Client Relationship Manager, Commercial Banking

Requisition ID:

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

The Client Relationship Manager 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 credit team on completion of credit applications.

Is this role right for you? In this role, you will:

• Promotes the development and profitable growth of the Canadian Commercial Banking portfolio in the assigned market area:
• Developing and implementing a marketing strategy to maximize business development opportunities for sustainable growth within the bank's risk appetite.
• Developing sales plans for prospects and existing clients.
• 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 stakeholders for non-credit related products.
• Pursues a business development program within the assigned market area according to agreed upon growth objectives:
• Driving client primacy through sales of credit and non-credit commercial products to prospects and clients.
• 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
• Leveraging latest technology and data to make more informed decision (e.g. Customer 360 dashboard, Salesforce)
• Builds and maintains a market profile in the assigned market area with both internal and external contacts:
• 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.
• Ensures all aspects of assigned relationships receive ongoing attention, as required to maintain, improve, grow and retain the relationship.
• Partner with Credit Solution Associate on credit portfolio for authorizations up to $5MM:
• Completing credit worthy discussion papers in a timely and sufficiently detailed fashion.
• Collaborating to optimize 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 clients
• Understands how the Bank's risk appetite and risk culture should be considered in day-to-day activities and decisions and maintains overall accountability for portfolio compliance.

Do you have the skills that will enable you to succeed in this role?

• Undergraduate degree in business or economics or work equivalency.
• Previous work experience of at least 2 years
• Excellent verbal and written communication skills are essential, in French and English
• Strong sales/closing, negotiation and credit skills
• Strong networking ability and relationship management skills
• Strong communication and interpersonal skills are essential to this position.
• Strong knowledge of Bank's commercial lending and deposit products and services, and customer profitability model, to provide integrated financial solutions.
• Ability to conduct due diligence on the strength of customer financials for deals of lower to moderate complexity
• Good knowledge of Onboarding, Know Your Customer, Anti Money Laundering processes
• Good PC skills are necessary, including a working knowledge of MS office and other commercial systems and platforms

What's in it for you?

• The opportunity to join a forward-thinking and collaborative team, surrounded by innovative thinkers.
• A rewarding career path with diverse opportunities for professional development.
• Internal training to support your growth and enhance your skills.
• An inclusive working environment that encourages creativity, curiosity, and celebrates success

In addition to French, the successful candidate must also have sufficient knowledge of English, as the work involves interacting and collaborating regularly with groups and individuals based in Toronto, as well as constantly interacting with other people, including clients, who speak English, locally and elsewhere.

Location(s): Canada : Quebec : Montreal-est || Canada : Quebec : Montreal

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.