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Senior Relationship Manager, Equipment Finance - Vancouver

Vancouver, BC
Full Time
6 days ago
Title:  Senior Relationship Manager, Equipment Finance - Vancouver

Requisition ID: 80643
Join the Global Community of Scotiabankers to help customers become better off.
The SRM Scotia Leasing, is responsible for the marketing and sales of all Scotia Leasing's products on a direct basis to our Commercial Banking clients and prospects. The focus of sales efforts will be on equipment finance and lease transactions from $100,000 to $5million for Small Business Banking, mid-market commercial, large corporate, institutions and government.

Responsible for negotiating and structuring directly with the client to ensure equipment finance or lease structure meets client's financing, accounting and taxation requirements. Work closely with CRM / CSM to ensure lease structure is properly advised in credit submissions. Also responsible for recommending pricing, preparing proposals and input to credits, high level review of financial statements to ensure client will meet Bank's credit criteria, as well as assisting with lease documentation preparation and accuracy.

The SRM is also responsible for influencing the Commercial Bank's sales and credit teams, as well as Small Business Banking to sell Scotia Leasing's products to their clients and prospects. This includes regular visits to Commercial Centres & Branches, presentations, joint cold calling and customer calls, and a deep understanding of the Commercial Banking portfolio in your territory, local industry and the local and national economic environment.

Reporting Relationships
Reports to: Director & Group Lead Western Canada

Key Accountabilities:

1. Acquires profitable good quality and profitable equipment finance and lease transactions for Scotia Leasing by ;
a) Identifying likely prospects and implementing an aggressive calling program within the assigned area. .
b) Maintains an aggressive calling program within an assigned marketing area. Maintains close contact with CRMs / CSMs, their clients and prospects. Maintain regular contact with Commercial Banking clients who acquire larger, regular amounts of equipment ensuring Scotia Leasing is given every opportunity to quote on client's equipment finance and lease requirements.
c) Influencing and providing technical expertise to Branches and Commercial Banking Centres to assist in the identification of potential Scotia Leasing customers who are then referred to the Marketing Manager.
d) Negotiate equipment finance / leases ensuring the structure addresses all accounting, legal, and taxation issues, as well as addressing all risks and requirements associated with different equipment / transactions from a credit, insurance and taxation perspective.
e) Pricing for transactions up to $2MM are to be guided by Scotia Leasing pricing policy. Above $2MM clearly and concisely recommend pricing to Director based on minimum ROEE, spread, term and purchase options found within Scotia Leasing pricing policy.
f) Actively manage and effectively follow-up proposals to clients, outstanding lease lines, and future large equipment acquisitions of clients and prospects to ensure a high close ratio.
g) Prospects to Scotiabank / Scotia Leasing, obtain and analyze financial information to ensure minimum financial criteria is met to bring opportunity forward to CRM / CSM to provide lease proposal and possibly to formal credit request. If an opportunity does not seem viable from either a financial or structuring perspective obtains one level up concurrence of decline from Director or CRM / CSM.
g) Maintain close contact with Director of Credit Solutions, VP Credit Solutions, and credit adjudicators at GRM / CCC to provide technical expertise regarding the risks involved with equipment finance / lease structures.
h) Participate and provide technical expertise of required documentation, ensuring accuracy as it pertains to the structure, insurance, security and equipment financed. Responsible to vet lease documents prepared by Scotia Leasing staff prior to obtaining client signatures.

2. Influence and assist Commercial Banking Centres & Branches to identify and acquire good quality profitable equipment finance / leases;

a) Maintain regular weekly contact with Directors, Group Leads, CRM / CSM in your marketing area.
b) Maintain a deep understanding of the client portfolio in your territory via regular portfolio meetings with CRM / CSM
c) Provide technical expertise to CRMs / CSMs regarding structure, pricing, documentation as well as negotiations with client and credit adjudicators.
d) Provide regular Scotia Leasing product information via formal presentations, participation in Commercial Banking weekly / monthly sales meetings, and off-site events.
e) Regularly provide recognition, best practices, and applause to Small Business Banking and Commercial Banking sales forces.

3. Sales Reporting;

a) Maintains current call reporting / activity log
b) Maintains current pipeline of sales opportunities
c) Assists in a monthly / quarterly report to regional leaders high lighting sales success, best practice, fundings, pipeline, general update of leasing industry

4. Cross Selling of Scotiabank's entire product suite

a) For stand alone Scotia Leasing clients, without a full banking relationship Marketing Manager will identify potential opportunities to bring opportunities relating to the Bank's other products and services to the appropriate Scotiabank specialist.

Direction Received
Within broad direction provided by the Director & Group Lead, the incumbent prepares and recommends strategies and plans to acquire profitable new business within the assigned scope of activities. The incumbent makes all calling and travel plans within an assigned budget.

1. Detailed and current knowledge of all aspects of equipment finance and leasing - specifically with special emphasis on accounting, taxation, credit, pricing and security.
2. Solid understanding of financial statements, financial analysis and credit structuring typically found in the Commercial Lending environment.
3. Good understanding of financial theory of lease vs. buy analysis utilizing the Rubicon program for modeling different finance structure options.
4. Strong interpersonal skills to work with client CFOs & Controllers as well as internal Bank staff such as VP's, Directors, CRM / CSM, administrative / operations staff.
5. Develop a good understanding of the leasing industry, competitors, pricing environment, security requirements and product offerings.
6. Strong working knowledge of Word, Excel, Lotus Notes.

Working Conditions
The incumbent is required to travel, several times a month on an unplanned basis within the assigned area. Daily travel by automobile is required. The incumbent is required to carry a laptop and or Blackberry in addition to whatever papers and documents are required.

Equipment financing applications must be dealt with in a timely manner to provide superior customer service. The incumbent has no control over the number of applications received as this is customer and prospect driven. There is stress involved in handling many calls per day both in and out of the office, many of which present problems or opportunities which have to be handled immediately.

Educational Requirement:
Location(s):  Canada : British Columbia : Vancouver 
As Canada's International Bank, we are a diverse and global team. We speak more than 100 languages with backgrounds from more than 120 countries. Our employees are committed to a superior customer experience and use the Bank's six guiding sales practice principles to ensure they act with honesty and integrity.
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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