Client Relationship Officer (Offshore Banking Unit)

Requisition ID: 273235
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Job Title
Client Relationship Officer (Offshore Banking Unit)

Purpose of Job

The Client Relationship Officer – OBU is responsible for contributing to the profitable growth and quality of the Bank’s Corporate & Commercial deposit portfolio by focusing on the development of profitable relationships with offshore banking clients, primarily foreign companies without a physical presence in the country and International Business Companies (or “IBCs”). He/she manages a customer portfolio ensuring effective relationship management and is responsible for contributing to the overall success of the unit. This includes meeting financial objectives related to the profitable growth and retention of the assigned portfolio and maximizing opportunities to sell other related business products and services. He/she conducts sales planning and fulfills the execution of services for the existing customer base. Incumbent works in tandem with GTB officers and/or Relationship Managers in other countries as well as with ICCB to ensure effective relationship management of shared customers, as well as to properly qualify prospects for business with the Bank and the OBU.

Major Accountabilities: 1. Ensures all aspects of assigned relationships receive ongoing attention, as required to maintain,
improve, grow and retain the relationship by:
• Using strong knowledge of the Bank’s products and services to ensure strong Bank relationships are
maintained and opportunities for the sale of additional bank products are maximized.
• Actively seeking customer feedback on Bank products and services and the delivery of customer
service;
• Liaising with the Business Service Centre for fulfilment (including documentation, liaison with 3rd parties,
etc) and all service activities;
• Partner with internal product specialists as required.

1. Promotes the development and profitable growth of the commercial banking portfolio by:
   • Responding to inquiries from internal and external sources for the opening of offshore commercial
   deposit accounts
   • Ensuring the growth in the offshore deposit portfolio by maintaining and deepening the relationship with
   existing clients as well as by acquiring new ones, all in a manner compliant with Bank procedures and
   Regulatory requirements.
   • Acting upon qualified prospects, for non borrowing products and services to maximize business
   development opportunities for sustainable growth;
   • Identifying prospects/referrals from other internal/external networks;
   • Referring customers and prospects to the appropriate Credit Solutions Manager as necessary.
   • Conducting annual reviews as appropriate to ensure the maintenance of profitability and to re-evaluate
   AML, ATF and Reputational risks.

2. Pursues a business development program within the assigned portfolio of accounts according to
   agreed upon growth objectives by:
   • Developing strategic sales plans for existing customers, as well as strategies for new customer
   acquisition;
   • Direct selling of all GTB and non-credit products, and referring credit products as appropriate;
   • Executing on an active call program with customers, prospects and referral sources.
   • Maintaining an appropriate ongoing sales pipeline;
   • Maintaining effective follow-up with existing clients on any unsuccessful opportunities
   • Update client or contact information accurately and in a timely fashion.

3. Safeguards the Bank’s assets and liabilities by maintaining the quality of assigned portfolio by:
   • Conducting customer and enhanced due diligence on prospective new corporate and commercial
   clients, consistently applying the Know Your Customer (KYC) requirements including customer identity,
   source of funds, nature and reasonability of expected volume of activity that is to be undertaken, as well
   as ensuring an in-depth understanding of the client’s business model, purpose and rationale for activity
   in the country, corporate family tree, etc.
   • Conducting initial Risk Assessments evaluations as well as Annual Reviews of Risk Assessment as
   required and indicated by the Enhanced Due Diligence Unit (Compliance)
   • Accurately preparing and renewing when required deposit documentation and other related
   documentation (incorporating documents, etc.) for all offshore deposit accounts.
   • Keeping abreast of changes in Bank policy, local regulations, double tax treaties, and any other rules or
   legislation pertaining to offshore companies in the country (including but not limited to IBCs or their
   equivalent, captive insurance companies, and companies in liquidation).
   • Monitoring and reviewing customer transactions (for those accounts assigned) from time to time to
   ensure activity is appropriate for the type of business and in line with expectations, investigating,
   documenting and making recommendations where exceptions are detected.
   • Assisting in obtaining additional information from customers concerning unusual activity identified on the
   Account Monitoring Reports/ / LCTR’s/ Daily Significant Transaction Reports etc.
   • Along with the Branch Compliance Officer assisting in the preparation of Suspicious Activity Reports.
   • Adhering to Bank and Branch Security Procedures with respect to assigned Authorities and
   responsibilities.
   • Reporting any unusual occurrences or fraudulent activity to your Supervisor as soon as you become
   aware of it in conjunction with the Bank’s Anti-Money Laundering Guidelines.

4. Contribute to Centre Productivity and Service by:
   • Organizing work to maximize productivity
   • Maintaining effective and harmonious working relationships with other branch / centre staff
   • Preparing returns, reports, and correspondence accurately and promptly
   • Maintaining an accurate and complete B/F system

Complexity of Position:
• The incumbent requires a thorough knowledge of the Bank’s and local government’s policies for opening new
deposit accounts, due diligence processes and commercial account documentation. The incumbent understands
the Commercial Bank’s objectives, has a thorough knowledge of strategies, structure, as well as its lending and
deposit products and services.
• Good communication and interpersonal skills are essential to this position. The incumbent must be able to
effectively articulate their views both within the Bank and externally in the marketplace. Strong PC skills are
necessary, including a working knowledge of MS Word, Excel, Lotus notes and other commercial systems and
platforms.

Functional competencies:
• Good networking and interpersonal skills
• Good communication skills (oral and written)
• Good relationship management skills
• Good knowledge of Bank’s commercial deposit products and services, and the full GTB suite of products and
services.
• Good sales/closing skills
• Good knowledge of relationship building and teamwork skills

Location(s):

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.

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