Client Manager, Commercial

2 weeks ago

Burnaby, Canada Scotiabank Full time
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Purpose

Contributes to the overall success of Canadian Business 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" is a product generalist who possesses a good understanding of financial products and services and focuses on the cross sell and retention of existing commercial customers. He/She is responsible for identifying prospects in target markets, developing proposed sales pipelines, conducting prospect sales calls and qualifying opportunities based on customer information and a high level of due diligence. He/She manages a customer portfolio of lower to moderate complexity, with business development activities that targets clients with credit authorizations up to $10MM and annual sales between $5MM to $15MM. The role is specific to the Growth segment of Canadian Business Banking.

The CRM is responsible for ensuring effective relationship management and conducts sales planning and fulfills the execution of service for existing customer base. The incumbent is also responsible for analysis and completion of credit applications.

Accountabilities

  1. Champions a customer focused culture to deepen client relationships and leverage broader Bank relationships, systems and knowledge.
  2. Promotes the development and profitable growth of the Canadian Business Banking portfolio in the assigned market area by:
    1. Developing and implementing a marketing strategy to maximize business development opportunities for sustainable growth.
    2. Developing sales plans for prospects and existing customers.
    3. Identifying prospects/referrals from other internal/external networks.
    4. Analyzing prospect lists and prioritizing business development opportunities based on market data and customer analytics.
    5. Referring customers and prospects to the appropriate Canadian Business Banking segment and partners as appropriate.
  3. Pursues a business development program within the assigned market area according to agreed-upon growth objectives by:
    1. Direct selling of credit and non-credit commercial products to prospects and customers.
    2. Maintaining an appropriate ongoing sales pipeline and calling program.
    3. Identifying and facilitating the involvement of key Bank resources and stakeholders to further business interests.
  4. Builds and maintains a market profile in the assigned market area with both internal and external contacts by:
    1. Planning and completing relationship activities that generate sales opportunities and/or provide value to clients.
    2. Building and maintaining an awareness of local market and general economic conditions.
    3. Participating in local professional and community events and associations to develop and expand network of contacts.
    4. Liaising and utilizing Bank product specialists to stay abreast of new enhancements, products and services, and to fulfil identified client needs.
  5. Ensures all aspects of assigned relationships receive ongoing attention, as required to maintain, improve, grow and retain the relationship by:
    1. Promoting and encouraging a strong relationship with the Client Service Associate (CSAs).
    2. Using strong knowledge of the Bank's streamlined products and services including simplified credit application, standardized and simplified products, standardized pricing and underwriting.
    3. Actively seeking customer feedback on Bank products and services and the delivery of customer service.
    4. Liaising with the Shared Services Business Support Centre (BSC) for fulfilment (including documentation, liaising with third parties, security registration), compliance monitoring, reporting actions and all service activities as required.
  6. Manage an assigned credit portfolio for authorizations up to $5MM at an acceptable level of risk by:
    1. Completing credit reviews in a timely and sufficiently detailed fashion.
    2. Authorizing, renewing or declining customer requests within standard Bank policies and authorized limits, forwarding others as per established processes.
    3. Ensuring accounts adhere to the conditions of authorization.
    4. Ensuring early identification of problem loans and ensuring the accuracy of risk ratings through identification of changes in account quality via review of industry/economic trends.
    5. Making recommendations relative to structure, monitoring and risk rating to Global Risk Management as issues are identified. li>
  7. Ensures satisfactory onboarding of clients by:
    1. Completing diligence to ensure thorough understanding of the Client's business and expected business activity and that it aligns with the Bank's risk tolerance.
    2. Co-ordinating efforts with the CSA to ensure satisfactory completion of the Client Profile Information documentation, satisfactory resolution of inquiries from the Enhanced Due Diligence Unit and obtaining necessary approvals from Leadership as required.
  8. Champion and support a culture of diversity and other initiatives aligned with the Bank strategy.
  9. Understand how the Bank's risk appetite and risk culture should be considered in day-to-day activities and decisions.
  10. Actively pursues effective and efficient operations of his/her respective areas, while ensuring the adequacy, adherence to and effectiveness of day-to-day business controls to meet obligations with respect to operational risk, regulatory compliance risk, AML/ATF risk and conduct risk, including but not limited to responsibilities under the Operational Risk Management Framework, Regulatory Compliance Risk Management Framework, AML/ATF Global Handbook and the Guidelines for Business Conduct.
  11. Champions a high-performance environment and contributes to an inclusive work environment.
  12. Strong organizational skills are necessary to manage significant data from multiple sources and balance various tasks from client service administration to borrower reporting processing to credit related support.

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