Bilingual Director, Sales Force Effectiveness- IB Commercial Banking (English/Spanish)

Requisition ID: 220959

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

Scotiabank is Canada's most international bank, with an international presence unmatched by other Canadian Banks. Our operations include providing a full range of financial products, solutions and advice to retail, small business and commercial customers in Latin America, the Caribbean, Central America, and the Asia Pacific. In addition, our partnerships with associated corporations in China, Curacao, Thailand, and Venezuela provide an entire suite of personal, commercial, wealth management and insurance services to over 24 million customers globally.

Purpose

Responsible for spearheading the design and execution of the Sales Force Effectiveness Strategy within the International Corporate and Commercial Banking unit of Scotiabank, with a focus on Coverage Model and Client Relationship Management.

The incumbent will drive an improvement in sales effectiveness, fostering client primacy and sustainable growth. By enabling the expansion of Multinational and Commercial segments, they will play a pivotal role in elevating our client relationships to new levels. The incumbent will develop and coordinate the deployment of client coverage model best practices, ensuring optimal account loading for RM teams and for product and support teams (e.g., Cash Management teams, Credit teams, etc). The incumbent will drive the adoption of the Client Relationship Management tool – Salesforce – across our footprint.

The incumbent will work with local Corporate and Commercial business planning teams, GBM Client Insights & Analytics, local and IB Finance, GRM, Technology and other relevant parties, to design and ensure execution of the Sales Force Effectiveness agenda for International Corporate and Commercial Banking.

What You’ll Do:

• Lead the design and implementation of a comprehensive Sales Force Effectiveness framework tailored to the unique demands of International Corporate and Commercial Banking.
• Lead the design and deployment of an effective coverage model for all our business banking segments across IB, including the new coverage model for Multinationals.
• Collaborate with senior stakeholders to define strategic goals for Sales Force Effectiveness and translate them into actionable plans that promote client-centricity and profit generation.
• Deliver on the IB-wide deployment of Client Relationship Management (CRM) best practices, and the successful implementation of the CRM platform, in particular the Profitability Module and the Account Planning Module across all IB geographies, in collaboration with the relevant teams (e.g., GBM Client Insights & Analytics, local Business Planning teams, Heads of Wholesale, among others).
• Establish clear performance metrics to evaluate the effectiveness of the coverage model, and regularly assess its impact on client satisfaction, revenue generation and profitable growth.
• Establish best practices for Sales Force Effectiveness, including performance discussions, sales review meetings (individual and teams), data sources, frequency, among others.
• Partner with product and segment teams to align the reporting for sales effectiveness, and develop tailored solutions that enhance usability of the CRM platform.
• Achieve broad adoption and usability of the CRM platform as the single source for client data both for performance management (Return on Risk Weighted Assets, profitability, revenues, loans, deposits, etc) and for forecasting and planning (account planning, visits and call reports, action tracking, etc).
• Oversee the execution of client engagement strategies, ensuring a consistent and personalized experience that fosters loyalty and advocacy.
• Collaborate with Risk and Compliance teams to ensure adherence to regulatory standards and internal policies (e.g., KYC, AML) safeguarding the bank’s reputation and client relationships.
• Foster a culture of continuous improvement, driving innovation and knowledge sharing.
• Contribute to budget planning and resource allocation, optimizing for strategic goal achievement.
• Act as a thought leader in Sales Force Effectiveness, staying abreast of industry best practices and emerging trends, and applying insights to elevate the bank’s approach.
• Promote a culture of data-informed decision making.

What You'll Bring:

• 5+ years of experience in financial services.
• 3+ years of experience in Strategy and/or Management Consulting is an asset.
• 3+ years of experience in leadership roles.
• Demonstrated strategic influencing ability, and a high degree of collaboration with senior leadership, different countries, business lines and multiple teams.
• Strong financial and business acumen with a result-oriented and problem-solving mindset and solid ability of seeing beyond the numbers to improve business performance.
• Superior capabilities in financial and commercial planning and performance disciplines, including but not limited to budgeting, forecasting, and decision-making reporting.
• Experience in deploying and using coverage models and/or CRM solutions.
• Experience in business storytelling and constructing executive presentations.
• Experience in Agile environments, deploying complex programs in highly cross-functional, cross-cultural environments.
• Undergraduate degree in Business, Economics or STEM and/or Master of Business Administration (MBA).
• Full professional proficiency in both English and Spanish is an important asset.

Work Arrangement:

#LI-Hybrid

Interested?

If your experience is closely related but doesn’t align perfectly with every qualification, we do encourage you to apply - you might be the right candidate for this or other roles at Scotiabank!

At Scotiabank, every employee is empowered to reach their fullest potential, respected for who they are and, embraced for their differences. That’s why we work to grow and diversify talent and engage employees in a performance-oriented culture.

What's in it for you?

Scotiabank wants you to be able to bring your best self to work – and life, every day. With a focus on holistic well-being, our many flexible benefit programs are designed to help support your unique family, financial, physical, mental, and social health needs.

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.