Senior Client Relationship Manager, Canadian Commercial Banking - Lethbridge

Scotiabank•Calgary, AB

11d•Onsite

About The Position

The Senior Client Relationship Manager (SCRM) is a product generalist with a solid understanding of financial products and services, focusing on cross-selling and retaining existing business customers. This role involves identifying prospects in target markets, developing sales pipelines, conducting sales calls, and qualifying opportunities through due diligence. The SCRM will manage a portfolio of moderate to higher complexity, targeting clients with credit authorizations between $5MM to $25MM and annual sales between $15MM to $75MM, specifically within the Core segment of Canadian Business Banking. The SCRM is responsible for effective relationship management, sales planning, service execution for existing customers, and credit application analysis with dedicated support.

Requirements

Undergraduate degree in business or economics or work equivalency.
Previous work experience in Commercial Banking (minimum of 3 - 5 years is preferred).
Very strong sales/closing skills.
Strong networking ability.
Very strong negotiation skills.
Very strong communication and interpersonal skills are essential to this position.
Strong relationship management skills.
Strong credit skills.
Strong knowledge of Bank’s commercial lending and deposit products and services, and customer profitability model, in order to provide integrated financial solutions.
Ability to conduct due diligence on the strength of customer financials for deals of moderate to higher complexity.
Thorough knowledge of relationship building and teamwork skills.
Strong knowledge of the commercial banking marketplace in Canada and a detailed knowledge of the assigned market area’s key industries and competitive positioning.
Understanding of the Canadian Business Banking objectives, and has a thorough knowledge of segment, strategies and structure, as well as its lending and deposit products and services.
Good knowledge of Onboarding, Know Your Customer, Anti Money Laundering processes.
Good PC skills are necessary, including a working knowledge of MS Word, Excel, PowerPoint, Outlook and other commercial systems and platforms.
Key Competencies include: Customer Focus, Communication, Results Focus, Building Strategic Relationships, Strategic Influencing and Self-Awareness & Personal Development.

Nice To Haves

Other training requirements as determined by the Bank from time to time.

Responsibilities

Champions a customer-focused culture to deepen client relationships and leverage broader Bank relationships, systems, and knowledge.
Promotes the development and profitable growth of the Canadian Business Banking portfolio in the assigned market area by developing and implementing a marketing strategy, developing sales plans, identifying prospects/referrals, analyzing prospect lists, determining pricing, partnering with internal resources for non-credit products, and referring customers to appropriate segments.
Pursues a business development program within the assigned market area according to agreed-upon growth objectives by directly selling credit and non-credit commercial products, maintaining a sales pipeline and calling program, identifying and facilitating the involvement of key Bank resources, maintaining follow-up with prospects, and updating client information.
Builds and maintains a market profile in the assigned market area with both internal and external contacts by planning and completing relationship activities, maintaining an awareness of local market and economic conditions, meeting with business leaders, participating in local events, and liaising with Bank product specialists.
Ensures all aspects of assigned relationships receive ongoing attention by promoting a strong relationship with the Client Service Associate, using knowledge of the Bank’s products and services, seeking customer feedback, liaising with the Shared Services Business Service Centre, partnering with internal product specialists, and actioning suggestions for improvement.
Manages an assigned credit portfolio for authorizations between $5MM to $25MM at an acceptable level of risk by completing credit reviews, authorizing/renewing/declining requests, preparing documentation, ensuring accounts adhere to authorization conditions, identifying and resolving deviations, identifying problem loans, and making recommendations to Global Risk Management.
Ensures satisfactory onboarding of clients by completing due diligence, owning KYC requirements, coordinating efforts with the CSA, and ensuring all KYC documentation is properly on file.
Champions sustainment of the Operating Model by taking ownership that activities and behaviors align to roles and responsibilities and adherence to guidelines and processes within the Team.
Champions and supports a culture of diversity and other initiatives aligned with the Bank strategy.
Understands how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions.
Actively pursues effective and efficient operations of their respective areas, while ensuring the adequacy, adherence to and effectiveness of day-to-day business controls to meet obligations with respect to operational risk, regulatory compliance risk, AML/ATF risk and conduct risk.
Champions a high-performance environment and contributes to an inclusive work environment.