Senior Client Relationship Manager, Commercial Banking (12 month Contract)

Scotiabank•Mississauga, ON

1d•Onsite

About The Position

The Senior Client Relationship Manager (SCRM) is a product generalist with a good understanding of financial products and services, focusing on the cross-sell and retention of existing business customers. This role involves identifying prospects in target markets, developing proposed sales pipelines, conducting prospect sales calls, and qualifying opportunities with a high level of due diligence. The SCRM will manage a customer portfolio of moderate to higher complexity, targeting clients with credit authorizations between $5MM to $25MM and annual sales between $15MM to $75MM. The role is specific to the Core segment of Canadian Business Banking. The SCRM is responsible for effective relationship management, sales planning, and service execution for the existing customer base, as well as analyzing and completing credit applications with dedicated support. The ability to speak Cantonese and/or Mandarin is considered a strong asset. This is a 12-month contract position.

Requirements

Undergraduate degree in business or economics or work equivalency.
Previous work experience in Commercial Banking of at least 3 - 5 years.
Very strong sales/closing skills along with 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 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

Ability to speak Cantonese and/or Mandarin considered a strong asset.

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 and partners.
Pursues a business development program within the assigned market area according to agreed-upon growth objectives by direct selling of credit and non-credit commercial products, maintaining an appropriate sales pipeline and calling program, identifying and facilitating the involvement of key Bank resources, maintaining effective follow-up with prospects/referrals, and updating client or contact information accurately.
Builds and maintains a market profile in the assigned market area with both internal and external contacts by planning and completing relationship activities, building and maintaining an awareness of local market and general economic conditions, meeting with business leaders, participating in local professional and community events, and liaising with Bank product specialists.
Ensures all aspects of assigned relationships receive ongoing attention to maintain, improve, grow, and retain the relationship by promoting a strong relationship with the Client Service Associate, using knowledge of the Bank’s products and services, actively seeking customer feedback, liaising with the Shared Services Business Service Centre for fulfillment and compliance, partnering with internal product specialists, and actioning suggestions for process improvements.
Manages an assigned credit portfolio for authorizations between $5MM to $25MM at an acceptable level of risk by completing credit reviews, authorizing/renewing/declining customer requests, preparing documentation, ensuring accounts adhere to conditions of authorization, identifying and resolving deviations, ensuring early identification of problem loans, and making recommendations to Global Risk Management.
Ensures satisfactory onboarding of clients by completing due diligence, owning KYC requirements, coordinating with the CSA for Client Profile Information documentation, resolving inquiries from the Enhanced Due Diligence Unit, obtaining necessary approvals, 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 his/her 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.