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Senior Commercial Lending Manager
2 months ago
Job Summary:
The Senior Commercial Lending Manager will be responsible for leading a team of Private Bankers, Senior Associates, and Associates in achieving financial and developmental goals. The incumbent will possess advanced knowledge of customized commercial lending, risk management, financial products, and services, as well as wealth management solutions.
Key Responsibilities:
- Drive Business Development:
- Manage a team of Private Bankers, Associate Private Bankers, and Senior Associates towards achievement of team financial and developmental goals.
- Actively market customized Private Banking credit solutions to support wealth creation or diversification strategies, insurance solutions, currency, and interest rate risk management.
- Develop and execute new business strategies at the team level to attract and retain high net worth clients.
- Conduct prospect meetings, skill-building sessions, coaching routines to support team objectives.
- Identify prospects and referrals from internal and external networks/COIs.
- Develop commercial credit proposals for new/existing customers and manage approval process.
- Identify referral opportunities to Scotia Private Client Group partners, ScotiaMcLeod, Commercial Banking, Retail, and other key partners.
- Manage the team's new business pipeline and coach to convert sales opportunities to closed transactions.
- Maintain a sustainable prospect sales pipeline, conducting sales calls, and qualification of opportunities based on customer information and due diligence.
- Negotiate the business unit's goals.
- Utilize the Financial Planning process to develop an in-depth understanding of client needs and serve as a conduit for referrals to the SPCG Team of Experts.
- Develop multiple service client relationships based on formalized client strategies.
- Engage and inform the designated Team of Experts as to changes in client information and priorities.
- Provide Sales Management Leadership:
- Lead, coach, and motivate sales team to achievement of profit plan.
- Develop and obtain agreement on individualized development plans to close any competency gaps.
- Broaden knowledge base to ensure sales teams have all service and credit capabilities necessary to promote same to existing and prospective clients.
- Determine the assignment of client relationships and allocation of account loads.
- Using observational and results-based coaching to ensure the team achieves key financial and developmental goals, including executing new client acquisition strategies, identification of additional wealth/banking opportunities, and retention of existing high-value clients.
- Establish and monitor performance objectives and measures, and provide timely performance (non-performance) feedback with regards to roles, tasks, and expectations.
- Effectively utilize and develop staff to fill the needs of Private Banking unit and longer-term requirements of the Bank.
- Lead Portfolio Management and Risk Mitigation:
- Negotiate customized or standard Bank terms, conditions, structuring fees/interest rates, documentation, effective, and competitive financing proposals with customers, culminating in the closing of transactions.
- Deepen profitable, mutually beneficial relationships between clients and Private Banking/Wealth Management Partners.
- Provide relationship banking and the highest quality of administrative support to a portfolio of complex, high net worth/ultra high net worth clients.
- Using knowledge of Scotiabank's diverse products and services to anticipate client needs and proactively deliver solutions (including Commercial Banking, Scotia Capital, and Retail).
- Manage client relationships to ensure that credit facilities and accounts are operating in a manner satisfactory to the Bank.
- Provide oversight and review of commercial credit structured and submitted to Global Risk Management and coach development of (Sr.) Private Banker/Trainee credit writing skills, management of in-house credits within approved limits.
- Ensure compliance with regulatory activities and guidelines, including Privacy and Anti-Money Laundering/Anti-Terrorist Financing, FCAC, Know Your Customer, CDIC, Occupational Health & Safety.
- Ensure thorough knowledge of, and strict adherence to, the Bank's Global Sales Principles.
- Complete periodic monitoring activities as required confirming compliance with bank policies and effective risk management is in place.
- Monitor client account activity and report unusual or suspicious transactions in accordance with policies and escalate as appropriate.
- Evaluate fraudulent activities, unusual occurrences, issues, deficiencies, or trends as applicable.
- Adhere to Bank standards, policies, and business practices to ensure that the team meets appropriate regulatory and compliance requirements as they relate to both new and existing clients and accounts.
- Maintain Operational Effectiveness:
- Ensure daily and periodic management controls are in place and effective.
- Monitor non-interest expenses against planned budgets, ensuring that the Manager, Client Services has appropriate and reasonable explanations for variances.
- Ensure workflows and organization plans are efficient and effective.
- Provide direction, guidance, and support to the Manager, Client Services as required, through coaching and periodic participation in Service Meetings and Skill-Building sessions.
- Review recorded client concerns and resolve escalated concerns and issues to ensure that the Bank's Customer Complaint Resolution Process is in place and effective.
