Job Title

Senior Client Relationship Manager, Canadian Commercial Banking Hamilton Region and Niagara Region (2 positions) Join a purpose driven winning team, committed to results, in an inclusive and highperforming culture. The Senior Client Relationship Manager (SCRM) is a product generalist who possesses a strong understanding of financial products and services and focuses on crosssell and retention of existing business 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 moderate to higher complexity, targeting clients with credit authorizations between $5MM and $25MM and annual sales between $15MM and $75MM. The role is specific to the Core segment of Canadian Business Banking. The SCRM is responsible for ensuring effective relationship management, conducting sales planning, and executing service for the existing customer base. You are also responsible for analysis and completion of credit applications with dedicated support. Ideal Candidate Manage their portfolio with an Ownership mindset. Possess a strong customerfirst/clientcentric mindset that is results driven. Possess exceptional communication skills with the proven ability to build strategic and longlasting relationships. Accountabilities Champions a customerfocused culture to deepen client relationships and leverage broader Bank relationships, systems and knowledge. Promotes the development and profitable growth of the Canadian Business Banking portfolio in the assigned market area: Develop and implement a marketing strategy to maximize business development opportunities for sustainable growth. Identify/ analyze prospects and referrals from internal/external networks and prioritize opportunities based on market data and customer analytics. Determine pricing for existing customer relationships and proposed financing for prospects, ensuring a satisfactory level of profitability for the overall book of business. Partner with internal resources and refer customers and prospects to the appropriate Canadian Business Banking segment. Pursues a business development program within the assigned market area according to agreedupon growth objectives: Directly sell credit and noncredit commercial products to prospects and customers. Identify and facilitate the involvement of key Bank resources and stakeholders to further business interests. Maintain effective followup with prospects/referrals on any unsuccessful opportunities. Builds and maintains a market profile in the assigned area with internal and external contacts: Plan and complete relationship activities that generate sales opportunities. Build and maintain awareness of local market and general economic conditions through meetings with business leaders and other centres of influence (COI). Participate in local professional and community events and associations to develop and expand a network of contacts. Liaise and utilize Bank product specialists to stay abreast of new enhancements, products and services. Ensures all aspects of assigned relationships receive ongoing attention to maintain, improve, grow and retain the relationship: Promote and encourage a strong relationship with the Client Service Associate (CSA) who provides team support. Actively seek customer feedback on Bank products and services and the delivery of customer service. Liaise with the Shared Services Business Service Centre (BSC) for fulfilment, compliance monitoring, and all service activities as required. Partner with internal product specialists on the selling of noncredit products. Suggest actions to continually improve customer satisfaction and processes. Manage an assigned credit portfolio for authorizations between $5MM and $25MM at an acceptable level of risk: Complete credit reviews in a timely and detailed manner. Authorize, renew or decline customer requests within standard Bank policies and authorized limits, forwarding others as per established processes. Prepare and ensure all documentation is properly prepared. Ensure accounts adhere to the conditions of authorization. Identify and resolve deviations from the conditions of authorization. Ensure early identification of problem loans and accurate risk ratings. Make recommendations relative to structure, monitoring and risk rating to Global Risk Management as issues are identified (including potential exit of a relationship). Ensure satisfactory onboarding of clients: Complete due diligence to ensure a thorough understanding of the clients business and expected activity, aligning with the Banks risk tolerance. Own KYC requirements and ensure all KYC documentation is properly on file. Coordinate efforts with the CSA to ensure satisfactory completion of the Client Profile Information documentation and resolution of inquiries from the Enhanced Due Diligence Unit, obtaining necessary approvals from Leadership as required. Champion sustainment of the Operating Model: Take ownership that activities and behaviours align with roles, responsibilities, guidelines and processes within the Team. Champion and support a culture of diversity and other initiatives aligned with the Bank strategy. Understand how the Banks risk appetite and risk culture should be considered in daytoday activities and decisions. Champion a highperformance environment and contribute to an inclusive work environment. Education / Experience / Other Information Education Undergraduate degree in business or economics or work equivalency. Other training requirements as determined by the Bank from time to time. Skills / Work Experience Previous work experience in Commercial Banking of at least 5 years is strongly preferred. Very strong sales/closing skills. Strong networking ability. Very strong negotiation skills. Very strong communication and interpersonal skills are essential; the incumbent must be able to effectively articulate views both within the Bank and externally. Strong relationship management skills. Strong credit skills. Strong knowledge of the Banks 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 moderate to higher complexity. Thorough knowledge of relationship building and teamwork skills. Strong knowledge of the commercial banking marketplace in Canada and detailed knowledge of the assigned market areas key industries and competitive positioning. Good knowledge of Onboarding, Know Your Customer, AntiMoney 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 officebased environment; nonstandard hours are a common occurrence. Travel within the assigned territory is required a vehicle is required. Location(s) Canada: Ontario: Hamilton | Canada: Ontario: Niagara Falls | Canada: Ontario: Niagara on the lake 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 we 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. If you require technical assistance, please click here. 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. #J-18808-Ljbffr