Managing Director, National Accounts Group

A career within the National Accounts Group at National Bank involves primarily supporting large private companies with their complex financing needs, which typically range between $25 and $400 million. As the General Manager, National Accounts Group based in Montreal, you will be responsible for growing the business client portfolio assigned to you. The varied and complex tasks will quickly allow you to become a privileged guide in all your clients' financial projects, such as business acquisitions, project financing, or recapitalization.

Your role:

• Identify and develop business opportunities in your market, increase your commercial clientele, and establish business development strategies.
• Generate significant revenue for the bank over a prolonged period and recognize cross-selling opportunities for banking products across all divisions of the bank.
• Lead the deal team in presenting offers to potential clients to maximize sector penetration and returns.
• Conduct cross-selling initiatives with clients across all divisions of the firm and convert them into sales while maintaining strategic relationships with key internal and external partners.
• Provide transaction structuring expertise and additional expertise as needed and based on knowledge.
• Achieve your clients' business objectives by proposing financial strategies based on an optimal arrangement of products and services offered by the bank.
• Manage relationships and negotiate with sophisticated clients with financing needs typically between $25 and $400 million in complex transaction contexts.
• Identify issues, gaps, and process improvements through open communication internally and with other divisions of the bank, and by monitoring performance against benchmarks.
• Respond to evolving client needs by adapting and optimizing financial products, generating value-added financial ideas, and adopting sales approaches.
• Negotiate the terms of complex credit agreements with clients, ensuring they meet risk management standards and desired profitability criteria.
• Stay abreast of the changing competitive market to ensure appropriate pricing and structuring of new transactions.
• Understand market conditions that impact clients and maintain a strong knowledge of general economic conditions to ensure all risks are appropriately managed.
• Identify and refer opportunities for the capital markets sector.
• Collaborate effectively with colleagues from other business units within the bank to foster daily synergy.
• Establish and maintain a strong market presence by building relationships with key industry stakeholders (accounting firms, advisors, law firms, and key industry and business leaders) and participating in related professional associations.
• Actively work with specialists as needed to support successful syndication and sales.
• Work in concert with various internal partners (including the Portfolio Management Director, Account Officer, Risk Management team, Treasury, Private Banking, etc.) and external partners (legal and accounting advisors).
• Apply your expertise and think creatively to address unique or ambiguous situations and find solutions to multiple, interdependent, complex problems.
• Play a leadership role and participate in the development of less experienced team members.
• Reinforce the sales process and client experience, identify gaps, issues, and best practices.
• Identify inherent risks in the Corporate sector's activities.

Your team:

The National Accounts Group (“GCN”) is composed of approximately 20 finance professionals and operates in a highly competitive and dynamic environment. You will report to the General Manager and Co-Head of Western Quebec – National Accounts Group. Our training programs are based on on-the-job learning to help you master your role. You can access personalized training content on topics such as banking solutions and the consultative approach to support your continuous learning. You will also have access to colleagues with a wide range of expertise, experience, and backgrounds to enrich all aspects of your development.

Prerequisites:

• Based on your academic background, a minimum of eight years of experience in business development and sales in the financial sector:

• Bachelor's degree and ten years of experience

• Master's degree and eight years of experience

• Understanding of the syndication process due to the scale of transactions, an asset.
• Solid knowledge of loans and auxiliary products and services (cash management, derivatives, etc.) and the ability to identify auxiliary business opportunities for existing and potential clients.
• The incumbent must possess in-depth credit knowledge and credit portfolio management skills.
• Extensive expertise in financial and business analysis and an understanding of inherent risks.
• Understanding of the syndication process due to the scale of transactions.
• Strong experience in commercial credit and financing mergers and acquisitions.
• Experience in sales and business development.
• Established network of professional contacts with medium and large local companies.
• Excellent interpersonal and communication skills.
• Excellent analytical and problem-solving skills