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Director, Pricing and Revenue Optimization, Canadian Banking

Requisition ID: 105414Join a purpose driven winning team, committed to results, in an inclusive and high-performing culture.


Director, Pricing and Revenue Optimization – Canadian Business Banking



This position will be responsible to drive Pricing and Revenue Optimization in Canadian Business Banking ensuring specific individual goals, plans, initiatives are executed / delivered in support of the team’s business strategies and objectives while ensuring all activities conducted are in compliance with governing regulations, internal policies and procedures.

The Director supports the Canadian Business Bank’s Leadership team in enhancing and managing the Canadian Business Bank’s portfolio and profitability by overseeing the Pricing and Revenue Optimization function.

The Director oversees the development of the roadmap and delivery of Pricing Strategy and Pricing Platform with a goal to optimize revenue while maintaining competitiveness in the market and ensuring compliance with governing regulations. 

The Director is responsible to enable Pricing Governance, drive Execution and Optimization of Pricing strategy and roadmap along with management of Pricing Platform. The Director ensures latest development in data/analytics space such as Machine Learning and Artificial Intelligence are leveraged to enhance the Canadian Business Bank’s business objectives.

Strong analytics, communication, leadership, people management, project and change management skills are essential to contribute to the Business Banking strategic objectives.



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

•    Lead the development and execution of Pricing Strategy and Roadmap

o    Devise plans to optimize pricing and revenue while maintaining competitiveness in the market and adherence to governing regulations
o    Ensure Business Banking is adequately supported in meeting its revenue and pricing effectiveness objectives of revenue growth and pricing effectiveness are
o    Ensure pricing decisions enable a customer centric approach
o    Enable smooth operation of pricing platforms such as Precision Lender


•    Support governance structure for Pricing

o    Support Business Banking Pricing steering committee (steerco) with optimal governance of the Pricing functions
o    Provide support in tabling key initiatives, progress and updates related to Pricing initiatives to the Steerco
o    Develop, maintain and refine pricing policy and guidance
o    Develop and optimize pricing principles to inform and drive decision making
o    Support and execute key communication and change management initiatives related to Pricing
o    Set up quantitative and qualitative processes to monitor effectiveness of Pricing strategies and practices
o    Lead and support Pricing working group sessions with key stakeholders and partners
o    Lead or participate in key regulatory initiatives impacting Pricing


•    Lead execution of Pricing strategy and roadmap

o    Ensure development of optimal tools and infrastructure to support Pricing function
o    Optimize operational processes, systems and policies that impact or contribute to Pricing Strategy and roadmap
o    Lead development and delivery of Pricing training and education ensuring users Price effectively and are adhering to Pricing policy and guidance


•    Ensure ongoing Pricing and Revenue optimization

o    Work with Treasury on ensuring funds transfer pricing methodology is set up appropriately and adequately
o    Lead efforts to drive value based relationship pricing by implementing optimal policy, guidance and advanced analytics solutions
o    Develop and maintain approach to gather competitive intelligence and utilize it to inform and/or optimize pricing strategy
o    Oversee initiatives to reduce revenue leakage working closely with partners, ensuring optimal processes and system enhancements are built


•    Lead development, maintenance and refinement of PrecisionLender platform

o    Ensure PrecisionLender platform is managed optimally to support Pricing Strategy and Roadmap
o    Own development and ongoing maintenance of the platform
o    Own and act as the lead SME for all pricing inputs in the platform including but not limited to product, risk, capital, funds transfer pricing, costs etc.
o    Ensure platform is compliant with policies set by the Bank as well as other governing regulations
o    Lead day to day management of relationship with the PrecisionLender vendor
o    Set up and manage budgets related to PrecisionLender platform including license fees, managing user base and ongoing development of the platform 


•    Develop cutting-edge solutions to enhance Pricing and revenue optimization

o    Leverage Analytics and Artificial Intelligence (AI) to develop and optimize pricing
o    Develop ongoing test and learn approach to optimize revenue
o    Leverage PrecisionLender AI features to enhance user experience as well as optimize revenue and pricing effectiveness
o    Develop ongoing price monitoring reports to inform key pricing trends, effectiveness and adherence relative to pricing policy and guidance
o    Support other revenue optimization initiatives such as development of leads for cross-sell and prospecting


•    Develop team capability, drive employee engagement and manage team initiatives by:o    Providing day to day management of direct reports ensuring team goal alignment 

o    Developing team expertise in pricing, analytics and product ownership
o    Providing employee development opportunities to staff 
o    Ensuring appropriate communication, coaching, delegation and support are provided to team and project resources to effectively optimize team productivity and long-term development plans.

•    Manage key stakeholder relationships and work collaboratively with Banking, Global Risk Management (GRM), Treasury, Credit Solutions, Business Transformation, Analytics, IT, Client Measurement, Finance, BSC, Capital Management, Global Business Payment (GBP), Global Banking and Markets (GBM) and other relevant stakeholders and partners


•    Understands how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions.


•    Actively pursues effective and efficient operations of his/her 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. 


•    Champions a high-performance environment and contributes to an inclusive work environment. 

Education / Experience / Other Information Educational Requirements:

•    Bachelor’s degree in Economics, Statistics, Business Administration or related field or relevant experience 
•    MBA or Masters’ in Finance, Analytics or 10+ years of experience in Pricing


•    7+ years of experience in Pricing, preferably in Financial Service industry
•    5+ years of experience in Financial Services, preferably in the Commercial space
•    5+ years experience in Product development and/or Strategy Development
•    5+ years of experience with Financial analysis
•    5+ years of experience as a People manager and leading diverse teams
•    5+ years of experience in building and leveraging analytics for decision making
•    Expert with Microsoft Office Suite (Word, Excel, Power Point) and Project Management tools (Agile environment)
•    Enjoy discovering and learning new technologies
•    Experience with Business Intelligence tools such as Tableau, Power BI


•    The Business Bank is a large contributor to Canadian Banking, generating NIAT of $600MM+ and is comprised of numerous sub-business lines supported by over 1,000 FTE across Canada
•    Effective Pricing strategy is contingent upon excellent understanding of analytics, finance, profit drivers, product knowledge and a comprehensive understanding of pricing inputs
•    Experienced professional with a solid track record of developing products, strategies and seeing beyond the numbers to the effects on the business
•    Expert knowledge (CPA, MBA or commensurate experience) of all key financial measures and requirements a plus 
•    The role requires a high degree of collaboration across wide ranging groups: Global Banking & Markets (GBM); GBP; Finance; GRM; Wealth Management; Retail & Small Business; and various Business Banking areas.
•    Excellent analytics, strategic thinking, organizational know-how and influencing skills are critical for success 
•    Strong technical skills in Finance, Math, Statistics, Computer Science or related fields
•    Outstanding general management and communication skills and an ongoing desire to develop / interact with supervisor / peers / reports in a positive, open and honest manner
•    A track record that shows results orientation and ability to move multiple projects forward, execute and implement multiple tasks well 
•    Excellent design and delivery capabilities
•    Strong visionary and planning capability
•    Ability to work non-standard hours as required

Location(s):  Canada : Ontario : Toronto 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.  At Scotiabank, 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. If you require accommodation (including, but not limited to, an accessible interview site, alternate format documents, ASL Interpreter, or Assistive Technology) during the recruitment and selection process, please let our Recruitment team know. If you require technical assistance, please click here. Candidates must apply directly online to be considered for this role. We thank all applicants for their interest in a career at Scotiabank; however, only those candidates who are selected for an interview will be contacted.

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