Senior Client Relationship Manager, Canadian Commercial Banking (London, ON)

Scotiabank; London; On-site; CAD 85,000 - 120,000; Full time

Job summary

A leading bank in the Americas is seeking a Senior Client Relationship Manager in London, Ontario. This role focuses on contributing to Canadian Business Banking through effective relationship management and sales strategies for clients with credit authorizations between $5MM to $25MM. Candidates should possess a strong background in commercial banking and excellent interpersonal skills.

Qualifications

• 2 - 5 years of commercial banking experience preferred.
• Knowledge of the Bank’s commercial lending and deposit products.
• Proficiency in onboarding, KYC, and AML processes.

Responsibilities

• Develop and implement marketing strategies for sustainable growth.
• Manage an assigned credit portfolio.
• Build and maintain a market profile with internal and external contacts.

Skills

Strong sales/closing skills

Networking skills

Negotiation skills

Communication skills

Relationship management skills

Credit analysis skills

Education

Undergraduate degree in business or economics

Tools

MS Word

Excel

PowerPoint

Outlook

Job description

Overview

Title: Senior Client Relationship Manager, Canadian Commercial Banking (London, ON)

Requisition ID: 237162

Join a purpose driven winning team, committed to results, in an inclusive and high-performing culture.

Senior Client Relationship Manager, Canadian Commercial Banking (London, Ontario)

Purpose: Contributes to the overall success of Canadian Business Banking by ensuring specific goals, plans, and initiatives are executed in support of the team’s business strategies and objectives. Ensures all activities comply with governing regulations, internal policies and procedures. The SCRM is a product generalist with a good understanding of financial products and services, focusing on cross-sell and retention of existing business customers. You will identify prospects in target markets, develop proposed sales pipelines, conduct prospect sales calls and qualify opportunities based on customer information and due diligence. You 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 within the Core segment of Canadian Business Banking. The SCRM is responsible for effective relationship management, sales planning, and execution of service for the existing customer base, including analysis and completion of credit applications with dedicated support.

Accountabilities

• 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 to maximize business development opportunities for sustainable growth
• Developing sales plans for prospects and existing customers
• Identifying prospects/referrals from other internal/external networks
• Analyzing prospect lists and prioritizing opportunities based on market data and customer analytics
• Determining pricing for existing relationships and proposed financing for prospects, ensuring profitability
• Partner with internal resources for non-credit related products
• Refer customers and prospects to the appropriate Canadian Business Banking segment and partners as appropriate

Business Development

• Pursues a business development program within the assigned market area toward agreed growth objectives
• Direct selling of credit and non-credit commercial products to prospects and customers
• Maintain an ongoing sales pipeline and calling program
• Identify and involve key Bank resources and stakeholders to advance business interests
• Maintain effective follow-up with prospects/referrals on opportunities
• Update client or contact information accurately and timely

Relationship Building & Market Presence

• Build and maintain a market profile in the assigned area with internal and external contacts
• Plan and complete relationship activities that generate sales opportunities and/or provide client value
• Maintain awareness of local market and economic conditions
• Meet with business leaders and centers of influence; participate in local events and associations to expand network
• Liaise with Bank product specialists to stay informed of enhancements and to meet client needs

Relationship Management & Client Service

• Maintain ongoing attention to assigned relationships to sustain and grow the relationship
• Promote a strong relationship with the Client Service Associate (CSA)
• Use knowledge of streamlined products, including simplified credit applications and pricing
• Solicit customer feedback on products, services, and delivery
• Coordinate with the Shared Services Centre for fulfillment and compliance monitoring
• Partner with internal product specialists on non-credit product sales
• Suggest improvements from client feedback or satisfaction initiatives

Credit Portfolio Management

• Manage an assigned credit portfolio with authorizations between $5MM and $25MM
• Complete credit reviews timely and in detail
• Authorize, renew or decline requests within policy; escalate as needed
• Prepare and ensure proper documentation and compliance with authorization conditions
• Identify and address deviations; monitor risk and adjust ratings as needed
• Provide recommendations to Global Risk Management; may include exiting a relationship

Onboarding & Compliance

• Complete due diligence to understand client business and ensure alignment with risk tolerance
• Own KYC requirements and coordinate with CSA for client profile information documentation
• Resolve inquiries from Enhanced Due Diligence Unit and obtain required leadership approvals
• Ensure KYC documentation is properly on file

Operating Model & Diversity

• Own activities and behaviors to align with roles, responsibilities, guidelines and processes
• Promote a culture of diversity and inclusion aligned with Bank strategy
• Understand Bank risk appetite and risk culture in day-to-day activities
• Ensure operation controls meet obligations for operational, regulatory, AML/ATF and conduct risk

Working Environment

• Work in a standard office-based environment; non-standard hours may occur
• Travel within the assigned territory is required; a vehicle is required

Location

Location(s): Canada : Ontario : London (ON)

Education / Experience / Other Information

Education:

• Undergraduate degree in business or economics or work equivalency
• Other training requirements as determined by the Bank from time to time

Skills / Work Experience

• 2 - 5 years of commercial banking experience preferred
• Strong sales/closing, networking, negotiation, and communication skills
• Strong relationship management and credit analysis skills
• Knowledge of the Bank’s commercial lending and deposit products and profitability model
• Ability to conduct due diligence on financials for moderate to high complexity deals
• Strong knowledge of onboarding, KYC, AML processes
• Proficiency in MS Word, Excel, PowerPoint, Outlook and other systems
• Key competencies: Customer Focus, Communication, Results Focus, Building Strategic Relationships, Strategic Influencing, Self-Awareness & Personal Development

Working Conditions (cont.)

Work in a standard office-based environment; travel within assigned territory; vehicle required.

Scotiabank is a leading bank in the Americas. Guided by our purpose: "for every future", we help our customers, their families and their communities. If you require accommodation during the recruitment process, please let our Recruitment team know. Candidates must apply online. Only those selected for an interview will be contacted.