Senior Relationship Manager, Equipment Finance – Saskatoon, Saskatchewan

Purpose

The SRM Scotia Leasing is responsible for marketing and selling all Scotia Leasing products directly to Commercial Banking clients and prospects. The focus of sales efforts will be equipment finance and lease transactions from $250,000 to $50,000,000+ for 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 the 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, high‑level review of financial statements, and 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: Market Vice President Western Canada

Key Accountabilities

• Acquire profitable equipment finance and lease transactions.
  
  
  
  
  
  
  
  • Identify prospects and implement an aggressive calling program within the assigned area.
  
  
  • Maintain close contact with CRMs/CSMs, clients and prospects.
  
  
  • Influence branches and centres to identify potential Scotia Leasing customers.
  
  
  • Negotiate structures addressing accounting, legal, taxation and risk considerations.
  
  
  • Guide pricing for transactions up to $2MM and recommend pricing above $2MM to Director.
  
  
  • Effectively follow‑up proposals to ensure a high close ratio.
  
  
  • Analyze financial information to ensure minimum criteria are met; decline or seek approval as required.
  
  
  • Provide technical expertise on risk to credit teams.
  
  
  • Vet lease documents for accuracy.
  
  
  
  


• Influence and assist branches to acquire equipment finance/leases.
  
  
  
  • Maintain weekly contact with VP Western Canada, CRM/CSM.
  
  
  • Understand client portfolio and provide technical expertise on structure, pricing, documentation.
  
  
  • Present Scotia Leasing product info via formal presentations and meetings.
  
  
  • Provide recognition, best practices, and applause.
  
  
  
  






• Maintain reporting and pipeline.
  
  
  
  • Maintain current call reporting/activity log.
  
  
  • Maintain pipeline of sales opportunities.
  
  
  • Assist in monthly/quarterly reports to regional leaders.
  
  
  
  


• Cross‑sell Scotiabank’s product suite.
  
  
  
  • Identify opportunities for stand‑alone Scotia Leasing clients to use other bank products.
  
  
  
  

Skills

• Detailed knowledge of equipment finance and leasing (accounting, taxation, credit, pricing, security).


• Strong understanding of financial statements, analysis, and credit structuring.


• Excellent interpersonal skills with CFOs, controllers, and internal staff.


• Understanding of leasing industry, competitors, pricing, security, and product offerings.


• Proficient in Word, Excel, Lotus Notes.

Working Conditions

Required travel within the assigned area several times a month on an unplanned basis. Daily travel by automobile. Must carry laptop and cell phone. Timely handling of equipment financing applications is required.

Handling many calls per day creates stress.

Educational Requirement

University degree.

Location(s)

Canada: Saskatchewan: Saskatoon

Direction Received

Incumbent prepares and recommends strategies for current business acquisition within given scope and budget.