Client Relationship Manager Dual Role

Requisition ID: 274705
Employee Referral Program – Potential Reward:

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Purpose

Contributes to the overall success of the Corporate & Commercial Banking Centre Department in Jamaica 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 Client Relationship Manager - Mid-Market is responsible for contributing to the profitable growth and quality of the Bank's Commercial portfolio in the Mid-Market segment focusing on the cross-sell, up-sell, and retention of existing commercial customers. This includes meeting financial objectives related to the profitable growth and retention of your individual assigned portfolio. He/she conducts sales planning and fulfills the execution of services for existing customer base.
Incumbent has primary responsibility for analysis and completion of credit applications for diverse industry
segments by using standardized products and processes.

Accountabilities

- Champions a customer focused culture to deepen client relationships and leverage broader Bank
relationships, systems and knowledge.

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

- Using strong knowledge of the Bank's products and services to ensure strong Bank relationships are
maintained and opportunities for the sale of additional bank products are maximized.

- Actively seeking customer feedback on Bank products and services and the delivery of customer service;
Liaising with the Business Service Centre for fulfilment (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 internal product specialists as required.

Contributes to the profitable development of Commercial Credit business by:

- Ensuring the timely analysis, structuring and presentation of credit proposals within the prescribed segment;
Providing prompt and sound recommendations in the analysis and adjudication of credit proposals beyond
assigned limits;

- Approving or recommending pricing for loans and credit-related fees which yield a return commensurate
with risk and due regard to profit, administration and competitive considerations;

- Recommending alternative terms, conditions and covenants to provide a viable banking proposal to the
client within sound credit lending practices;

- Restructuring marginal proposals into bankable deals where possible;

- Promotes the development and profitable growth of the commercial banking portfolio according to agreed
upon growth objectives by:

Partner with internal resources for non-credit related products;

- Referring customers to the appropriate Commercial Bank segment as appropriate. Leading the direct selling of credit and non-credit commercial products to 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;

- Update client or contact information accurately and in a timely fashion.

- Ensures the accurate communication of the terms and conditions of an authorization and 2 supervises the effective and timely implementation of same by:

- Writing or reviewing all written authorizations to ensure accuracy, completeness and clarity. Ensuring prompt follow-up for acceptance of the authorization and reacting swiftly to any problems, amendments, extensions, reporting to senior management where necessary;

- Promptly and effectively addressing issues surrounding the adequacy, quality and completeness of loan documentation and security;

Ensure the ongoing quality of the assigned credit portfolio through control and administration of the specific conditions and reporting requirements as specified in individual authorizations are adhered to by:

- Advising senior management of any credit weaknesses developing within individual accounts, by ongoing
awareness and analysis of relevant financial, legal, political, technological, and industry information; Adhere
to any regulatory and internal Bank policies and requirements;

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

- Adhere to regulatory and internal bank policies and requirements.

Safeguards the Bank's assets and liabilities by:

- Maintaining adherence to the Guidelines for Business Conduct, by reporting any unusual occurrences or fraudulent activities as per established procedures.

- Adhere to Bank and Branch Security Procedures with respect to assigned Authorities and responsibilities. Support the coordination of the various unusual activities within the organization for all products and services within the assigned portfolio. For example, merchant fraud monitoring and chargebacks management.

Executes the Branch Compliance responsibilities as reflected in the Branch Services and Procedures Manual by:

- Apply the Know your Customer (KYC) requirements including Customer identity, source of funds and the nature and volume of activity that is to be undertaken.

- Review customer transactions (for those accounts assigned to you) to ensure activity is appropriate for the
type of business and the initial projected volumes as stated at opening date of account and/or volumes
updated from that time.
Assist in obtaining additional information from customers concerning unusual activity identified on the
Account Monitoring Reports /Source of Funds Declarations/ LCTR's / Daily Significant Transaction Reports.
In conjunction with the Branch Compliance Officer assist in the preparation of Suspicious Activity Reports.
Provide guidance and direction to branch staff/direct reports, regarding AMU Compliance activities and initiatives that impact the commercial credit portfolio. Report any unusual occurrences or fraudulent activity to your Supervisor as soon as you become aware of it in conjunction with the Bank's Anti-Money Laundering Guidelines

- 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 implements a people strategy that attracts, retains, develops and motivates their team by fostering an inclusive work environment; communicating vison/values/business strategy and managing succession and development planning for the team.

Education / Experience:

- The incumbent requires a thorough knowledge of the commercial banking marketplace and a general knowledge of the assigned market area's key industries and competitive positioning within the assigned market area. The incumbent understands the Commercial Bank's objectives, thorough knowledge of segment, strategies, structure, as well as its lending and deposit products and services. As well, they most should possess intermediate credit skills.

- Good 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 PC skills are necessary, including a working knowledge of MS Word, Excel, PowerPoint, Lotus notes and other commercial systems and platforms.

Functional competencies

- Good networking and interpersonal skills

- Good communication skills (oral and written)  Good relationship management skills

- Experienced credit skills

- Strong knowledge of Bank's commercial lending and deposit products and services, and
customer profitability model.

- Strong sales/closing skills

- Thorough knowledge of relationship building and teamwork skills

Working Conditions

- Work in a standard office-based environment; non-standard hours are a common occurrence. Moderate travel domestically.

Location(s):

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 environment 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. If you require technical assistance, please click here . Candidates must apply directly online to be considered for this role. We thank all applicants for their interest in a career at Scotiabank; however, only those candidates who are selected for an interview will be contacted.

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