Client Relationship Manager, Commercial Banking

6 months ago

Halifax, Canada Scotiabank Full time

Requisition ID: 196818

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

**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 $5MM and annual sales between $5MM to $15MM. The role is specific to the Growth segment of Canadian Business Banking.

**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 Business Banking portfolio in the assigned market area by:

- Developing and implementing a marketing strategy to maximize business development opportunities for sustainable growth;
- Developing sales plans for prospects and existing customers;
- Identifying prospects/referrals from other internal/external networks;
- Analyzing prospect lists and prioritizing business development opportunities based on market data and customer analytics;
- Partner with internal resources for non-credit related products
- Referring customers and prospects to the appropriate Canadian Business Banking segment and partners as appropriate.
- Pursues a business development program within the assigned market area according to agreed-upon growth objectives by:

- Direct selling of credit and non-credit commercial products to prospects and customers;
- Maintaining an appropriate ongoing sales pipeline and calling program;
- Identifying and facilitating the involvement of key Bank resources and stakeholders to further business interests
- Maintaining effective follow-up with prospects/referrals on any unsuccessful opportunities
- Updating 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;
- Planning and completing relationship activities that generate sales opportunities and/or provide value to clients;
- Building and maintaining an awareness of local market and general economic conditions
- Meeting with business leaders and other centres of influence
- Participating in local professional and community events and associations to develop and expand network of contacts.
- Liaising and utilizing Bank product specialists to stay abreast of new enhancements, products and services, and to fulfil identified client needs.
- Ensures all aspects of assigned relationships receive ongoing attention, as required to maintain, improve, grow and retain the relationship by:

- Promoting and encouraging a strong relationship with the Client Service Associate (CSAs);
- Actively seeking customer feedback on Bank products and services and the delivery of customer service;
- 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;
- Partnering with internal product specialists on the selling of non-credit products and ensuring customer needs are met
- Action suggestions to continually improve customer satisfaction and processes improvements which may be received directly from clients or through client satisfaction vehicles such as the Pulse.
- Manage an assigned credit portfolio for authorizations up to $5MM at an acceptable level of risk by:

- Completing credit reviews in a timely and sufficiently detailed fashion
- Authorizing, renewing or declining customer requests within standard Bank policies and authorized limits, forwarding others as per established processes.
- Preparing and/or ensuring all documentation is properly prepared
- Ensuring accounts adhere to the conditions of authorization
- Identifying and resolving deviations from the conditions of authorization
- 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;
- Making recommendations relative to structure, monitoring and risk rating to Global Risk Management as issues are identified

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