Job Title

Senior Client Relationship Manager, Canadian Commercial Banking Ottawa/Ottawa Valley Region Join a purpose driven winning team, committed to results, in an inclusive and highperforming culture. Purpose Contribute to the overall success of Canadian Business Banking by ensuring individual goals, plans, and initiatives are executed and delivered in support of the teams business strategies and objectives. The role is a product generalist who understands financial products and services and focuses on crossselling and retaining existing business customers. Responsibilities include identifying prospects, developing sales pipelines, conducting prospect sales calls, qualifying opportunities, managing a moderate to higher complexity customer portfolio (credit authorizations $5MM$25MM, annual sales $15MM$75MM), performing credit applications, ensuring compliance, and maintaining an existing customer base. Accountabilities - Champion a customerfocused culture to deepen client relationships and leverage broader bank relationships, systems, and knowledge. - Promote the development and profitable growth of the Canadian Business Banking portfolio by: - Developing and implementing a marketing strategy to maximize business development opportunities. - Developing sales plans for prospects and existing customers. - Identifying prospects/referrals from internal and external networks. - Analyzing prospect lists and prioritizing business development opportunities based on market data and customer analytics. - Determining pricing for existing customer relationships and proposed financing for prospects to ensure profitability. - Partnering with internal resources for noncredit products. - Referring customers and prospects to the appropriate Canadian Business Banking segment and partners. - Pursue a business development program by: - Direct selling of credit and noncredit 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. - Maintaining effective followup with prospects/referrals on unsuccessful opportunities. - Updating client or contact information accurately and timely. - Build and maintain a market profile by: - Planning and completing relationship activities that generate sales opportunities and provide value to clients. - Staying aware of local market and general economic conditions. - Meeting with business leaders and other centres of influence. - Participating in local professional and community events to expand network contacts. - Liaising with product specialists to stay abreast of new enhancements, products, and services. - Ensure all aspects of assigned relationships receive ongoing attention by: - Promoting strong relationships with Client Service Associates (CSAs). - Using knowledge of streamlined products and simplified credit application processes. - Actively seeking customer feedback on bank products and services. - Liaising with the Shared Services Business Service Centre for fulfilment and compliance monitoring. - Partnering with internal product specialists on selling noncredit products. - Providing suggestions for customer satisfaction and process improvements. - Manage an assigned credit portfolio within $5MM to $25MM authorizations by: - Completing timely credit reviews. - Authorizing, renewing, or declining requests within policy limits. - Ensuring documentation is properly prepared and conditions of authorization are met. - Identifying and resolving deviations and early problem loans. - Making risk rating recommendations to Global Risk Management. - Ensure satisfactory onboarding of clients by completing diligence, owning KYC requirements, coordinating with CSAs, and ensuring documentation is on file. - Champion sustainment of the operating model and support a culture of diversity and inclusive initiatives. - Understand bank risk appetite and culture in daytoday decisions. - Actively pursue effective and efficient operations in respective areas and comply with operational, regulatory, AML/ATF, and conduct risk frameworks. - Champion a highperformance environment and contribute to an inclusive work environment. Dimensions - Clients located in Canada and potentially across the country and international locations. - Target revenue from the portfolio: $3MM per year. - Strong organizational skills required to manage diverse data sources and tasks. - Primary internal partners: Global Risk Management, Business Service Center, Enhanced Due Diligence Unit, CRA, Wealth Management, Global Banking and Markets, Payments and Cash Management, Canadian Business Banking Executive Office. - External partners: Solicitors, Accountants, Professional Service Providers, External Bank Groups. - Consistent service delivery in line with Scotia Service Standards, Complaint Resolution Standards, and the SCRMs product and service promotion. - Fastpaced environment requiring dynamic priority adjustment. Education / Experience / Other Information - Education: Undergraduate degree in business or economics or equivalent work experience. - Training: Other training as required by the Bank. - Experience (Commercial Banking): 25 years preferred. - Skills: Very strong sales/closing, networking, negotiation, communication and interpersonal skills; strong relationship management; strong credit and commercial lending knowledge; ability to conduct due diligence on moderate to higher complexity deals; teamwork skills; knowledge of commercial banking marketplace and key industries; onboarding, KYC, AML processes; PC skills (MS Office, commercial systems). - Key Competencies: Customer focus, communication, results focus, strategic relationship building, strategic influencing, selfawareness & personal development. Working Conditions - Standard officebased environment; nonstandard hours common. - Travel within assigned territory required; vehicle required. Location: Ottawa, Ontario, Canada Company Overview Scotiabank is a leading bank in the Americas. Guided by our purpose: 'for every future', we help our customers, families and communities achieve success through a broad range of advice, products and services. We value the unique skills and experiences of each individual and are committed to an inclusive and accessible environment. If you require accommodation during the recruitment and selection process, please let our Recruitment team know. Candidates must apply directly online. We thank all applicants for their interest; only those selected for an interview will be contacted. #J-18808-Ljbffr