Senior Relationship Manager, Commercial Automotive

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Requisition

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

Senior Relationship Manager, Commercial Banking - Automotive Finance

The Senior Relationship Manager (SRM), Commercial is an automotive industry specialist in Dealer Finance who focuses on the development of new business opportunities and the cross-sell, up-sell, retention of existing Dealer Finance commercial customers in a specified geographic area. Through relationship selling, the SRM develops and manages a customer portfolio to ensure an effective contribution to the overall success of the unit.

This includes meeting financial objectives related to the profitable growth and retention of the individual assigned portfolio and maximizing opportunities to grow the business. The SRM conducts sales planning and fulfills the execution of sales & service for existing and potential new clients within the geographic market area. Incumbent would have the primary responsibility for development and preparation of all credit proposals for new deals.

The SRM is responsible for meeting negotiated goals which include business development goals, credit quality objectives and customer satisfaction goals.

Coverage region: V ancouver, BC, Saskatoon, SK, and Winnipeg, MB . Travel will be required within this coverage region.

In this role, you will:

• Promote the development and profitable growth of the Dealer Finance commercial portfolio in the assigned market area by:
• Developing and acting upon qualified prospects / leads to maximize business development opportunities for sustainable growth;
• Identifying prospects/referrals from other internal/external networks.

• Pursue a business development program within the assigned portfolio of Dealers according to agreed upon growth objectives by:
• Direct selling of credit and non-credit commercial products;
• Maintaining an appropriate ongoing sales pipeline;
• Maintaining effective follow-up with existing clients;
• Update 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:
• Building and maintaining an awareness of market area and general economic conditions;
• Participating in related external events and associations to develop and expand network of contacts;
• Liaising and utilizing appropriate segment/product specialist to fulfil identified client needs;
• Participating in local professional and community events and associations to develop and expand network of contacts.

• Ensure all aspects of assigned relationships receive ongoing attention, to achieve customer satisfaction as required to maintain, improve, grow and retain the relationship by:
• Using strong knowledge of the Bank’s products and services including credit application, pricing and underwriting;
• Actively seeking customer feedback on Bank products and services and the delivery of customer service;
• Liaising with Centre partners for fulfilment (including annual credit review process, documentation, security registration) and service activities;
• Liaising with Centre partners for compliance monitoring and reporting actions as required;
• Partner with internal product specialists as required.

• Manage a portfolio of assigned clients at an acceptable level of risk by:
• Developing credit proposals for new customers, and reviewing credit reviews in a timely and sufficiently detailed fashion;
• Developing recommendations on customer proposals within standard Bank policies and forwarding as per established processes for adjudication;
• Ensuring all documentation is properly prepared and executed;
• Ensuring accounts adhere to the conditions of authorization;
• Identifying and resolving deviations from the conditions of authorization.

• Safeguard the Bank’s assets and liabilities by maintaining the quality of assigned portfolio by:
• Ensuring all aspects of the lending cycle are monitored, controlled and managed;
• Maintaining adherence to the Bank’s KYC policies and guidelines, the Anti-Money Laundering program and…