Senior Client Relationship Manager Commercial Banking - Laval, QC

Scotiabank • Laval, QC

5d • Onsite

About The Position

Contributes to the overall success of Canadian Commercial Banking ensuring specific individual goals, plans, initiatives are executed / delivered in support of the team’s business strategies and objectives. Ensures all activities conducted are in compliance with governing regulations, internal policies and procedures. The Senior Client Relationship Manager (SCRM) possesses a good understanding of financial products and services and focuses on the client, delivering the full Bank offering and driving primacy. They are responsible for identifying prospects in target markets and managing a client portfolio of moderate to higher complexity. This includes developing robust sales pipelines, engaging in client planning activities with partners, conducting sales calls and qualifying opportunities based on client needs, and a high level of due diligence. The role is specific to the Core segment of Canadian Commercial Banking which includes clients with annual sales between $15MM-$75MM and credit authorizations between $5MM-$25MM. The SCRM is responsible for conducting sales planning activities, executing on business development strategies and building strong relationships with internal partners and both existing and new clients.

Requirements

• Undergraduate degree in business or economics or work equivalency.
• Previous work experience of at least 2-5 years is preferred.
• Very strong sales/closing skills.
• Very strong communication and interpersonal skills are essential to this position. The incumbent must be able to effectively articulate their views both within the Bank and externally in the marketplace.
• Strong credit skills.
• Strong knowledge of Bank’s commercial lending and deposit products and services, and client profitability model, in order to provide integrated financial solutions.
• Ability to conduct due diligence on the strength of client financials for deals of moderate to higher complexity.
• The incumbent requires a strong knowledge of the commercial banking marketplace in Canada and a detailed knowledge of the assigned market area’s key industries and competitive positioning within the assigned market area.
• The incumbent understands 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 Client, 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.
• In addition to French, the successful candidate must also have sufficient knowledge of English, as the work involves interacting and collaborating regularly with groups and individuals based in Toronto, as well as constantly interacting with other people, including clients, who speak English, locally and elsewhere.

Responsibilities

• Champions a client focused culture to deepen client relationships and leverage broader Bank relationships, systems and knowledge.
• Promotes the development and profitable growth of the Canadian Commercial Banking portfolio in the assigned market area.
• Developing and implementing a marketing strategy to maximize business development opportunities for sustainable growth within the bank’s risk appetite.
• Developing sales plans for prospects and existing clients.
• Identifying prospects/referrals from other internal/external networks.
• Analyzing prospect lists and prioritizing business development opportunities based on market data and client analytics.
• Determining pricing for existing client relationships in addition to proposed financing for any prospects, ensuring a satisfactory level of profitability for one’s overall book of business.
• Partnering with internal resources for non-credit related products.
• Referring clients and prospects to the appropriate Canadian Commercial Banking segment and partners as appropriate.
• Driving client primacy through sales of credit and non-credit commercial products to prospects and clients.
• Maintaining an appropriate ongoing sales pipeline and calling program.
• Identifying and facilitating the involvement of key Bank resources and stakeholders to further business interests.
• Maintaining effective follow-up with prospects/referrals on any unsuccessful opportunities.
• Updating client or contact information accurately and in a timely fashion.
• Leveraging latest technology and data to make more informed decision (e.g. Customer 360 dashboard, Salesforce).
• Builds and maintains a market profile in the assigned market area with both internal and external contacts.
• Planning and completing relationship activities that generate sales opportunities and/or provide value to clients.
• Building and maintaining an awareness of local market and general economic conditions.
• Participating in local professional and community events and associations to develop and expand network of contacts.
• Ensures all aspects of assigned relationships receive ongoing attention, as required to maintain, improve, grow and retain the relationship by:
• Promoting and encouraging a strong relationship with the Senior Client Solutions Manager (SCSM) and Client Service Specialist (CSS) and partnering as a team to support client needs.
• Including Global Transaction Banking sales as a part of client meetings when a need is identified.
• Partnering with Service team to ensure satisfactory onboarding of clients.
• Using strong knowledge of the Bank’s streamlined products and services including simplified credit application, standardized and simplified products, standardized pricing and underwriting.
• Actively seeking client feedback on Bank products and services and the delivery of client service.
• Liaising with the Business Banking Operations (BBO) for fulfilment as required.
• Partnering with internal product specialists on the selling of non-credit products and ensuring client needs are met.
• Partner with Senior Client Solutions Manager on credit portfolio for authorizations between $5MM to $25MM.
• Completing credit worthy discussion papers in a timely and sufficiently detailed fashion.
• Collaborating to optimize lending structure and provide ad hoc support through the origination and annual review process.
• Ensuring all documentation is properly prepared in advance of going to the client.
• Making recommendations relative to structure, monitoring and risk rating to Global Risk Management as issues are identified. This may include exiting a relationship.

Benefits

• The opportunity to join a forward-thinking and collaborative team, surrounded by innovative thinkers.
• A rewarding career path with diverse opportunities for professional development.
• Internal training to support your growth and enhance your skills.
• An inclusive working environment that encourages creativity, curiosity, and celebrates success!

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Associate degree