Client Relationship Manager, Canadian Commercial Banking - Ottawa, Ontario

Requisition ID : 244181

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

Client Relationship Manager, Canadian Commercial Banking - Ottawa, Ontario

Purpose

Contributes to the overall success of Canadian Commercial Banking ensuring specific individual goals, plans, initiatives are executed / delivered in support of the team’s business strategies and objectives. Ensures all activities conducted are in compliance with governing regulations, internal policies and procedures.

The Client Relationship Manager (CRM) possesses a good understanding of financial products and services and focuses on delivering the full bank offering and driving primacy in relationships with our clients. They are responsible for identifying prospects in target markets and managing a client portfolio of standard to moderate complexity. This includes developing robust sales pipelines, engaging in client planning activities with partners, conducting sales calls and qualifying opportunities based on client needs and a high level of due diligence. The role is specific to the Growth segment of Canadian Commercial Banking, which includes clients with annual sales between $5MM-$15MM and credit authorizations from $1MM-$5MM.

The CRM is responsible for conducting sales planning activities, executing on business development strategies and building relationships with partners and both existing and new clients The incumbent is still responsible for initial analysis and continuing to work in collaboration with credit team on completion of credit applications.

This position will cover Eastern Ontario and Bilingual (English / French) is required.

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 Commercial Banking portfolio in the assigned market area by :

• Developing and implementing a marketing strategy to maximize business development opportunities for sustainable growth within the bank’s risk appetite.
• Developing sales plans for prospects and existing clients.
• Identifying prospects / referrals from other internal / external networks.
• Analyzing prospect lists and prioritizing business development opportunities based on market data and customer analytics.
• Partnering with internal stakeholders for non-credit related products.
• Referring clients and prospects to the appropriate Canadian Commercial Banking segment and partners as appropriate.

Pursues a business development program within the assigned market area according to agreed upon growth objectives by :

Builds and maintains a market profile in the assigned market area with both internal and external contacts by :

Ensures all aspects of assigned relationships receive ongoing attention, as required to maintain, improve, grow and retain the relationship by :

Partner with Credit Solution Associate on credit portfolio for authorizations up to $5MM :

Champion sustainment of the Operating Model by :

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

Understands how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions and maintains overall accountability for portfolio compliance.

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.

Reporting Relationship : Reports into the Market Vice President

Education :

Skills / Work Experience :

Previous work experience of at least 2 years (Business Banking or Commercial Banking preferred)

Completion of the Bank’s Training Program a strong asset

Proven sales / closing skills, networking ability and negotiation skills

Strong communication and interpersonal skills as well as strong relationship management skills

Solid Credit skills or knowledge of Commercial Credit preferred

Strong knowledge of Bank’s commercial lending and deposit products and services, and customer profitability model, to provide integrated financial solutions.

Thorough knowledge of the commercial banking marketplace in Canada and a general knowledge of the assigned market area’s key industries and competitive positioning within the assigned market area a strong asset

Understanding of the Canadian Commercial Banking objectives, with 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.

Working Conditions :