Riyad Salam
Ajax,ON
Summary
Over 20 years career with RBC, I have focused on building depth and breadth across Retail, Commercial and National Office roles and have held a blend of sales and leadership roles. My ability to move the market is deeply rooted to my ability to connect with people and my teams; deep expertise in commercial and personal credit underwriting, Wealth management, financial planning and my ability to balance various stakeholders' expectations.
Overview
21
21
years of professional experience
Work History
National Director, Segment Strategy
RBC
Toronto, ON
03.2023 - Current
- As a National Director, I lead strategies for two major sectors: Healthcare (dentists, physicians, and healthcare practitioners) and Business Services & Professionals (for example, lawyers, accountants, engineers, business services companies, and so on), a combined portfolio of over $43 billion in overall volume.
- Influenced changes in FPBL-23, H2L2-6, and L3-8, guidance towards dental startups, and presenting corporate distribution in credit underwriting allowed the field to win today and contributed to speeding up the credit decision process.
- Influenced and co-developed the changes in the capital loan program, making it more marketable to attract professional firms.
- By continuously looking ahead and monitoring changes in the macro environment, I led the collaboration with Johnson & Johnson Med Tech, sponsored the Academy of Ophthalmic Education, and continued discussions with the Ontario Dental Association and Ontario Medical Association, which will pave our path to success in the future.
- Carried out internal initiatives such as Project Powerplay, BATNA Exercise (Best Alternatives to the Negotiated Items) in GTR, BC, Edmonton, and Calgary, contributing to renewed confidence in negotiation and value prop.
- Continuously working with various stakeholders to make things happen for the sector I lead.
- Q3 Silver Award winner in the National Office.
National Enablement Coach
RBCx
Toronto, ON
08.2021 - 03.2023
- As the first-ever appointed National Coach, I successfully developed and implemented customized practice management for RBCx to positively impact employee capability, client experience, advisor productivity, and improved portfolio quality.
- Worked with the senior leadership team and led the development of various strategies to scale RBCx's business: early growth client strategy, revamping employee onboarding and training, and collaboration journey with multiple stakeholders.
- Developed an end-to-end new employee onboarding map for RBCx.
- Recipient of the Q1 2022 Performance Award as NEC.
- Recipient of the Q3 2023 Performance Award for my contribution to developing the onboarding resources for new employees.
Community Market Manager
RBC
Toronto, ON
11.2018 - 08.2021
- Led as an integrator to develop and deliver one RBC mandate through the newly formed East Toronto Community, consisting of five branches with over $4.2 billion portfolio, with 64 direct and indirect reports.
- The Scarborough community was one of the largest communities in GTR, with 5 branches, 5 PL08s, and 1 PL07 BM as direct reports, and 65 indirect reports, with the mandate of balanced volume growth, talent management, client satisfaction, and productivity.
- Led the healthcare strategy for Scarborough as one of GTR's top teams based on NCA, P&S penetration, and market presence.
- Create an inspired and engaging workplace. Strengthen our client and community relationships.
- Led the credit committee, consisting of business bankers, to effectively collaborate with the mortgage specialists to target business owners who do not bank with RBC.
- Simplified the ATF (Access to Fund) calculations that helped MSs win self-employed clients, which in turn introduced them to BM or CFS and contributed to CFS.
Branch Manager - Flagship
RBC
Toronto
02.2016 - 11.2018
- Led the flagship unit (top 25 large units in GTR) to achieve a superior market share.
- Positively impacted the ecosystem internally and externally by bringing people close to each other.
- I Led and developed capabilities to retain and grow the book size of to over a Billion Dollars.
- Integrated cross-platform capabilities to achieve a superior result in the integrated market and simultaneously helped develop businesses for CFS/ DS/FP and PB Platform.
- Led the team to embrace technological advancement to empower clients with higher service and convenience.
- Grew the book size by over $220MM in less than two years
- Awarded RBC LEO: Leadership Category
- Effectively and successfully integrated the commercial banking division with the integrated market to create synergy and grow business significantly in both segments.
- Integration activities led by my team are showcased as role models for Canadian Banking. I participated in several road shows amongst senior leaders' conferences to demonstrate and coach on the recipe.
- Led the creation of the FAS team to support MS partners - which generates significant cross-platform opportunities for retail, Small Business and CFS.
- Led the initiative of skill building for the retail advisors on understanding financial statements for Small/mid-sized businesses to increase the cross-platform introductions between PFS, CFS, Small Businesses, Financial Planning and specialized sales force, i.e. MS/IRP/ and other wealth managers.
Commercial Account Manager - Real Estate and Const
RBC
Toronto, ON
02.2013 - 02.2016
- Commercial lending, risk management, portfolio management of the mid-market construction and real estate portfolio, revenue growth, and new client acquisition.
- I gained an extensive understanding of commercial credit, namely income-producing property, construction company-focused lending, and retail credit (gas stations).
- Managed a senior. Portfolio for several months.
- RBC Convention winner 2015 as a top commercial banker.
- Stack ranked #5 in Canada, with over 40% revenue growth and 16 NCA in 2015.
- Top performer: risk management & Portfolio quality : Q2, Q3, Q4, 2014.
- Top performer: sales leadership and business development: Q1, Q2, Q3, Q4, 2015.
Branch Manager - Denovo Branch
RBC
04.2009 - 02.2013
- Led the team to exceed the desired break even within the target date.
- Led the team to be one of the most productive teams (#1-3) within East York and Beach region sales result
- Led the team to achieve TOP client loyalty results (over 73%) in East york and the Beaches.
- Led group banking in the area and achieved major GFS acquisition.
- Achieved top volume growth within a short period by implementing a solid partnering routine with IRP, MS, DS IA, PB, AMBPs and CAMs
Senior Account Manager - Personal Banking
RBC
Toronto, ON
01.2006 - 04.2009
- I led the deepening of relationships with top-tier personal banking clients.
- Built my portfolio focusing on self-employed clients and gained superior credit experience lending to this group
- Mentored and coached newer personal bankers
- Consistent retention ratio of the existing book size at the renewal time achieved through disciplined contact management routine
- Top volume producer in the East York & Beaches market
- RBC convention winner as a relationship manager in 2009
Various Personal Banking Roles
RBC
Toronto, ON
01.2004 - 01.2006
- Started as a casual part time client service representative supporting various branches in GTR
- Worked as a personal banker/ Account Manager at Bloor & Yonge Branch in GTR
Education
Certification - In Progress - Negotiation Mastery
Harvard School Of Business, Online
03.2023
Executive MBA - Innovation Leadership
University of Fredericton
Fredericton, NB09.2021
BBA - Business Administration
University of Windsor
Windsor, ON08.2001
Certificate - Branch Compliance Officer - Compliance
Canadian Securities Institute
01.2009
Certificate of Financial Counseling - Financial Planning
Canadian Securities Institute
Toronto, ON08.2008
Skills
- Drive to Impact
- Balance Multiple Stakeholder's Expectations
- Talent development
- Resource Management
- Creative Thinking
- Problem Solving
- Analytical
- Result oriented team player
- Lead from the front
Accomplishments
- RBC Conference recipient as a Senior Account manager - Personal Banking
- RBC Conference recipient (2nd time) as a Commercial Account Manager
- RBC Conference recipient (3rd time) as a Branch Manager
- Leo Recipient - Leadership Category
- Multiple quarterly award recipients for volume growth, leadership, Risk Management and Portfolio Quality
Timeline
National Director, Segment Strategy
RBC
03.2023 - Current
National Enablement Coach
RBCx
08.2021 - 03.2023
Community Market Manager
RBC
11.2018 - 08.2021
Branch Manager - Flagship
RBC
02.2016 - 11.2018
Commercial Account Manager - Real Estate and Const
RBC
02.2013 - 02.2016
Branch Manager - Denovo Branch
RBC
04.2009 - 02.2013
Senior Account Manager - Personal Banking
RBC
01.2006 - 04.2009
Various Personal Banking Roles
RBC
01.2004 - 01.2006
Certification - In Progress - Negotiation Mastery
Harvard School Of Business, Online
Executive MBA - Innovation Leadership
University of Fredericton
BBA - Business Administration
University of Windsor
Certificate - Branch Compliance Officer - Compliance
Canadian Securities Institute
Certificate of Financial Counseling - Financial Planning
Canadian Securities Institute
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