VP/Associate Group Director

To establish, develop and maintain pro-actively a team portfolio of Commercial Clients who require routine as well as complex structured trade finance and other Commercial Clients Relationship services in order to generate revenue for the Bank through managing the Commercial Clients relationships professionally subject only to broad guidance and direction on orientation from policies, but with attendant credit responsibility and accountability.

Pro-actively establishes, develops and maintains a team portfolio of Commercial Clients ensuring that new relationships or ongoing requirements of existing clients attain maximum revenue within acceptable risk profile requirements by carrying out detailed financial analysis of the client accounts and develops proposals within defined Bank procedures and often creates structured finance and treasury transactions and facilities using analytical and constructive thinking with a large degree of evaluative judgement to meet the client needs. Further adopts appropriate relationship management strategies to protect the Bank's interest at all times e.g. potential defaults and to meet the clients expectations of the relationship with differing situations often requiring varied styles of creation or identification and selection of appropriate solutions.
* Markets to large existing and potential clients the full complement of products and services offered by the Bank, including Treasury, Personal Banking and Private Client Banking and promotes within group opportunities by referring potential relationships to other business lines as needed.
* Remains up to date in designated specialist industry thus acting as a technical resource / advisor to clients on matters relating to this industry e.g., proposed new client, provision of market feedback in relation to structure of facilities, product suitability and market trends.
* Contributes to overall strategy formulation, bringing to bear market knowledge, competitor analysis and innovative 'deal' structures in order that the strategy reflects market.
* Monitors market and competitor activities and strategies to ensure that opportunities for new business.
* Identifies through account management potential defaulting accounts and investigates through closer management of the account cause for concern and recommends to the SVP of Corporate Banking appropriate remedial action.
* Additional responsibility of running with ad hoc Commercial Clients projects which come up from time to time.

KEY RELATIONSHIPS

CONTRIBUTES TO
* The achievement of overall Corporate Banking Strategy.
* Revenue generation for Commercial Clients, Treasury and to a lesser extent, Personal Banking.
* Protection of the bank's reputation. Bank's ability to meet legal and regulatory obligations. Minimizing risk of the bank being used by money launderers.

Bachelor's degree (B. A.) or equivalent
• Minimum of three to five years related experience or equivalent

• Proven success in consultative outside sales in financial services, business-to-business sales, or small business banking
• Is passionate about outside sales and enjoys spending time prospecting
• Self-motivated to enhance existing relationships and exceed sales goals
• Able to analyze financial conditions and needs of clients and industry trends
• Can understand and interpret financial statements and cash flow analysis
• Has excellent communication skills and demonstrated leadership ability
• Strong listening and client experience skills; skilled in making outbound calls
• Ability to effectively engage with clients and identify needs to enhance the client relationship
• Ability to problem solve and provide solutions to client issues
• Desire to build strong relationships with teammates, business partners and specialists through collaboration
• Self-motivated, confident and the ability to multitask effectively

• Well-developed negotiation, project, and account management skills
• Creative, flexible, and innovative team player
• Commitment to excellence and high standards
• Ability to work with all levels of management
• Demonstrated ability to make successful presentations to individuals and/or groups at all levels of an organization
• Ability to calculate figures and amounts such as discounts, interest, commissions, and percentages
• Excellent problem resolution and consultative sales skills
• Versatility, flexibility, and a willingness to work within constantly changing priorities with enthusiasm
• Ability to travel to other locations for meetings and training as required

PHYSICAL DEMANDS:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Regular attendance and punctuality are essential functions of every job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

While performing the duties of this job, the employee is regularly required to sit, use hands and fingers, handle or feel objects, use tools or controls, reach with hands and arms, talk and/or hear. The employee frequently is required to stand and walk. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by the job include close vision, distance vision, peripheral vision, color vision, depth perception, and the ability to adjust focus.