Senior Client Relationship Manager, Commercial Banking and area

Senior Client Relationship Manager, Canadian Commercial Banking – Lethbridge, Alberta

Requisition

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 $5 MM to $25 MM and annual sales between $15 MM to $75 MM. The role is specific to the Core segment of Canadian Business Banking.

The SCRM is responsible for ensuring effective relationship management and conducts sales planning and fulfills the execution of service for existing customer base. You are also responsible for analysis and completion of credit applications with dedicated support. The ideal candidate will be located in the market (Lethbridge, Alberta) for this role.

• Champion a customer‑focused culture to deepen client relationships and leverage broader Bank relationships, systems and knowledge.
• Promote 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;
  • Partnering with internal resources for non‑credit related products;
  • Referring customers and prospects to the appropriate Canadian Business Banking segment and partners as appropriate.
• Pursue 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.
• Build and maintain 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 a network of contacts;
  • Liaising and utilizing Bank product specialists to stay abreast of new enhancements, products and services, and to fulfil identified client needs.
• Ensure 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…