Title: Senior Client Relationship Manager, Agriculture Commercial Banking , Ontario
Requisition ID: 271998

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

Senior Client Relationship Manager, Agriculture Banking - Canadian Commercial Banking (Brantford / Niagara region)

Purpose

Agricultural banking is looking for a dynamic self-starter who embraces a team environment and shares our passion for helping Canadian businesses in the Agriculture sector achieve their goals to join our team as a Senior Client Relationship Manager.

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.

Senior Client Relationship Manager “SCRM” is a product generalist who has solid understanding of financial products and services and focuses on the cross sell and retention of existing Agriculture 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 targets Agriculture clients with credit authorizations between $5MM to $35MM and annual sales between $25MM to $100MM. The role is specific to the Core segment of Canadian Business Banking.

As the Senior Client Relationship Manager, you are responsible for ensuring effective relationship management and conducts sales planning and fulfills the execution of service for existing customer base. As well you are also responsible for analysis and completion of credit applications with dedicated support from a Credit Solutions Associate.

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;

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 solid 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 $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, 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. This may include exiting a relationships

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

Co-ordinating 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, including but not limited to responsibilities under the Operational Risk Management Framework, Regulatory Compliance Risk Management Framework, AML/ATF Global Handbook and the Guidelines for Business Conduct.

Champions a high performance environment and contributes to an inclusive work environment

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 in Agricultural Banking is preferred

Proven strong sales and closing skills

Very strong networking ability

Very strong communication and interpersonal skills are essential to this position. The incumbent must be able to effectively articulate their views both within the Bank and externally in the marketplace

Strong relationship management skills

Strong Credit skills and strong experience preparing credit applications

Solid knowledge of Bank’s commercial lending and deposit products and services, and customer profitability model, in order 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

The incumbent requires a strong knowledge of the commercial banking marketplace in Canada and a detailed knowledge of the assigned market area’s key industries and competitive positioning within the assigned market area. The incumbent understands the Canadian Business Banking objectives, and has a thorough knowledge of segment, strategies and structure, as well as its lending and deposit products and services

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

Location(s): Canada : Ontario : St. Catharines || Canada : Ontario : Chatham || Canada : Ontario : London (ON) || Canada : Ontario : Stratford || Canada : Ontario : Windsor

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 are committed to creating and maintaining an inclusive and accessible setting 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.

Job Segment: Relationship Manager, Direct Sales, Underwriter, Marketing Manager, Banking, Customer Service, Sales, Insurance, Marketing, Finance

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📌 Senior Client Relationship Manager, Agriculture Commercial Banking , Ontario
🏢 Scotiabank
📍 Ontario