Senior Associate, Roynat (Canadian Banking )

Requisition ID: 105329

Roynat Capital, a wholly owned subsidiary of Scotiabank, is a national lender and investor with expertise in providing innovative long-term capital solutions for mid-sized companies utilizing senior term, subordinated debt, as well as mezzanine capital and common share equity. We provide tailored solutions to clients for acquisitions, business expansions, wealth monetization, and working capital enhancement. With a national presence in Canada in major markets, Roynat assists growth-oriented companies in reaching their goals across a wide range of industries.

Senior Associate – Roynat Capital 

Purpose

The Senior Associate is responsible for creating business development opportunities by generating his/her personal goals related to all four quadrants of the Balanced Scorecard: Financial, Customer, Operational and People. Opportunities are generated from existing clients, prospects, COIs, referrals from Scotiabank partners and other key sources. Supported by the District Director/District Manager, the Senior Associate prepares a comprehensive business plan and related strategies towards achieving his/her annual goals. You will be expected to cultivate a business profile in your local market by attending various networking functions and maintaining a professional presence with contacts and key referral sources.

You are also responsible for managing and expanding an assigned portfolio of accounts and to monitor account performance; ensuring regular contact with clients to deepen relationships, conducting applicable account reviews and implementing payout prevention strategies as appropriate.

Accountabilities 
•    Champions a customer focused culture to deepen client relationships and leverage broader Bank relationships, systems and knowledge.

•    Develop and execute business plan to achieve individual target objectives and ensure progress is made towards maximizing the potential business from existing clients and new prospects within an assigned market area by:

    Developing and maintaining a regular sales call program with clients to ensure effective management, retention, and expansion of each relationship
    Identifying, researching and calling on prospects to establish and nurture a strong relationship with the goal of winning their business and becoming their trusted advisor
    Maintaining a current and thorough knowledge of Roynat Capital’s specialized product offerings which includes: Stretch Term, Subordinated Debt, Equity, Leasing and Asset Based Lending, which will enable the incumbent to effectively promote tailored presentation packages to meet specific client needs
    Maintaining a comprehensive record of call activities and business development activities on the client relationship management (CRM) system
    Identifying opportunities to refer clients/prospects to Scotiabank partners and/or participate in joint calls as appropriate

•    Manage and control assigned loan portfolio to ensure it is at an acceptable level of risk and generates an appropriate return by:

    Researching, preparing and verifying comprehensive credit applications that align with documented guidelines as set out in Roynat’s policies
    Exercising sound credit judgment (or risk management) based on thorough due diligence and analysis
    Monitoring all assigned accounts to ensure conformity to terms and conditions, as stipulated in credit authorizations with timely financial statement reviews
    Promptly identifying and resolving deteriorating credit quality and participating (as necessary) in the resolution of problem loan situations
    Developing a good working relationship with respective Risk Management partner(s) and establishing a  communication and feedback process for credit presentations
    Maintaining a solid client relationship on assigned client base, keeping an awareness of the affairs of clients, ensuring administration of the accounts is timely (reviews) and a comprehensive database of activities is maintained
    Contributing to District Office reporting on credits/accounts as required by Risk Management, Compliance, Executive Office or other areas of Scotiabank.
    Resolving any client inquiries and/or escalating them to the District Director as required.

•    Contributing to the Operational Excellence of the District Office by:

    Abiding by the bank’s Guidelines of Business Conduct, AML policy, Security and Investigations policy, Enhanced Due Diligence policy, Know Your Client (KYC) policy, Internet and E-Mail conduct policy guidelines, regulations and procedures
    Providing feedback to the District Director/District Manager or Roynat Voice on processes which could be tightened and/or made more efficient
    Supporting the development of Client Services Assistants (CSA)/Officers (CSO) and Analysts

•    Contributing to District Office productivity and self-development by:

    Maintaining a good knowledge of other products and services offered by Scotiabank to support the identification of cross-sell/referral opportunities (i.e. Foreign Exchange, Swaps, Global Transaction Banking (GTB), Wealth Management, etc.)
    Continually increasing credit writing skills, deal structuring skills and other sales excellence behaviours
    Proactively asking District Director/District Manager for feedback on credits, client relationships, deal structuring and other key behaviours/competencies to increase performance and the overall client experience
    Ensuring all reporting and correspondence are completed accurately and promptly
    Assisting in recruiting and/or training staff as required 

•    Completing other duties as assigned by the District Director/District Manager

•    Champions a high performance environment and implements a people strategy that attracts, retains, develops and motivates their team by fostering an inclusive work environment; communicating vison/values/business strategy and managing succession and development planning for the team. 

Complexity of Position
This position offers a high level of relationship building opportunities with lawyers and accountants while also effectively managing client portfolios. It provides significant opportunities to develop sales and risk management skills.

Education and Experience:
•    A University degree (undergraduate or graduate level) with a focus on Economics, Commerce, Finance and/or Accounting. 
•    2-3 years of commercial banking experience or equivalent in a credit underwriting and/or financial services sales environment.

Functional Requirements:
•    Demonstrated sales/closing skills
•    Strong networking and relationships building skills with proven ability to work cross-functionally with other Roynat/Scotiabank partners
•    Strong negotiation skills
•    Strong communication and interpersonal skills through consistent demonstration of approachability, ability to build trust and understanding
•    Strong risk assessment and analysis skills
•    Strong deal structuring skills
•    Established portfolio management skills
•    Strong presentation skills and ability to think/respond quickly and adapt to change readily
•    Solid knowledge of the Canadian Commercial Banking marketplace
                               Working Conditions
•    Works in a standard office (or hybrid structure, as discussed) environment 
•    Tight deadlines and competing priorities
•    May require some travel
•    May be required to work evenings/weekends to accommodate timing of deals, client meetings and other community events
 
Location(s): Canada : Ontario : London || Canada : Ontario : Windsor

We value the unique skills and experiences each individual brings to the bank, and are committed to creating and maintaining an inclusive and accessible environment for everyone. Candidates selected for an interview will be contacted directly. If you require accommodation during the recruitment and selection process, please let us know. We will work with you to provide as seamless a recruitment experience as possible.