Senior Client Relationship Manager – Ontario in St. Catharines

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

Our Agricultural banking professionals contribute to the overall success of the National Agriculture Strategy in Canada ensuring specific individual goals, plans, initiatives are executed / delivered in support of the team’s business strategies and objectives.

As a Senior Client Relationship Manager, 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, with business development activities that target Agriculture clients with credit authorizations between $5MM to $35MM and annual sales between $25MM to $100MM.

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 Canadian Agriculture 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;
• Determining pricing for existing customer relationships in addition to proposed financing for any prospects, ensuring a satisfactory level of profitability for one’s overall book of business;
• Partnering with internal resources for non-credit related products.
• 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 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 fulfil identified client needs.
• 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 Client Service Associate (CSAs);
• Using strong knowledge of the Bank’s streamlined products and services including simplified credit application, standardized and simplified products, standardized pricing and underwriting;
• Actively seeking customer feedback on Bank products and services and the delivery of customer service;
• Liaising with the Shared Services Business Service Centre (BSC) for fulfilment, compliance monitoring, and all service activities as required;
• Partnering with internal product specialists on the selling of non-credit products and ensuring customer needs are met.
• Manage an assigned credit portfolio for authorizations between $5MM to $35MM at an acceptable level of risk by:
• Completing credit reviews in a timely and sufficiently detailed fashion;
• Authorizing, renewing or declining customer requests within standard Bank policies and authorized limits;
• Preparing and/or ensuring all documentation is properly prepared;
• Ensuring accounts adhere to the conditions of authorization;
• Identifying and resolving deviations from the conditions of authorization;
• Ensuring early identification of problem loans and ensuring the accuracy of risk ratings through identification of changes in account quality via review of industry/economic trends.
• Ensures satisfactory onboarding of clients by:
• Completing diligence to ensure thorough understanding of the Client’s business and expected business activity and that it aligns with the Bank’s risk tolerance;
• Ownership of KYC requirements;
• Co-ordinating efforts with the CSA to ensure satisfactory completion of the Client Profile Information documentation.
• Champion sustainment of the Operating Model by:
• Taking ownership that activities and behaviours align to roles and responsibilities and adherence to guidelines and processes within the Team.
• Education:
• Undergraduate degree in business or economics or work equivalency.
• Skills/Work Experience:
• Previous work experience of at least 2-5 years in Agricultural Banking is preferred;
• Proven strong sales and closing skills;
• Very strong networking ability;
• Very strong communication and interpersonal skills;
• Strong relationship management skills;
• Strong Credit skills and strong experience preparing credit applications;
• Good knowledge of Onboarding, Know Your Customer, Anti Money Laundering processes;
• Good PC skills are necessary, including a working knowledge of MS Word, Excel, PowerPoint, Outlook and other commercial systems and platforms.
• Key Competencies include: Customer Focus, Communication, Results Focus, Building Strategic Relationships, Strategic Influencing and Self-Awareness & Personal Development.
• Ability to work non-standard hours as required;
• Ability to regularly travel within the assigned territory is required - Must have own reliable transportation.

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.