Senior Relationship Manager, Commercial Automotive

Is this role right for you?

In this role, you will:

Promote 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 growth;
• Identifying prospects/referrals from other internal/external networks.
  

Pursue 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;
• Maintaining an appropriate ongoing sales pipeline;
• Maintaining effective follow-up with existing clients;
• Update client or contact information accurately and in a timely fashion.
  

Build and maintain 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 fulfil identified client needs;
• Participating in local professional and community events and associations to develop and expand network of contacts.
  

Ensure 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 fulfilment (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.
  

Safeguard 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.
• Ensuring adherence to Information, Security and Policy Privacy Requirements.
• Occupational Health & Safety Officer as assigned.
  

Do you have the skills that will enable you to succeed in this role? We’d love to work with you if you have:

• Excellent relationship management skills
• Expert sales and marketing skills
• Excellent understanding of Dealer Finance programs, products, policies and services (in particular, Automotive) including a working knowledge of systems/platforms, routines and operating procedures
• Extensive knowledge of all retail lending indirect and retail leasing products as well as a solid knowledge of other retail products which may meet customer needs
• Strong credit skills and knowledge of Bank’s commercial lending and deposit products and services, and customer profitability model
• Strong knowledge of the Automotive Finance marketplace in Canada and a detailed knowledge of key prospects, major customers and competitive positioning within the assigned market area; awareness of local market and general economic conditions
• Strong understanding of DFC business strategies, structure and objectives and the overall Automotive Finance Strategic plan
• Thorough knowledge of ALS COM, Electronic Dealer Link, F&I Software suppliers, Sales Contact Management software and other Automotive Finance systems and platforms
• Strong personal computer skills and familiarity with word processing, spreadsheet, presentation software and planning tools as the incumbent uses a PC for a variety of communication, sales and general information activities including preparing proposals and documents, monitoring results and responding to enquiries
• Working knowledge of products and services provided by the Bank’s specialized sales forces and other delivery channels such as Wealth Management, Retail & Small Business Banking, etc.
• Undergraduate degree in business or economics or work equivalency.
• 3+ years of sales experience.
• Valid drivers license.
• Other training requirements as determined by the Bank from time to time.
  

Working Conditions

• The incumbent is out of the office most of the time conducting visits, developing business with existing Retail and Commercial customer, and new Retail customers. The SRM is also responsible for resolving customer concerns and complaints.
• The incumbent works in a variety of remote offices including a home office and hotel facilities. The incumbent is required to travel on a daily basis and depending on client needs; the incumbent may undertake extensive travel within the assigned geographic market area, which can be an exceptionally large territory.