Requisition ID: 233913
Join a purpose driven winning team, committed to results, in an inclusive and high-performing culture.
Location: Mexico City
Purpose
- The role leads a team of experienced transaction banking sales professionals to drive the growth of transaction banking solutions (Cash management, Trade finance, Liquidity management, Commercial Cards) in the Commercial Bank segment across the International Banking markets while enhancing client relationships in the region and ensuring the bank delivers an exceptional client experience in partnership with the Commercial Bank coverage organization and GTB Operations.
- Provides strategic direction, drives profitable growth, builds market profile, and maintains portfolio quality. Ensures the business strategy, plans and initiatives are in line/consistent with the region and global goals and executed/delivered in compliance with governing regulations, internal policies, and procedures.
Accountabilities
Strategic Leadership
- Develop and execute a GTB Sales strategy for IB markets, aligned to the global objectives and the regional and market to market dynamics.
- In partnership with IB and the global GTB organization, devise and execute on a Target Operating Model for the Commercial Bank that drives the required client momentum and talent performance in line with strategic KPIs.
- Develops a deep insight on our current positioning in the market, the addressable wallet opportunity, and measures progress as a function of profitable growth and an ongoing systematic capture of share of wallet.
- Stays abreast of the Bank’s policies and products, industry trends, technology advances, competitor positioning and sales results/ trends by region, market segment and product.
Revenue and Client Growth
- Deliver on revenue, profitability, and market share targets by expanding the portfolio of relationships with Cash Management, growing primacy, and generally cross selling the full GTB value proposition.
- Leverage data-driven insights to identify client needs, design tailored offerings and capture targeted sources of share growth.
- Leads the development and execution of an annual sales plan by sub product and country.
- Partners with the Commercial Bank coverage Team in the review of sales strategies for large value opportunities (targeted calling, analyzing, structuring, negotiation tactics and client pitches)
- Partners, as required, directly in the sales process for large value opportunities (presentations, proposals, negotiation of pricing, terms, and conditions) to drive closing of complex transactions.
- Champions any needs for non-standard pricing and the necessary approvals
- Leads pricing meetings and approves (in conjunction with the credit adjudicating authority) the pricing of all transactions above agreed upon revenue thresholds.
Client and Market Engagement
- Foster relationships with key commercial bank clients, serving as a trusted advisor on transaction banking solutions, and leverages those to understand key market trends and other key insights that direct client relationship provide.
- Represent the organization at client meetings, industry conferences and key forums, to strengthen the Bank’s brand awareness.
- Stays abreast of market trends, regulatory changes and competitive dynamics impacting transaction banking in the IB countries.
Sales Governance and Operational Excellence
- Ensures rigorous pipeline management, forecasting and reporting to maintain visibility and alignment with the business goals.
- Interacts with the product group to ensure that the product line matches market needs, and that the Bank’s range of services remains competitive and profitable.
- Strategically influences the product group with respect to the Bank’s digital transformation including new product launches, legacy platform migrations, and ongoing maintenance/upgrades of the Bank’s overall product offerings.
- Uphold compliance with regulatory requirements, internal policies, and ethical standards across all activities.
- Drives the development and maintenance of the overall quality of the Commercial portfolio and client base, within the established parameters:
- Leads the monitoring/reviewing of portfolio trends and recommends strategies designed to maximize profitability and customer satisfaction.
- Responsible for driving portfolio growth in fees and balances across Commercial Banking
- Drives the development of post implementation growth, product adoption and quality initiatives for high potential accounts and execution of established plans.
- Partners with GRM to structure complex deals and monitor risk appetite of portfolio, adhering to regulatory and internal Bank requirements.
- Drives improved sales productivity and sales management practices to maximize results.
- Creates an environment in which his/her team pursues effective and efficient operations of his/her respective areas, while ensuring the adequacy, adherence to and effectiveness of day-to-day business controls to meet obligations with respect to operational risk, regulatory compliance risk, AML/ATF risk and conduct risk, including but not limited to responsibilities under the Operational Risk Management Framework, Regulatory Compliance Risk Management Framework, AML/ATF Global Handbook and the Guidelines for Business Conduct.
Builds 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, performance and development planning for the team.
Education / Experience / Other Information
- Bachelor’s degree in business, Finance, Economics or a related field. MBR or equivalent advanced degree preferred.
- 10+ years pf experience in global transaction banking, cash management with a focus on sales leadership. GTB Product base subject matter expertise.
- The incumbent requires a detailed knowledge of the Commercial Bank segment.
- Strong leadership and strategic thinking, ability to drive a large regional organization and global alignment.
- Exceptional relationship management and negotiation skills, with the ability to engage at senior level with clients.
- Knowledge of Latin America regulatory and market environment.
- Proficiency in Spanish and English
Location(s): Mexico : Ciudad de México : Miguel Hidalgo
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. 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.
