Professional Banking Specialist, Lawyers - Ottawa

Is this role right for you?

In this role, you will:

The Professional Banking Specialist contributes to the overall success of the Lawyers & Professional Banking, Business Banking in Canadian Banking team ensuring specific individual goals, plans, initiatives are executed and delivered in support of the team’s business strategies and objectives and ensures all activities conducted are in compliance with governing regulations, internal policies and procedures.

The Professional Banking Specialist is part of a national team responsible for delivering holistic advice and solutions for the profitable growth of existing and new high value professional clients, with a focus on lawyer, accountant, and other non-healthcare professional segments.

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

• Champions a client focused culture to deepen client relationships and leverage broader Bank relationships, systems, and knowledge

• Manage and grow a business banking portfolio of existing and new high value professional clients, with the purpose of achieving significant deposit growth, retention and other targets while meeting the Bank's Service Standards by:

  Developing and maintaining knowledge of assigned professional client portfolio including the nature and progress of their business, their personal banking financial position, and the terms and conditions of financial services used.

  Knowledge of professional client career journey in order to provide specialized and customized advice and solutions to enhance the client’s ability to succeed in their business.

  Knowledge of retail solutions to deliver holistic advice as the one point of contact.

  Developing and maintaining business relationships with internal partners, including retail, small business, commercial, and wealth to identify opportunities to acquire, grow and deepen client relationships.

  Responding to client requests for service, instructing and guiding clients in service use and confirming their satisfaction with the service.

  Taking steps to recover client relationships, when required.

• Acquire new professional business owner relationships and expand existing ones to achieve, sales and other goals by:

  Planning and completing relationship building activities which create sales opportunities and/or provide value to clients, developing and maintaining an awareness of events, trends, and practices in the healthcare and professional markets.

  Identifying prospects using multiple channels including asking for referrals from existing clients, collaboration with internal partners and COIs, developing a network of community business contacts and participating in marketing/educational seminars and industry events.

  Discovering business and personal banking needs/preferences on both sides of the client's balance sheet and engaging the right bankers to deliver holistic solutions.

  Proactively collaborating with Branch Managers, small business/retail advisors and Wealth Management Consultants to ensure a Total Solutions approach (business and personal lending, payments, and investments), is provided to each new and existing professional client.

  Responding to requests for retail/business banking solutions by collecting relevant information, processing the requests, and conducting due diligence as applicable.

  Informing the client of what to expect and when the service is set up for their use, providing necessary set up instructions where appropriate, and ensuring the set up occurs according to plan

  Supporting and closely working with professionals to support the transition from SPSP to SPP.

• Manage an assigned SPP client portfolio at an acceptable level of risk by:

  Working closely with the SPP Solutions Managers/ACE when processing deals.

  Completing credit reviews in a timely and sufficiently detailed fashion.

  Authorizing, renewing, or declining client requests within standard Bank policies and authorized limits, forwarding others as per established processes.

  Preparing and/or ensuring all documentation is properly completed and accounts adhere to conditions of authorization.

  Identifying and resolving deviations from the conditions of authorization.

  Identifying deteriorating and/or unsatisfactory trends affecting the loan portfolio, seizing opportunities to reduce risk and loss.

• Contribute to Small Business Banking’s overall financial and non-financial objectives by:

  Meeting assigned targets, which include asset, deposit and revenue growth, and business development activities, retention, and referral goals as well as other objectives related to client service, operational effectiveness, and personal development.

  Developing an understanding of the branch financial and non-financial goals and how to contribute to them.

  Participating in team meetings, skill-building sessions, and one-on-one coaching sessions.

  Adhering strictly to Bank and Branch security procedures and assigned authorities and responsibilities and reporting any unusual occurrences or fraudulent activity to your supervisor immediately.

• Understand 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 their respective areas in accordance with Scotiabank’s Values, its Code of Conduct, and the Global Sales Principles, while ensuring the adequacy, adherence to and effectiveness of day-to-day business controls to meet obligations with respect to operational, compliance, AML/ATF/sanctions, and conduct risk.

• Champions a high-performance environment and contributes to an inclusive work environment.

Education / Experience

• Minimum 2 years previous experience in business banking financing and relationship management

• Basic university/college courses in accounting, finance, business law, and economics, or equivalent work experience

• Expert knowledge of the features and benefits of Small Business Scotia Professional Plan (SPP) products and services, selling approach, selling tools and calculators

• Thorough credit underwriting experience

• Expert knowledge of Capital Loan Lending program

• Thorough knowledge of features and benefits of Retail Banking products and services for professionals

• Expert knowledge of marketplace and experience in the healthcare and professional segment

• Thorough knowledge of applicable risk management policies and processes

• Thorough and proven knowledge of interviewing, solicitation, marketing, and business development techniques

• Thorough knowledge of professional/small business legal structures, life cycles and owner characteristics

• Thorough knowledge of business financial statements, legal and security documentation for small business products

• Working knowledge of other business line/partner offerings (i.e., Wealth Management, Commercial Banking, GBP, Cash Management services)

• Working knowledge of competitor offerings and alternate sources of financing

• Working knowledge of economic conditions and political events affecting businesses, especially in the professional segment

• The ability to build and maintain key relationships is essential, along with the ability to influence and persuade others. The incumbent must possess tactical planning, implementation, and organization skills. A high degree of flexibility is required to adapt to a wide variety of tasks and function