Scotiabank Senior Manager Healthcare, Professional Banking in Toronto , Ontario
Senior Manager Healthcare, Professional Banking
Requisition ID: 92213
Join the Global Community of Scotiabankers to help customers become better off.
The Healthcare and Professional Specialist is part of a national team responsible for leveraging their expertise for the profitable growth of new high value healthcare and professional customers.
In this role you will acquire new healthcare and professional customer relationships through involvement in industry events and relationships with local Professional Centres of Influence (COI’s) serving the segment, Scotiabank Partners and Professional Associations with a footprint in the local market, while retaining and expanding existing ones, as well as from Retail and other internal partners.
You will be responsible for meeting assigned targets, which include asset, deposit and primary customer growth and business development activities, retention and referral goals as well as other objectives related to customer service, operational effectiveness and personal development. This role is responsible for ensuring effective relationship management by conducting sales planning and fulfilling the execution of service for an existing customer base.
The ability to build and maintain key relationships is essential, along with the ability to influence and persuade others. You must possess tactical planning, implementation and organization skills and a high degree of flexibility to adapt to a wide variety of tasks and functions is required.
Manage and grow a business banking portfolio of existing and new high value healthcare and professional customers, Centers of Influence and professional associations with the purpose of achieving significant growth, retention and other targets while meeting the Bank's Service Standards by:
Developing and maintaining knowledge of assigned healthcare and professional customers including the nature and progress of their business, their financial position, and the terms and conditions of financial services used
Providing specialized healthcare and professional customers expertise and business/finance advice which increases the business owner's ability to succeed in their business
Developing and maintaining business relationships with Centres of Influence (COI) including influential customers, internal and external referral sources
Responding to requests for service, instructing and guiding customers in service use and confirming their satisfaction with the service
Taking steps to recover customer relationships, when required Acquire new healthcare and professional business owner relationships and expand existing ones to achieve, and assist partners in achieving, sales and other goals by:
Planning and completing relationship building activities which create sales opportunities and/or provide value to customers, developing and maintaining an awareness of events, trends and practices in the healthcare and professional markets
Identifying prospects using multiple channels including asking for referrals from existing customers, collaboration with Scotiabank partners and COIs, developing a network of community business contacts and participating in marketing/educational seminars
Discovering business and personal banking needs/preferences on both sides of the customer's balance sheet
Proactively collaborating with all internal partners, including but not limited to Retail, Scotiawealth, Commercial and Small Business to ensure a Total Solutions approach (business and personal lending, payments and investments), is provided to each new and existing healthcare and professional customer
Work in collaboration with MD partners to ensure all physician referrals are managed efficiently by ensuring the right banker is engaged and referrals to MD are identified and reciprocated
Assisting and advising Scotiabank partners (Branch Managers, SBAs and FAs) in marketing, structuring and closing certain healthcare and professional deals with existing Branch customers
Responding to requests for business banking solutions by collecting relevant information, processing the requests, and conducting due diligence as applicable
Informing the customer of what to expect and when the service is set up for their use, providing necessary set up instructions where appropriate, and ensuring the set up occurs according to plan Build and maintain a market profile in the Healthcare Professional market with internal and external contacts by:
Developing and maintaining an awareness of events, trends and practices in the professional markets of the Health Care industry
Be an ambassador and for Healthcare and Professional clients and a leader amongst peers and in the professional segment market by exemplifying our core values and strategy
Identifying market potential and develop marketing strategy, setting marketing/promotional goals, and Planning promotional activities which are aligned with the Centre goals and activities
Participating in the professional and community events and associations to develop and expand network of contacts
Participating and be involved in the planning of trade shows and financial seminars
Supporting and closely working with professionals to support the transition from SPSP to SPP Manage an assigned credit portfolio at an acceptable level of risk by:
Working closely with the SPP Solutions Managers/ACE when processing deals
Completing credit reviews in a timely and sufficiently detailed fashion
Authorizing, renewing or declining customer requests within standard Bank policies and authorized limits, forwarding others as per established processes
Preparing and/or ensuring all documentation is properly completed
Ensuring accounts adhere to the conditions of authorization
Identifying and resolving deviations from the conditions of authorization
Identifying deteriorating and/or unsatisfactory trends affecting the loan portfolio, seizing opportunities to reduce risk and loss Contribute to Specialty Business Banking’s overall financial and non-financial objectives by:
Developing an understanding of the branch financial and non-financial goals and how to contribute to them
Delivering financial and non-financial goals
Participating in team meetings, skill-building sessions and one-on-one coaching sessions
Adhering strictly to Bank and Branch security procedures and assigned authorities and responsibilities and reporting any unusual occurrences or fraudulent activity to your supervisor as soon as you become aware of it.
Adhering to and ensuring compliance with regulatory activities and guidelines including Privacy, Anti-Money Laundering/Anti-Terrorist Financing, FCAD, Know Your Customer, CDIC, Occupational Health & Safety
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 contributes to an inclusive work environment.
The ability to build and maintain key relationships is essential, along with the ability to influence and persuade others. The incumbent must possess tactical planning, implementation and organization skills. A high degree of flexibility is required to adapt to a wide variety of tasks and functions.
Post-Secondary Education at University/College level preparation in Accounting, Finance, Business, Economics
Previous experience working with Healthcare and Professional clients required
Expert credit underwriting experience required
Expert knowledge of the features and benefits of Small Business professional products and services, selling approach, selling tools and calculators
Expert knowledge of the specialist’s marketplace, proven expertise in the healthcare and professional segment within that marketplace
Expert knowledge of the applicable software and technology platforms for Small Business including the supporting systems such as the ACE and GRM, Sales Builder, Intralink etc.
Thorough knowledge of applicable risk management policies and processes
Thorough knowledge of legal and security documentation for small business products
Thorough and proven knowledge of interviewing, solicitation, marketing and business development techniques
Thorough knowledge of applicable branch procedures, processes and workflows
Thorough knowledge of small business legal structures, life cycles and owner characteristics
Thorough knowledge of business financial statements, especially the healthcare and professional segments
Working knowledge of the features and benefits of retail products and services
Working knowledge of other business line/partner offerings (i.e., Wealth Management, Commercial Banking, MD Financial, Enterprise Solutions)
Working knowledge of competitor offerings and alternate sources of financing
Working knowledge of economic conditions and political events affecting businesses, especially in the professional/ healthcare segment
Location(s): Canada : Ontario : Toronto
As Canada's International Bank, we are a diverse and global team. We speak more than 100 languages with backgrounds from more than 120 countries. Our employees are committed to a superior customer experience and use the Bank’s six guiding sales practice principles to ensure they act with honesty and integrity.
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 at https://www.scotiabank.com/careers/en/careers/technical-support-for-applicants.html . 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.