Senior Client Relationship Manager, Canadian Commercial …, Vaughan

Senior Client Relationship Manager, Canadian Commercial Banking– Vaughan, Ontario

Requisition ID: 256056

Purpose The Senior Client Relationship Manager (SCRM) is a product generalist responsible for cross‑sell and retention of existing business customers. The role identifies prospects in target markets, develops sales pipelines, conducts prospect sales calls, qualifies opportunities, and manages a customer portfolio of moderate to higher complexity, focusing on clients with credit authorizations between $5 MM and $25 MM and annual sales between $15 MM and $75 MM.

Accountabilities To champion a customer‑focused culture and promote profitable growth of the Canadian Business Banking portfolio in the assigned market area through:

Developing and implementing a marketing strategy to maximize business‑development opportunities;

Creating sales plans for prospects and existing customers;

Identifying prospects/referrals from internal and external networks;

Analyzing prospect lists and prioritizing opportunities based on market data and customer analytics;

Determining pricing for existing customer relationships and proposed financing, ensuring satisfactory profitability;

Partnering with internal resources for non‑credit products;

Referring customers and prospects to the appropriate Canadian Business Banking segment and partners.

Executing a business‑development program within the assigned market area by:

Direct selling of credit and non‑credit commercial products to prospects and customers;

Maintaining an ongoing sales pipeline and calling program;

Facilitating involvement of key Bank resources and stakeholders to advance business interests;

Maintaining effective follow‑up with prospects/referrals for unsuccessful opportunities;

Updating client or contact information accurately and timely.

Building and maintaining a market profile in the assigned area by:

Planning and completing relationship activities that generate sales opportunities or add value to clients;

Keeping awareness of local market and general economic conditions;

Meeting with business leaders and centres of influence;

Participating in local professional and community events and associations to expand the network of contacts;

Leveraging Bank product specialists to stay abreast of new enhancements, products and services.

Maintaining ongoing attention to assigned relationships by:

Promoting strong relationships with Client Service Associates (CSAs);

Utilising knowledge of the Bank’s streamlined products and services, including simplified credit application, standardised pricing and underwriting;

Actively seeking customer feedback on products, services and delivery of customer service;

Co‑ordinating with Shared Services Business Service Centre (BSC) for fulfilment, compliance and service activities;

Partnering with internal product specialists for non‑credit product sales to meet customer needs;

Sugaring process improvements from client feedback or satisfaction metrics.

Managing an assigned credit portfolio at an acceptable risk level by completing credit reviews, authorising, renewing or declining requests per Bank policies, ensuring documentation, maintaining conditions of authorisation, identifying and resolving deviations, early identification of problem loans, and recommending actions to Global Risk Management as needed.

Ensuring satisfactory onboarding of clients through due diligence, KYC ownership, coordination with CSA and the Enhanced Due Diligence Unit, and keeping all KYC documentation on file.

Championing the operating model and a culture of diversity aligned with the Bank strategy.

Dimensions

Clients are located in Canada and may operate nationally or internationally; they may be borrowing between $5 MM and $25 MM or non‑borrowing.

Targeted revenue from the portfolio is $3 MM per year.

Strong organisational skills required to manage significant data from multiple sources and balance tasks from client administration to borrower reporting and credit support.

Interaction with internal partners: Global Risk Management, Business Service Center, Enhanced Due Diligence Unit, CRA, Wealth Management, Global Banking and Markets, Payments and Cash Management, and the Canadian Business Banking Executive Office.

Interaction with external parties: solicitors, accountants, professional service providers, and possibly external bank groups.

Service must align with Scotia Service Standards, Complaint Resolution Standards and Procedures, and the SCRM will promote bank product sales.

Fast‑paced, demanding environment requiring re‑prioritisation of urgent requests.

Education / Experience / Other Information

Education:

Undergraduate degree in Business or Economics or equivalent work experience.

Preferred experience:

2–5 years in Commercial Banking; strong sales/closing skills; networking and negotiation skills; strong communication, relationship management and credit skills; comprehensive knowledge of Bank products, services and profitability model; due diligence for moderate‑to‑higher complexity deals;teamwork; knowledge of onboarding, KYC, AML processes; PC skills; key competencies: Customer Focus, Communication, Results Focus, Building Strategic Relationships, Strategic Influencing, Self‑Awareness&Personal Development.

Working Conditions:

Standard office‑based environment; non‑standard hours common; travel within assigned territory required; vehicle required.

Candidate must apply directly online.

Equal Opportunity Statement Scotiabank is committed to creating and maintaining an inclusive and accessible environment for all employees, and is an equal opportunity employer. If you require accommodation during the recruitment and selection process, please let our Recruitment team know.

Location: Vaughan, Ontario, Canada

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