Senior Healthcare Professional Specialist in Toronto, Ontario

Senior Healthcare Professional Specialist

Requisition ID: 200454

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

What your role will be…

Contributes to the overall success of the Healthcare & Professional Banking, Small Business in Canadian Banking team, ensuring specific individual goals, plans, initiatives are executed and delivered in support of the team’s business strategies and objectives. Ensures all activities conducted are in compliance with governing regulations, internal policies, and procedures.

The Senior Healthcare Professional Specialist is part of a national team responsible for leveraging their experience for the profitable growth of new high value healthcare and professional customers. Leveraging key industry partners and centers of influence within the professional community to drive business results to grow, retain and deepen relationships with healthcare professional customers.

What you’ll be doing…

Champions a customer focused culture to deepen customer relationships and leverage broader Bank relationships, systems, and knowledge.

Manages and grows a business banking portfolio of existing and new high value healthcare professional customers, develops relationships with key centers of influence and professional associations with the objective of driving significant growth, retention and other targets while meeting the Bank’s Service Standards by:

• Developing and maintaining knowledge of assigned customer portfolio including the nature and progress of their business, their financial position, and the terms and conditions of financial services used

• Providing specialized healthcare professional expertise and business/finance advice and solutions which increases the professional business owner’s ability to succeed in their business

• Developing and maintaining business relationships with key industry Centers of Influence (COI) including influential customers, internal and external referral sources to support business growth

• Responding and managing customer service requests, advising, and guiding customers in service use and confirming their satisfaction with the service and take steps to recover customer relationships, when required

• Focusing efforts on SPP customers with complex and higher financing need

Develops and grows healthcare and professional business owner portfolio through acquisition of new relationships and expand existing ones to achieve 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 professional markets

• Actively hunting for new healthcare professional customer/prospect leads and business development activities with primary focus on existing customer and external COI referral generation and larger/more complex practice financing opportunities

• Collaborating with MD colleagues to ensure all physician referrals are managed efficiently by ensuring the right banker is engaged and referrals to MD are identified and reciprocated

• Responding to requests for business banking solutions by collecting relevant information, processing the requests, and conducting due diligence as applicable French

• 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

• Maintaining knowledge of product and service offerings for healthcare professional customers, including Scotia Professional Plan (SPP), Scotia Professional Student Plan (SPSP) and Healthcare Plus banking programs

• Identifying prospects using multiple channels including asking for referrals from existing customers, collaboration with internal partners and key industry COIs, developing a network of community business contacts and participating in industry events and marketing/educational seminars

• Discovering business and personal banking needs/preferences on both sides of the customer’s balance sheet

• Collaborating with internal partners, including but not limited to retail/small business, wealth, commercial and MD Financial (MD) to ensure a holistic solutions approach (business and personal lending, payments, and investments), is provided to each new and existing healthcare and professional customer

• Implementing a highly proactive customer contact strategy with a focus on practicing healthcare and professional customer prospects with complex lending needs greater than $3MM and supported by existing partnerships (Wealth, Commercial, etc.)

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 healthcare industry

• Being an ambassador for Healthcare Professional customers 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 HCP strategic goals and activities

• Participating in industry events and by leveraging and building relationships with key professional centers of influence and professional associations with a footprint in the local market and community 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

Manages an assigned credit portfolio at an acceptable level of risk by:

• Working closely with the SPP Solutions Managers/adjudication centers 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

Contributes to Small 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

• Being a leader amongst peers by exemplifying our core values and providing informal mentoring/guidance to peers

• 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.

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 their respective areas in accordance with Scotiabank’s Values, its Code of Conduct, and the Global Sales Principles, while ensuring the adequacy, adherence to and effectiveness of day-to-day business controls to meet obligations with respect to operational, compliance, AML/ATF/sanctions, and conduct risk.

Champions a high-performance environment and contributes to an inclusive work environment.

What you need to succeed…

• Minimum 2 years previous experience working with Healthcare Professional customers with proven track record of success and experience organically growing portfolio through new customer acquisition

• Basic university/college courses in accounting, finance, business law, and economics, or equivalent work experience

• Expert credit underwriting experience

• Expert knowledge of the features and benefits of Small Business professional products and services, selling approach, selling tools and calculators

• 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 healthcare professional business legal structures, life cycles and owner characteristics

• Thorough knowledge of business financial statements, especially the healthcare professional segment

• Working knowledge of retail products and services and 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

• 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.

• Moderate to frequent travel within market required to meet client and business needs.

What we’re offering…

• 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.

Location(s): Canada : Ontario : Toronto

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. If you require technical assistance, pleaseclick here (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.