Senior Relationship Manager

Scotiabank; Hamilton; On-site; CAD 100,000 - 140,000; Full time

Job summary

Scotiabank in Hamilton, Ontario is seeking a Senior Relationship Manager, Commercial with automotive Dealer Finance expertise. You will develop new business opportunities, manage a portfolio of commercial customers, and drive cross-sell and retention in a defined geographic area.

You will prepare credit proposals, meet objectives for growth, credit quality, and customer satisfaction, while collaborating with product specialists to fulfill client needs.

Qualifications

• Undergraduate degree in Business or Economics or work equivalency.
• Excellent networking and interpersonal skills.
• Excellent communication skills.
• Excellent relationship management skills.
• Experienced credit skills.
• Good knowledge of Bank’s commercial lending and deposit products and services.
• Expert sales/closing skills.
• Thorough knowledge of relationship building and teamwork skills.

Responsibilities

• Promotes growth of the Dealer Finance commercial portfolio in the assigned market area.
• Develops and acts upon qualified prospects/leads to maximize growth opportunities.
• Direct selling of credit and non-credit commercial products to dealers.
• Maintains an ongoing sales pipeline and follows up with existing clients.
• Builds and maintains market profile through networking and external events.
• Liaises with Centre partners for fulfillment and compliance monitoring.

Skills

Networking

Communication

Relationship management

Credit skills

Lending knowledge

Sales/closing

Teamwork

Customer expectations management

Education

Undergraduate degree in Business or Economics

Job description

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Requisition ID: 277912
Join a purpose driven winning team, committed to results, in an inclusive and high-performing culture.

Purpose:

The Senior Relationship Manager, Commercial is an automotive industry specialist in Dealer Finance who focuses on the development of new business opportunities and the cross-sell, up-sell, retention of existing Dealer Finance commercial customers in a specified geographic area. Through relationship selling, he/she develops and manages a customer portfolio, to ensure an effective contribution to the overall success of the unit. This includes meeting financial objectives related to the profitable growth and retention of the individual assigned portfolio and maximizing opportunities to grow the business.

He/she conducts sales planning and fulfills the execution of sales & service for existing and potential new clients within the geographic market area. Incumbent would have the primary responsibility for development and preparation of all credit proposals for new deals. He/she is responsible for meeting negotiated goals which include business development goals, credit quality objectives and customer satisfaction goals.

Accountabilities:

• Promotes the development and profitable growth of the Dealer Finance commercial portfolio in the assigned market area by:
• Developing and acting upon qualified prospects / leads to maximize business development opportunities for sustainable and profitable growth;
• Identifying prospects/referrals from other internal/external networks.
• Pursues a business development program within the assigned portfolio of Dealers according to agreed upon growth objectives by:
• Direct selling of credit and non-credit commercial products;
• Increasing retail market share from Floorplan stores.
• Maintaining an appropriate ongoing sales pipeline;
• Maintaining effective follow-up with existing clients;
• Update client or contact information accurately and in a timely fashion.
• Builds and maintains a market profile in the assigned market area with both internal and external contacts by:
• Building and maintaining an awareness of market area and general economic conditions;
• Participating in related external events and associations to develop and expand network of contacts;
• Liaising and utilizing appropriate segment/product specialist to fulfill identified client needs;
• 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, to achieve customer satisfaction as required to maintain, improve, grow and retain the relationship by:
• Using strong knowledge of the Bank’s products and services including credit application, pricing and underwriting;
• Actively seeking customer feedback on Bank products and services and the delivery of customer service;
• Liaising with Centre partners for fulfillment (including annual credit review process, documentation, security registration) and service activities;
• Liaising with Centre partners for compliance monitoring and reporting actions as required;
• Partner with internal product specialists as required.
• Manage a portfolio of assigned clients at an acceptable level of risk by:
• Developing credit proposals for new customers, and reviewing credit reviews in a timely and sufficiently detailed fashion;
• Developing recommendations on customer proposals within standard Bank policies and forwarding as per established processes for adjudication;
• Ensuring all documentation is properly prepared and executed;
• Ensuring accounts adhere to the conditions of authorization;
• Identifying and resolving deviations from the conditions of authorization.
• Safeguards the Bank’s assets and liabilities by maintaining the quality of assigned portfolio by:
• Ensuring all aspects of the lending cycle are monitored, controlled and managed;
• Maintaining adherence to the Bank’s KYC policies and guidelines, the Anti-Money Laundering program and Guidelines for Business Conduct, by following and reporting any unusual occurrences or fraudulent activities.

Is this role right for you?

In this role, you will:

• The incumbent requires an understanding of Dealer Finance in Canada and a thorough knowledge of their geographic marketplace as well as competitive positioning within the assigned area. The incumbent understands the Bank’s business objectives, thorough knowledge of segment, strategies, structure, as well as its lending and deposit products and services. As well, the incumbent possess expert level credit skills in Automotive Finance.
• Excellent communication and interpersonal skills are essential to this position to ensure a high level of relationship management is maintained. The incumbent must be able to effectively articulate their views both within the Bank and externally in the marketplace.
• Strong PC skills are necessary, including a working knowledge of MS Word, Excel, PowerPoint, Lotus notes and other commercial systems and platforms.
• Strong analytical skills are required to assess and identify issues and facilitate presentation of alternatives and solutions.

External education and/or licensing prerequisites: undergraduate degree in Business or Economics or work equivalency. Other training requirements as determined by the Bank from time to time.

Do you have the skills that will enable you to succeed in this role?

• Excellent networking and interpersonal skills
• Excellent communication skills (oral and written)
• Excellent relationship management skills
• Experienced credit skills
• Good knowledge of Bank’s commercial lending and deposit products and services, and customer profitability model.
• Expert sales/closing skills
• Thorough knowledge of relationship building and teamwork skills
• Ability to manage customer expectations versus the Banks and mediate solutions between the two.

Location(s): Canada : Ontario : Hamilton

Scotiabank is a leading bank in the Americas. Guided by our purpose: "for every future", we help our customers, their families and their communities achieve success through a broad range of advice, products and services, including personal and commercial banking, wealth management and private banking, corporate and investment banking, and capital markets.

At Scotiabank, we value the unique skills and experiences each individual brings to the Bank, and are committed to creating and maintaining an inclusive and accessible environment for everyone. If you require accommodation (including, but not limited to, an accessible interview site, alternate format documents, ASL Interpreter, or Assistive Technology) during the recruitment and selection process, please let our Recruitment team know. We thank all applicants for their interest in a career at Scotiabank; however, only those candidates who are selected for an interview will be contacted.