Senior Relationship Manager, Commercial - Automotive Finance

Title: Senior Relationship Manager, Commercial - Automotive Finance

Requisition ID: 212965

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

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.

Is this role right for you? 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;
• 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:

• 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 specialists to fulfill 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 fulfillment (including annual credit review process, documentation, security registration) and service activities;
• Liaising with Centre partners for compliance monitoring and reporting actions as required;
• Partnering 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 the 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 Guidelines for Business Conduct, by following and reporting any unusual occurrences or fraudulent activities;
• Ensuring adherence to Information, Security, and Policy Privacy Requirements.
• Occupational Health & Safety Officer as assigned.

Do you have the skills that will enable you to succeed in this role? We’d love to work with you if you have:

• Excellent relationship management skills
• Expert sales and marketing skills
• Excellent understanding of Dealer Finance programs, products, policies, and services (in particular, Automotive) including a working knowledge of systems/platforms, routines, and operating procedures
• Extensive knowledge of all retail lending indirect and retail leasing products as well as a solid knowledge of other retail products which may meet customer needs
• Strong credit skills and knowledge of the Bank’s commercial lending and deposit products and services, and customer profitability model
• Strong knowledge of the Automotive Finance marketplace in Canada and a detailed knowledge of key prospects, major customers, and competitive positioning within the assigned market area; awareness of local market and general economic conditions
• Strong understanding of DFC business strategies, structure, and objectives and the overall Automotive Finance Strategic plan
• Thorough knowledge of ALS COM, Electronic Dealer Link, F&I Software suppliers, Sales Contact Management software, and other Automotive Finance systems and platforms
• Strong personal computer skills and familiarity with word processing, spreadsheet, presentation software, and planning tools as the incumbent uses a PC for a variety of communication, sales, and general information activities including preparing proposals and documents, monitoring results, and responding to inquiries
• Working knowledge of products and services provided by the Bank’s specialized sales forces and other delivery channels such as Wealth Management, Retail & Small Business Banking, etc.
• Undergraduate degree in business or economics or work equivalency.
• 3+ years of sales experience.
• Valid driver's license.
• Other training requirements as determined by the Bank from time to time.

What's in it for you?

• The opportunity to join a forward-thinking organization where you are surrounded by a collaborative team of innovative thinkers.
• A competitive compensation and benefits package.
• An organization committed to making a difference in our communities– for you and our customers.
• You can expect to be recognized and rewarded for high performance. You’ll be supported by leadership through meaningful development conversations that enable faster advancement and internal training to support your growth and development.
• You’ll receive clear, transparent criteria to progress in your career.

Working Conditions

The incumbent is out of the office most of the time conducting visits, developing business with existing Retail and Commercial customers, and new Retail customers. They are responsible for resolving customer concerns and complaints.

The incumbent works in a variety of remote offices including a home office and hotel facilities. The incumbent is required to travel on a daily basis and depending on the Region; the incumbent may undertake extensive travel within the assigned geographic market area, which can be an exceptionally large territory.

Location(s): Canada : Ontario : Toronto || Canada : Ontario : Hamilton || Canada : Ontario : Mississauga || Canada : Ontario : Oakville || Canada : Ontario : St. Catharines

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. 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.