Senior Client Relationship Manager, Canadian Commercial Banking Ontario

Title:
Senior Client Relationship Manager, Canadian Commercial Banking - Barrie, Ontario

Requisition ID:
214542

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

Purpose

Contributes to the overall success of Canadian Business Banking ensuring specific individual goals, plans, initiatives are executed / delivered in support of the team's business strategies and objectives. Ensures all activities conducted are in compliance with governing regulations, internal policies and procedures.

The Senior Client Relationship Manager 'SCRM' is a product generalist who possesses a good understanding of financial products and services and focuses on the cross-sell 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, with business development activities that target clients with credit authorizations between $5MM to $25MM and annual sales between $15MM to $75MM. The role is specific to the Core segment of Canadian Business Banking.

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 Business 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;
• Partner with internal resources for non-credit related products;
• Referring customers and prospects to the appropriate Canadian Business Banking segment and partners as appropriate.
• 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 (including documentation, liaising with third parties, security registration), 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;
• Action suggestions to continually improve customer satisfaction and processes improvements which may be received directly from clients or through client satisfaction vehicles such as the Pulse.
• Manage an assigned credit portfolio for authorizations between $5MM to $25MM 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, forwarding others as per established processes;
• 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;
• Making recommendations relative to structure, monitoring and risk rating to Global Risk Management as issues are identified.
• Ensures satisfactory onboarding of clients by:
  
• Completing diligence to ensure through understanding of the Client's business and expected business activity and that it aligns with the Bank's risk tolerance;
• Ownership of KYC requirements;
• Coordinating efforts with the CSA to ensure satisfactory completion of the Client Profile Information documentation, satisfactory resolution of inquiries from the Enhanced Due Diligence Unit and obtaining necessary approvals from Leadership as required;
• Ensuring all KYC documentation is properly on file.
• 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.
• Champion and support a culture of diversity and other initiatives aligned with the Bank strategy.
• Understand how the Bank's risk appetite and risk culture should be considered in day-to-day activities and decisions.
• Actively pursues effective and efficient operations of his/her respective areas, while ensuring the adequacy, adherence to and effectiveness of day-to-day business controls to meet obligations with respect to operational risk, regulatory compliance risk, AML/ATF risk and conduct risk.

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 of at least 2-5 years is preferred;
.