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Director, Sales & Client Relationships (Automotive Dealer Finance)

Job Information
Author ahnationtalk
Date April 10, 2015
Type Full Time
Company Scotiabank
Location Hamilton, ON
Category Banking / Finance
Client Scotiabank
Contact Information
To apply for this position please CLICK HERE





Join the Global Community of Scotiabankers to help customers become financially better off.

A Best Workplace

Scotiabank is a premier financial institution and Canada’s most international bank recognized as a Best Workplace®, in Canada, Mexico, El Salvador, Costa Rica, Puerto Rico, Dominican Republic, Panama, Peru, Chile and Latin America by the Great Place to Work® Institute.

A multinational winning team
Scotiabank is a leading multinational financial services provider and Canada’s most international bank. Since welcoming our first customers in Halifax, Nova Scotia, in 1832, Scotiabank has continued to expand its global reach. Today, through our team of more than 86,000 employees, Scotiabank and its affiliates offer a broad range of products and services, including personal and commercial banking, wealth management, corporate and investment banking to over 21 million customers in more than 55 countries around the world.

Corporate Social Responsibility
Scotiabank helps to build bright futures worldwide through ethical banking practices, environmental awareness and a commitment to communities.

Are you seeking a sales leadership position into the exciting world of Automotive Finance? Scotiabank is seeking a results driven, customer focused sales leader to join the dynamic and growing Automotive Finance and Indirect Lending Team, as a Director, Sales & Client Relationships.

The automotive industry is exciting and ever-evolving and Scotiabank recognized this early on. Since 1957, we have had a specialized group serving the end-to-end financial needs of the automotive industry. With over 50 years of experience in delivering innovative products and exceptional service, we are leaders in the field and we’re looking for individuals like you to join our growing team.

The Director – Sales & Client Relationships is responsible for the profitable growth of the Dealer and Manufacturer Indirect Retail and Commercial portfolios in the geographic scope of the Centre. He/she is responsible for training, developing and managing a team of specialists in Retail and Commercial Dealer Finance to meet negotiated goals, which include business development goals and financial objectives (fee revenue growth, NIATD revenue growth, loan growth and retention), credit quality objectives, customer and employee satisfaction goals, human resource management, compliance requirements and operational effectiveness objectives.

He/she provides leadership and guidance to the DFC delivery network in a manner consistent with the overall Bank strategy of developing and leading a customer-focused sales culture while achieving business line revenue growth and ROEE objectives.


*Develop tactical strategies for the market area to support the overall Automotive Finance strategy and business plan and the achievement of the business objectives;
*Providing input and recommendations to the Vice President & Centre Manager to assist with achievement of the Dealer Finance Centre revenue, profitability, ROEE and business volume goals;
*Lead the implementation of the tactical strategies and initiatives for the Dealer Finance Centre market area by defining clearly, roles, responsibilities and business deliverable expectations for 11 direct reports;
*Motivating and focusing the efforts of Direct Reports towards achieving business goals;
*Develop and manage a portfolio of select high value, complex commercial client relationships;
*Maintain the overall quality of the Indirect Retail and Commercial Automotive portfolios and client base, within the established parameters for underwriting by reviewing and, in consultation with the DFC Credit team, recommending term sheet issuance/declines;
*Providing guidance and counselling for all new credits; monitoring/reviewing the quality of all new credits and approving prior to sending credits to the internal credit group;
*Maintain a high market profile within the assigned market area with both internal and external contacts by identifying key business contacts, prospects, Manufacturer partners and centres of influence within the market area;
*Accompanying Relationship Managers and Area Sales Managers on sales development calls;
*Representing the Dealer Finance Centre at various community, social, industry and association functions including participation in speaking engagements to further Dealer Finance Centre business development;
*Establish and monitor stretch goals for direct reports by negotiating the plans for all business performance metrics (volume, profitability, satisfaction and efficiency objectives);
*Providing Commercial Relationship Managers and Regional Sales Manager with clear direction, coaching, ongoing training and development;
*Conducting scheduled sales meetings and individual and group touchbases;
*Recruitment, development and retention of quality personnel to achieve people diversity, strategic, business and succession plan objectives;
*Preparing individual development plans for all direct reports including linkage to DFC succession plan objectives.


As our preferred candidate you will have:
*Must have Commercial Automotive relationship management experience and Indirect Retail business experience preferably in a sales capacity;
*Expert knowledge of sales management techniques;
*Thorough knowledge of Canada’s financial services marketplace and an expert knowledge of the Automotive Finance marketplace, major customers and competitive positioning within the market areas;
*Expert team leadership and coaching skills;
*Strong interpersonal skills are essential for business development/customer relationship building and to facilitate the development of a positive and effective team environment;
*Expert knowledge of financial analysis, risk analysis techniques and credit adjudication;
*Must possess strong tactical strategic planning and implementation/management skills;
*10+ years of related experience;
*The ability to influence and motivate others;
*Ability to continually challenge the status quo, setting a positive example of change and encouraging others to do the same to facilitate the achievement of a customer-focussed sales culture;
*Thorough knowledge of MS Office such as Work, Excel and Powerpoint.


*Undergraduate degree in business or marketing management or related discipline
*Master’s degree is an asset

Scotiabank is an equal opportunity employer and welcomes applications from all interested parties. We thank you for your interest, however, only those candidates selected for an interview will be contacted. No agencies please.

To apply for this position please CLICK HERE

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