market data and customer analytics;
  • Partner with Credit Solutions Group who has primary responsibility for credit deal structuring and negotiation;
  • Partner with internal resources for non-credit related products;
  • Referring customers and prospects to the appropriate Commercial Bank segment as appropriate.
• Pursues an aggressive business development program within the assigned market area according to agreed upon growth objectives by:
  • Leading the direct selling of credit and non-credit commercial products to prospects and customers;
  • Maintaining an appropriate ongoing sales pipeline and calling program;
  • Identifying and facilitating the involvement of key Bank resources and stakeholders to further business interests;
  • Maintaining effective follow-up with prospects/referrals on any unsuccessful opportunities;
  • Update client or contact information accurately and in a timely fashion.
• Builds and maintains a high market profile in the assigned market area with both internal and external contacts by:
  • Planning and completing relationship activities which generate sales opportunities and / or provide value to the customers;
  • Building and maintaining an awareness of local market and general economic conditions;
  • Meeting with key industry and business leaders, as well as other centers of influence;
  • Participating in local professional and community events and associations to develop and expand network of contacts;
  • Liaising with Bank product specialists to stay abreast of new enhancements, products and services, as necessary.
• Ensures all aspects of assigned relationships receive ongoing attention, as required to maintain, improve, grow and retain the relationship by:
  • Promoting and encouraging a strong relationship with the Credit Solutions Group;
  • Using strong knowledge of the Bank’s diverse products and services to ensure the banking needs of each relationship are well understood and documented;
  • Actively seeking customer feedback on Bank products and services and the delivery of customer service;
  • Liaising with the Credit Solutions group for fulfilment (including documentation, liaison with 3rd parties, security registration), and monitoring and reporting actions, including the completion of annual reviews, as required;
  • Liaising with the Business Service Centre and all service activities;
  • Partner with all internal product specialist groups including the Credit Solutions Group, as required ensuring customer needs are met.
  • Leads the direct selling of credit and non-credit products and partners with all internal product specialist groups as required ensuring customer needs are met.
• Ensures that transactions are appropriately priced to ensure successful sell down to approved hold limits and that booked transactions are sold down to approved limits within the approved time period.
• Develop and foster a culture of innovation and customer service throughout the Unit and ensure the delivery of a high standard of customer service through the development of new syndication markets
• Ensure the sales of booked transactions to ensure sell down to approved hold limits by:
  • Targeting the local institutional investor base by developing and executing a comprehensive marketing plan
  • Preparation where necessary of any Offering Memorandums to be done for the market.
  • Preparation of any extension memos where necessary.
  • Ensure the timely closure of mandated transactions by coordinating with International Banking, Global Risk Management, Treasury, Legal, Regulatory, Trustee and Paying Agent processes and functions;
  • Maintaining a visible and aggressive presence in the local market through active participation key local functions, meetings and events;
  • Maintaining a detailed knowledge of current or changing economic and regulatory conditions within the local and regional environment.
• Effectively control the Unit's operations by:
  • Maintaining an updated record of approved hold position, current hold position and estimated timing required for sell down;
  • Instituting management controls and following on an ongoing basis, in accordance with established policies and procedures, and ensuring Bank security procedure are exercised within at all times;
  • Effectively manage and control the processes involved in coordinating the transactional opportunity from start through finish by conducting a thorough investigation, analysis and application of the principle of sound credit judgment; and preparing comprehensive credit presentations and Underwriting Memoranda with sound recommendations, as set out in the Bank's credit presentation Standards and Guidelines.
• Understand how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions.
• Creates an environment in which their team pursues effective and efficient operations of their respective areas in accordance with Scotiabank’s Values, its Code of Conduct and the Global Sales Principles, while ensuring the adequacy, adherence to and effectiveness of day-to-day business controls to meet obligations with respect to operational, compliance, AML/ATF/sanctions and conduct risk.
• 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.

Qualifications & Experience

• Undergraduate degree in business or economics or work equivalency.
• Minimum of 5 years’ commercial banking experience at the managerial level.
• Strong knowledge of the commercial banking marketplace and a detailed knowledge of the assigned market area’s key prospects, major companies and competitive positioning within the assigned market area.
• Strong understanding of the Commercial Bank’s objectives, strategies, structure, as well as its lending and deposit products and services.
• Very strong organizational, motivational, interpersonal, relationship management and communication skills are essential to this position.
• Very good negotiation and analytical skills in order to coordinate, negotiate, present and sell in a very competitive environment
• Strong PC skills are necessary, including a working knowledge of MS Word, Excel, PowerPoint, and all commercial systems and platforms.
• Other training requirements as determined by the Bank from time to time.

We wish to thank all applicants for their interest, however, only those favourably considered will be contacted.