Director Salesforce Effectiveness

Overview

Purpose

As a key strategic leader within Scotiabank’s International Commercial Banking—one of the Bank’s three must-win priorities—the Regional Director Sales Effectiveness is responsible for designing and executing a high-impact sales strategy to maximize Relationship Manager (RM) productivity, elevate client experience and engagement, and drive scalable, profitable growth. This role leads the transformation of sales performance across 12+ countries by embedding best-in-class practices; deploying a robust and dynamic Target Operating Model and Coverage Model; enhancing the RM role by equipping them with advanced skills, digital tools, and strategic focus to build deeper client relationships, drive growth, and deliver more personalized, value-added service; coordinating targeted training, and championing the adoption of the CRM as the single source of truth for client management and performance tracking.

Key Accountabilities

• Sales Effectiveness Strategy : Proven track record in designing and implementing a comprehensive Sales Force Effectiveness framework tailored to IB Commercial’s diverse markets, with a core focus on improving RM productivity and client impact.
• Coverage Model Leadership : Lead the development and deployment of an optimized client coverage model across all business banking segments, ensuring balanced account loads and clear role definitions.
• CRM Transformation : Proven track record in delivering the adoption, training, and effective use of the CRM—including the Profitability and Account Planning modules—ensuring it supports RM workflows, establishes effective pipeline review and management, enhances visibility, and enables data-driven decision-making.
• Performance Management : Define and monitor KPIs that measure sales effectiveness, client satisfaction, and revenue growth. Establish and institutionalize performance management routines such as sales reviews, forecasting, and pipeline tracking.
• RM Enablement : Enhance the RM role by identifying productivity barriers, coordinating training programs, and embedding tools and processes that allow RMs to focus on high-value client activities.
• Cross-Functional Collaboration : Partner with senior leaders across product, finance, risk, technology, and business planning to align strategy, reporting, and execution across geographies.
• Client Engagement Excellence : Oversee the execution of client engagement strategies that deliver consistent, personalized, and high-impact experiences across all touchpoints.
• Compliance & Risk Alignment : Ensure all initiatives comply with regulatory standards and internal policies (e.g., KYC, AML), safeguarding the Bank’s reputation and client trust.
• Innovation & Thought Leadership : Stay ahead of industry trends, champion a culture of continuous improvement, and promote data-informed decision-making across the organization.

WE OFFER :

Qualifications & Experience

At Scotiabank, we value the unique skills and experiences each individual brings to the organization. We are committed to fostering an inclusive and accessible environment for all. All employees are expected to comply with the bank’s policies, standards, codes, and guidelines regarding non-discrimination and workplace accommodations.

If you require any accessibility accommodations during the recruitment process, please inform our Talent Acquisition team.

Scotiabank is an inclusive employer that values diversity and does not discriminate in any way.

Under no circumstances does the bank request pregnancy or HIV testing.

We appreciate your interest. However, only candidates selected for an interview will be contacted.

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