Client Relationship Manager, Canadian Commercial Banking

Client Relationship Manager, Canadian Commercial Banking - Brantford or Guelph or Cambridge, Ontario

Requisition ID: 243984

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

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 the credit team on completion of credit applications.

Accountabilities

- Champion a customer focused culture to deepen client relationships and leverage broader Bank relationships, systems and knowledge.

- Promote 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.

- Develop sales plans for prospects and existing clients.

- Identify prospects/referrals from other internal/external networks.

- Analyze prospect lists and prioritize business development opportunities based on market data and customer analytics.

- Partner with internal stakeholders for non‑credit related products.

- Refer clients and prospects to the appropriate Canadian Commercial Banking segment and partners as appropriate.

- Drive client primacy through sales of credit and non‑credit commercial products to prospects and clients.

- Maintain an appropriate ongoing sales pipeline and calling program.

- Identify and facilitate the involvement of key Bank resources and stakeholders to further business interests.

- Maintain effective follow‑up with prospects/referrals on any unsuccessful opportunities.

- Update client or contact information accurately and in a timely fashion.

- Leverage latest technology and data to make more informed decision (e.g., Customer 360 dashboard, Salesforce).

- Plan and complete relationship activities that generate sales opportunities and/or provide value to clients.

- Build and maintain an awareness of local market and general economic conditions.

- Meet with business leaders and other centres of influence.

- Participate in local professional and community events and associations to develop and expand network of contacts.

- Liaise and utilize Bank product specialists to stay abreast of new enhancements, products and services, and to fulfil identified client needs.

- Promote and encourage a strong relationship with the Credit Solutions Associate (CSA) and Client Service Specialist (CSS) and partner as a team to support client needs.

- Include the Cash Management Contact Centre for Commercial Banking / Global Transaction Banking sales as part of client meetings when a need is identified.

- Partner with Service team to ensure satisfactory onboarding of clients.

- Use strong knowledge of the Bank’s streamlined products and services including simplified credit application, standardised and simplified products, standardised pricing and underwriting.

- Actively seek customer feedback on Bank products and services and the delivery of customer service.

- Partner with internal product specialists on the selling of non‑credit products and ensuring customer needs are met.

- Action suggestions to continually improve client satisfaction and process improvements which may be received directly from clients or through client satisfaction vehicles such as the Pulse.

- Complete credit worthy discussion papers in a timely and sufficiently detailed fashion.

- Collaborate to optimise lending structure and provide ad hoc support through the origination and annual review process.

- Ensuring all documentation is properly prepared in advance of going to the client.

- Early identification of problem loans and making recommendations relative to structure, monitoring and risk rating to Global Risk Management as issues are identified; this may include exiting a relationship.

- Take ownership that activities and behaviours align to roles and responsibilities and adherence to guidelines and processes within the Team.

Reporting Relationship

Reports into the Market Vice President

Education

- Undergraduate degree in Business or Economics – recent graduates with work‑related experience will be considered.

- Other training requirements as determined by the Bank from time to time.

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

- Work in a standard office‑based environment; non‑standard hours are a common occurrence.

- Vehicle required for Travel within the assigned territory.

Location(s): Brantford, Cambridge, Guelph, Waterloo (Ontario, Canada)

Scotiabank is a leading bank in the Americas. Guided by our purpose: “for every future”, we help our customers, their families and their communities achieve success through a broad range of advice, products and services, including personal and commercial banking, wealth management and private banking, corporate and investment banking, and capital markets.

At Scotiabank, we value the unique skills and experiences each individual brings to the Bank, and are committed to creating and maintaining an inclusive and accessible environment for everyone. If you require accommodation (including, but not limited to, an accessible interview site, alternate format documents, ASL Interpreter, or Assistive Technology) during the recruitment and selection process, please let our Recruitment team know. Candidates must apply directly online to be considered for this role. We thank all applicants for their interest in a career at Scotiabank; however, only those candidates who are selected for an interview will be contacted.

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