Healthcare & Professional Specialist

Requisition ID: 187281

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

As the Healthcare & Professional (HCP) Specialist, you will be part of a national team responsible for leveraging their expertise for the profitable growth of new high value customers, healthcare and professional customers. In the role, you will manage and grow a business banking portfolio by acquiring new healthcare and professional customer relationships, and retain/expand existing relationships, through:

• involvement in industry events and relationships with local Professionals
• Centers of Influence (COI’s) serving the segment
• Internal Retail and other Scotiabank Partners
• Professional Associations with a footprint in the local market

You will also be responsible for meeting assigned targets, which include:

• asset, deposit and revenue growth
• business development activities
• retention and referral goals
• other objectives related to customer service, operational effectiveness and personal development

Is this role right for you? In this role, you will:

• Develop and maintain 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
• Provide specialized healthcare and professional customers expertise and business/finance advice, increasing the business owner’s ability to succeed in their business
• Develop and maintain business relationships with COI’s including influential customers, and internal/external referral sources
• Respond to requests for service, instructing and guiding customers in service use, and confirming their satisfaction with the service provided
• Take steps to recover customer relationships, when required
• Plan and complete relationship building activities that would create sales opportunities
• Provide value to customers by developing and maintaining an awareness of events, trends and practices in the healthcare and professionals markets
• Identify 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
• Discover business and personal banking needs/preferences on both sides of the customer’s balance sheet
• Proactively collaborate with Branch Managers and Wealth Management Consultants to ensure a Total Solutions approach (business and personal lending, payments and investments), is provided to each new and existing healthcare and professional customer
• Assist and advise Scotiabank partners (Branch Managers, Small Business Advisors and Financial Advisors) with structuring marketing activities to close certain healthcare and professional deals with existing Branch customers
• Respond to requests for business banking solutions by collecting relevant information, processing the requests, and conducting due diligence as applicable
• Negotiate compensation for financial products and services, as applicable and in accordance with Bank policies
• Provide thorough and consistent communication to customers throughout service set up, providing necessary set up instructions where appropriate, and ensuring the set up occurs according to plan
• Manage an assigned credit portfolio at an acceptable level of risk by working/consulting closely with the SPP Solutions Managers/ACE when processing deals
• Complete detailed credit reviews in a timely and sufficient manner
• Authorize, renew, or decline customer requests within standard Bank policies and authorized limits, forwarding others as per established processes
• Ensure all related documentation is properly maintained and thoroughly completed, and accounts adhere to the conditions of authorization
• Identify and resolve deviations from the conditions of authorization, and deteriorating and/or unsatisfactory trends affecting the loan portfolio, seizing opportunities to reduce risk and loss
• Develop an understanding of the branch financial and non-financial goals and how to contribute to them
• Negotiating aggressive yet achievable financial and non-financial goals
• Participate in team meetings, skill-building sessions and one-on-one coaching sessions
• Adhere strictly to Bank and Branch security procedures and assigned authorities and responsibilities, and immediately report any unusual occurrences or fraudulent activity
• Comply 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 pursue effective and efficient operations of your respective area, 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
• Champion a high performance environment and contributes to an inclusive work environment

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

• Post-secondary education in accounting, finance, business law, and economics, or equivalent work experience
• Proven expertise in the healthcare and professional segment within designated marketplace
• Expert knowledge of the features and benefits of Small Business products and services, selling approach, selling tools and calculators, as well as related internal software and technology platforms for Small Business including ACE and GRM, Sales Builder, Intralink, etc.
• Thorough knowledge of applicable risk management policies and processes, and legal and security documentation for small business products
• Experience with interviewing, solicitation, marketing and business development techniques
• Thorough knowledge of applicable branch procedures, processes and workflows, small business legal structures, life cycles and owner characteristic, and business financial statements within the healthcare and professional segments
• Working knowledge of the features and benefits of retail products and services (i.e. Wealth Management, Commercial Banking, MD Financial, Enterprise Solutions, etc.)
• Knowledge of competitor offerings and alternate sources of financing
• Knowledge of economic conditions and political events affecting businesses, especially in the professional and healthcare segment
• The ability to build and maintain key relationships, influence and persuade others, tactical planning, implementation and organization skills
• A high degree of flexibility in order to adapt to a wide variety of tasks and functions, including being mobile to the district you are supporting to meet with customers and related COI’s
• English and French language skills is considered a strong asset

Location(s): Canada : Ontario : Ottawa || Canada : Quebec : Gatineau

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.