POSITION SUMMARY:
The Senior Client Relationship Manager possesses a through knowledge of financial products and services and focuses on the cross-sell, up-sell, retention of existing commercial customers. He/she is responsible for identifying prospects in target markets, developing prospect acquisition strategies, maintaining prospect relationships, maintaining a sustainable prospect sales pipeline, conducting prospect sales calls, qualification of opportunities based on customer information and high level of due diligence. He/she manages a moderate customer portfolio (50-60). The incumbent is on the coverage team with the Credit Solutions Group on deal structuring, negotiation and pricing for new and existing customers with key emphasis placed on profitability to the Bank

KEY ACCOUNTABILITIES:
Promotes the development and profitable growth of the commercial banking portfolio in the assigned market area by:

Developing and implementing a structured marketing strategy to maximize business development opportunities for sustainable growth; Developing strategic sales plans for prospects and existing customers; Identifying prospects/referrals from both internal/external networks; Analyzing prospect lists and prioritizing business development opportunities based industry/market data and customer analytics; Partner with Credit Solutions Group who has primary responsibility for credit deal structuring, negotiation and pricing; Partner with internal resources for non-credit related products; Referring customers and prospects to the appropriate Commercial Bank segment as appropriate.

Pursues an aggressive business development program within the assigned market area according to agreed upon growth objectives by:

Leading the direct selling of credit and non-credit 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 to further business interests; Maintaining effective follow-up with prospects/referrals on any unsuccessful opportunities; Update client or contact information accurately and in a timely fashion.

Builds and maintains a high market profile in the assigned market area with both internal and external contacts by:

Plan and complete relationship activities which generate sales opportunities and / or provide value to the customers; Building and maintaining an awareness of local market and general economic conditions; Meeting with key industry and business leaders, as well as other centers of influence; Participating in local professional and community events and associations to develop and expand network of contacts; Liaising with Bank product specialists to stay abreast of new enhancements, products and services, as necessary.

Ensures all aspects of assigned relationships receive ongoing attention, as required to maintain, improve, grow and retain the relationship by:

Promoting and encouraging a strong relationship with the Credit Solutions Group Using strong knowledge of the Bank's diverse products and services to ensure the banking needs of each relationship are well understood and documented. Actively seeking customer feedback on Bank products and services and the delivery of customer service; Liaising with the Business Support Centre for fulfillment (including documentation, liaison with 3rd parties, security registration) and all service activities; Liaising with Client Portfolio Management for compliance monitoring and reporting actions as required; Partner with all internal product specialist groups including the Credit Solutions Group, as required ensuring customer needs are met. Safeguards the Bank's assets and liabilities by:
Maintaining adherence to the Bank's Anti-Money Laundering program and Guidelines for Business Conduct, by reporting any unusual occurrences or fraudulent activities as per established procedures. Leads the direct selling of credit and non-credit products and partners with all internal product specialist groups as required ensuring customer needs are met.

Safeguards the Bank's assets and liabilities by:
Maintaining adherence to the Bank's Anti-Money Laundering program and Guidelines for Business Conduct, by reporting any unusual occurrences or fraudulent activities as per established procedures.

QUALIFICATIONS:
The incumbent must have at least 2 to 5 years of commercial banking experience. They require a strong knowledge of the commercial banking marketplace in Canada and a detailed knowledge of the assigned market area's key prospects, major companies and competitive positioning within the assigned market area. The incumbent must also have a strong understanding of the Commercial Bank's objectives, strategies, structure, as well as its lending and deposit products and services. Very strong interpersonal skills and communication skills are essential to this position. The incumbent must be able to effectively articulate views both within the Bank and externally in the marketplace. Strong PC skills are necessary, including a working knowledge of MS Word, Excel, PowerPoint, and all commercial systems and platforms. EDUCATION AND ACCREDITATIONS:

Undergraduate degree in business or economics or work equivalency. Other training requirements as determined by the Bank from time to time.

OTHER INFORMATION:
PLEASE NOTE:
THERE ARE 2 OPEN POSITIONS, ONE LOCATED IN SURREY, THE OTHER IN RICHMOND.

The Scotiabank Group is an equal opportunity employer and welcomes applications from all interested parties. We thank you for your interest, however, only those candidates selected for an interview will be contacted. No agencies please.
Scotiabank - 11 months ago