Director, National Accounts

Role Overview

As a Director, National Accounts, you will be responsible for managing a portfolio of large automotive dealership groups, daily car rental/leasing companies and truck dealerships (EBITDA of $25+ million) that have sophisticated financial needs (credit/loans of $150+ million), including cashflow-based financing for acquisitions and dividend/shareholder loans, real estate/construction financing, multi-lender syndications, and alternative debt capital structures (e.g. high yield and sub-debt). 

Primary accountability for the Director, National Accounts is monitoring the portfolio and ensuring it operates in good standing along with performing key underwriting tasks including financial statement analysis, financial modeling, and credit writing to support high quality credit/loan submissions for new and existing clients.  

You will work closely with the Managing Director, National Accounts, in a fast-paced environment, to grow the portfolio by being involved with pitches for new financing opportunities with prospects & existing clients and growing share of wallet.  Together with the Managing Director, National Accounts, you will maintain and promote an exceptional client service environment and experience to continually achieve industry leading NPS scores for client satisfaction.

This is an important strategic role that will report directly to the Vice President of National Accounts. The candidate must be self-motivated and well-organized, with strong expertise in risk assessment, financial analysis and portfolio management. The candidate must also possess excellent financial analysis and modeling skills and will be able to demonstrate these skills based on their ability to analyze a significant amount of information and present it in a clear and concise manner.

Key Responsibilities

Portfolio Management & Underwriting

• Provides accurate and detailed financial analysis and risk assessment of new and existing customers and provides credit/finance structuring expertise regarding key credit terms such as capital structure, financial covenants, amortization periods, financial statement presentation of Borrower/Credit Group etc.
• Collaborates with clients in the development of financial models and other analytical tools to assist clients in evaluating capital structure and financing structure. You will lead working sessions with clients and internal stakeholders to obtain buy in to finalize financial models as appropriate (e.g. new deal or credit increase opportunities, annual reviews, restructurings etc.).
• Prepares detailed written analysis of credit requests, new business, and annual reviews through credit/loan submissions and credit committee memos done in a timely manner, well written and concisely identifying relevant credit risks and mitigating factors (you will need to stay ahead of industry, economic and finance trends for the automotive sector).
• As part of the analysis and underwriting of each credit opportunity, you will need to stay on top of required due diligence for each throughout the process.
• Makes credit/lending decisions and recommendations in accordance with sound credit-granting principles and in compliance with Bank Policies & Procedures.
• Performs ongoing monitoring and management of assigned portfolio of accounts (e.g. financial statement reporting, financial covenant reporting & performance, borrowing base maintenance etc.), completing annual reviews ahead of expirations and identifying potential problem accounts for enhanced monitoring.

Relationship Management & Business Development

• Supports the preparation and delivery of customized lending proposals and pitches to prospective and existing clients, including leading financial analysis and credit correspondence to support the same.
• Consults regularly with internal stakeholders (i.e. Managing Director, Credit Risk Management, Cash Management, Capital Markets, Wealth Management, Loan Operations etc.) and external stakeholders (prospects/clients and their advisors, accountants & lawyers) as necessary in completing credit-related requests, including underwriting, loan documentation and obtaining necessary deal structure requirements as applicable.
• Ensures a high-quality client experience, while building long-term relationships, and acts as a trusted advisor to internal and external stakeholders.
• Assists in coordination/negotiation of terms and conditions, loan documentation and deal closing with internal and external stakeholders made via in person, phone and e-mail interaction.
• Provides thought leadership (i.e. published articles, social media posts etc.) and keeps abreast of automotive industry trends to constantly deepen expertise and build eminence in the marketplace along with internal and external stakeholders.

Internal Collaboration

• Manages the workflow of other analysts and other bank-provided supporting resources to efficiently complete transitional tasks within tight timelines to support client monitoring and deliverables (e.g. financial spreading, financial covenant reporting and monitoring, receipt of financial/client information).
• Helps determine deal team priorities & key account plans and best sequence for execution of same.
• Works with other team members and deal teams in National Accounts across Canada on an as-needed basis in support of a “one team” approach to execute Business Unit strategy and achieve overall business targets/objectives.
• Partners with internal stakeholders for accurate, detailed client information.
• Remains current on financial and credit trending in the portfolio and communicates the same to Senior Management.
• Actively shares thought leadership, best practices, and/or industry knowledge within the team and business unit.
• Broader work or accountabilities may be assigned as needed.

Qualifications for Success

• Undergraduate/Graduate degree in finance, accounting, business administration, and/or economics/commerce.
• Typically – at least 5-7 years of relevant accounting, financial/credit analysis, business/commercial banking and/or corporate finance experience.  Automotive experience is not required.
• Holding a professional designation (CPA/CFA/CBV) is an asset.
• Strong understanding of financial, capital structuring and/or credit analysis gained through business and/or educational experience.
• Excellent financial modeling skills – In-Depth.
• Superior presentation and PowerPoint skills – In-Depth.
• Strong verbal & written communication skills – In-Depth.   
• Ability to learn quickly, be proactive and manage priorities – In-Depth.
• Collaboration & team skills – In-Depth.
• Analytical and problem-solving skills – In-Depth.
• Time and resource management – In-Depth.
• Negotiation/influencing skills – In-Depth.