Senior Relationship Manager recruitment
• The incumbent must meet sales, calling and referral targets for financial institution business.
• He/she is required to initiate/prepare ECD applications and credit proposals while being fully responsible for the promotion and marketing of the Bank's products and services to enhance/increase revenue generation in this territory.
• He/she is responsible for ensuring that a high level of customer service is provided to field units, operating units and financial institutions and that all activities are in compliance with established TFFI Policies and Procedures.
• The incumbent is also responsible for ensuring that business in place with financial institution partners minimizes cost and maximizes both service quality and reciprocal business opportunities.
• The incumbent is responsible for supporting other areas of the Bank (Pacific Regional Office, Scotia Capital, etc) with regard to credit needs for financial institutions in the assigned portfolio.
KEY ACCOUNTABILITIES:
• Maximize revenue from financial institutions in the assigned portfolio and meet business development and referral targets by:
oAnalyzing the assigned portfolio; identifying potential locations for new/increased financial institutions business; and identifying suitable financial institution prospects;
oConducting business development calls on financial institutions, analyzing customer needs, preparing client presentations and proposals;
oInitiating credit applications and preparation of credit applications for TFFI, including recommendations for pricing, terms and conditions;
oNegotiating terms, conditions and documentation with clients, culminating in the closing of transactions;
oProviding effective post-call follow-up; ensuring all customer enquires and concerns are resolved; and
oProviding ongoing relationship management for all financial institution business in the assigned portfolio, including ongoing business development/servicing/coordination of TFFI and all other Bank products, utilization of credit lines, completion of documentation requirements, and initiate credit applications and/or one-off credit approval requests, as required.
• Ensure a high level of customer service is provided to field units, operating units, financial institutions and subsidiary/affiliate/branch clients by:
oMaintaining close liaison with all units to ensure the highest level of external and internal customer service;
oResponding promptly and thoroughly to enquiries of all types and working closely with delivery units, credit, product and operations groups on service issues; and
oBeing proactive and anticipating problems before they happen.
• Promote business collaboration between all units of the Scotiabank Group network by:
oDeveloping a marketing strategy to sell the Bank's products and services including; payments and cheque clearing, trade finance, treasury, bullion and capital markets products, as well as those relevant products provided through Scotiabank's international banking network, including subsidiaries and affiliates; and by initiating or facilitating business on behalf of all Scotiabank units;
oActing as an information resource for regional TFFI staff; sharing knowledge and experience regarding the TFFI product lines/processes/procedures/systems/business practices;
oMaintaining an up-to-date knowledge of product offerings from all relevant Bank business lines and identifying potential fits for those products within the calling base;
oCoordinating and facilitating cross-border TFFI business between Scotiabank Group units with third party financial institutions, particularly between financial institution customers in Europe and Africa and the Bank's network of Branches, subsidiaries and affiliates in Asia and the America.
oProviding direction to subsidiaries and affiliates in order to coordinate and align their financial institution relationships with Scotiabank's, in order to maximize returns/minimize costs for the Group.
• Ensure Compliance with established TFFI Policies and Procedures at all financial institutions in the assigned portfolio by:
oEnsuring adherence to E.O. regulatory and internal Bank requirements including anti-money laundering/anti-terrorist financing and compliance criteria, while being cognizant of local regulatory parameters;
oManaging the ECD/EDD process, including initiating, collecting, assessing all compliance documents for financial institution relationships; and conducting ongoing monitoring and reassessment of financial institution risk ratings based on changing market conditions; and
oMonitoring/assessing financial institution account activity for compliance with the Bank Security Act, escalating unusual activity with recommendations to TFFI Compliance
COMPLEXITY
The incumbent has an extensive knowledge of international trade, banking/clearing systems, regional economic conditions, as well as country and regional political influences. The incumbent will be, in some cases, considered the primary contact with banks in the territory involved. He/she will be accountable for the successful development of the Bank's correspondent banking business in the region and for meeting income and business development targets.
The position is very complex as it deals with a mature market consisting of many of the world's largest and most-sophisticated financial institutions, where service expectations are extremely high.
• As the Bank's worldwide services are being marketed, a high level of understanding of BNS Group products:
oClearing Services, Bullion Lending, Swaps, Credit Derivatives, Trade Finance, Foreign Exchange and Money Market
oIn addition to policies, procedures and operations as required.
• It is expected that the incumbent will show independence and initiative in developing objectives and strategies, as well as implementing the means to achieve them, within the broad goals of growth of market share and income. He/she must be able to make important decisions independently.
REQUIRED SYSTEMS EXPERIENCE:
• It would be of great benefit if candidates had experience of Swift Alliance.
• Candidates will be required to gain a working knowledge of ACBS.
AUTHORITY / DECISION MAKING / DIRECTION RECEIVED:
• Working as part of a team, the incumbent is expected to perform at a fully satisfactory level or better and to escalate those matters relating to policy issues, transactions outside authorized limits and transactions involving potential loss/exposure.