Requisition ID: 228334

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

 

Purpose

Lead and supervise the Business Development Team in Wholesale Banking Mexico and ensure that business strategies, plans and initiatives are carried out or complied with in accordance with current internal regulations, policies and procedures

Responsibilities

•            Lead and drive a customer-centric culture for the entire team in order to deepen customer relationships and take advantage of the Bank's extensive relationships, as well as its systems and knowledge.

•            Redefine and implement the strategy in Commercial banking, based on business priorities and market evolution

•            Drive data-driven, customer-focused Enterprise transformation, accelerating impact on business initiatives and customer experience

•            Create alignment throughout Commercial and with central areas, ensuring a coordinated and timely execution of the defined initiatives

•            Monitor the profitability of credit and deposit portfolios

•            Improvement and continuous streamlining of processes in conjunction with other areas of the bank

•            Issuance of reports and monitoring of results

Strategy

•            Governance: Create and monitor commercial governance with clients (visits) and internal (monitoring at all levels). Detect and coordinate with BNS improvements to Salesforce (visits, pipeline, account plan). Coordinate and monitor Pulse and propose continuous improvements with customer insights

•            Incentives: Create and improve meritocratic incentive systems. Redefine the incentive system together with compensation. Create incentive calculators and manuals. Develop models for the distribution of goals at all levels of the DGA Business Banking

•            Productivity: Deliver follow-up reports (Scorecard, capillarity, productivity). Evaluate productivity of the FdV annually

•            Segmentation: Define the segmentation criteria and handover rules. Create campaigns by segment. Design and implement the comprehensive value proposition by segment, with an initial focus on Prime. Create multivariable models of potential per customer

•            Business Model: Standardization of the salesforce structure. Standardize the number of positions by territories. Rebalance executive portfolios with numerical variables (# of clients per segment). Coordinate training requirements in conjunction with HR

Analytics

• Efficient delivery and analysis of information. Review and consolidate current reports

• Prepare annual budgets and periodically monitor income, expenses, volumes, spreads and number of clients with the Finance DGA

• Design and implement reports and controls to monitor results.

• Design executive presentations

• Liaison of this DGA with the rest of the Bank in administrative matters:

• Finance: obtaining databases and monitoring results

• Human Resources: personnel plant

• Credit: generation of portfolio management reports

• Operations: budget and monitoring of expenses and allocations

• Systems: budget and cost control

• Marketing: marketing budget

• Strategic Planning: generation of comparative reports vs the competition

• Business lines: income distribution agreements and determination of cross-allocations

• Manage the communication of Commercial Banking to keep all staff informed of official guidelines, internal policies, changes and requests from the bank

• Coordinate the different areas of Commercial Banking and GTB to comply with institutional provisions.

• Migrate from management in Excel to automation of tools and advanced analytics

Rentabilidad (Pricing)

• Improve price management (by segment, currency, term and risk)

• Monitor pricing and establish multivariable matrices

• Define and monitor reciprocity commitments

• Create dynamic pricing tools for the sales force

• Create and track benchmarks vs. competitors

• Create advanced analytics models to detect business opportunities

Transformation

• Process improvement in conjunction with other areas of the bank (BSC, Credit, Legal, HR)

• Champion Training in conjunction with HR

• Definition and monitoring of compliance in SLAs

• Champion Jaguar & Conectado

• Prioritize and manage the project portfolio

• Follow up on the execution of DGA priorities in time and performance

• Carry out Business Cases with Finance

• Management BCP, Marketing, BRR

Price table

• Operate the investments of Corporate, Institutional and GBM Banking (Current Portfolio 90,000 million pesos in Investments)

• Provide the means (daily quote, telephone inquiries, email inquiries) to quote the best rate that the Institution can grant for the amount and term of the investment.

• Attention to Productive Accounts

• USD cash coordination

Government Segment

• Central Territorial Advisor

• Evolution of information to FdV and improvement of processes and segmentation focused on Institutional Banking

•            Responsible for providing induction to the position to each new contributor to the team, (whether for new income, promotion or side change), providing general information about the GFSBI, (vision, mission and culture) as well as explaining its job description, key roles and objectives in order for the collaborator to place their role within the GFSBI by strengthening their sense of belonging and reduce the time of the learning curve.

•            Understands the Bank's risk culture and how risk appetite should be considered in daily activities and decisions.

•            Creates an environment where your team performs efficient and effective operations in their respective areas, while ensuring compliance and effectiveness of daily business controls in order to comply with obligations aimed at reducing operational risk, the risk of regulatory noncompliance, the risk of money laundering and financing of terrorism and conduct risk, which include the responsibilities established under the Operational Risk Management Framework, the Risk Management Framework for Regulatory Compliance, the International Manual Prevention of Money Laundering and Financing of Terrorism and the Guidelines for Business Conduct.

•            Promotes a high-performance environment and implements a strategy for the workforce that attracts, retains, develops and motivates your team, and to achieve this, fosters an inclusive work environment, communicates vision, values and business strategy and manages a succession and development plan for the team

Experience

•            Minimum 5 years experience in banking strategy or consulting

•            Essential MBA or similar

•            Economic - administrative career

•            English necessary

 

 

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. 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.