Client Relationship Manager, Commercial Banking

Requisition ID: 146374

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

**Commercial Relationship Manager, Commercial Banking**

**Purpose**

In this role you will contribute to the overall success of Commercial Banking in Canada by ensuring specific individual goals, plans, initiatives are executed / delivered in support of the team’s business strategies and objectives while ensuring all activities conducted are in compliance with governing regulations, internal policies and procedures.

The Commercial 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 business banking customers. You will be 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. You will manage a customer portfolio of lower to moderate complexity, with business development activities that targets clients with lending needs in the range of $2,000,000 up to $10,000,000.

**Key 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 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;
- Partnering with internal resources for non-credit related products
- Referring customers and prospects to the appropriate Commercial 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 banking 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 fulfill identified client needs.
- Ensures all aspects of assigned relationships receive ongoing attention, as required to maintain, improve, grow and retain the relationship by:

- 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
- Actioning 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 $10MM at an acceptable level of risk by:

- Preparing and/or ensuring all documentation is properly prepared
- Identifying and resolving deviations from the conditions of authorization
- Ensuring early identification of problem loans
- Ensures satisfactory onboarding of clients by:

- Completing diligence to ensure through understanding of the Client’s business and expected business activity and that it aligns with the Bank’s risk tolerance
- Ownership of KYC requirements
- Ensuring all KYC documentation is properly on file.
- Champion sustainment of the Commercial Banking Operating Model by:

- Taking ownership that activities and behaviours align to roles and responsibilities and adherence to guidelines and processes within the Team.
- Understand how the Bank’s risk appetite and risk culture should be considered in day-to-day activities an