OEM Client Relationship Manager - Vancouver/Calgary

Requisition ID: 277508

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

Purpose:

The OEM Client Relationship Manager is an automotive industry specialist in Dealer Finance who serves as a dedicated point of contact for a selected Original Equipment Manufacturer (OEM) and its retailer network within an assigned region. This role is responsible for growing the existing Retailer and OEM business by developing and executing a tailored business development plan designed to support the OEM’s retailers in achieving their sales, leasing, KPI, and retention objectives, aligned with overall business strategies and priorities. The Client Relationship Manager works closely with OEM stakeholders and retailers to deliver a highly focused, relationship‑driven experience while ensuring all activities are conducted in compliance with governing regulations, internal policies, and procedures.

Accountabilities

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

• Promotes the development and profitable growth of the Retailers automotive portfolio by:
  • Developing business plans and supporting Retailers in meeting monthly, quarterly and annual objectives as required
  • Monthly reviews with all heads of business to review current sales rates of all New and Used business.
  • Reviewing Key KPI’s and drivers (New & Used vehicle car penetration, renewals and acceptance rates

• Implement and support ongoing customer education on Scotiabank and CDLSI (Canadian Dealer Leasing Services Inc.) processes, policies and best practices to assist retailers to maintain, improve, grow and retain the relationship by:
  • Reviewing all end of contracts (upcoming maturities) with Retailers
  • Identifying opportunities to use finance to sell aging or slow-moving stock (via best practices)
  • In Retailer coaching on structuring deals, application and assisting with approval process.
  • Assist in New Product and initiatives roll-out.

• Maintain a deep knowledge on all bank cross sell opportunities in joint collaboration with BNS and their assigned OEM at events (with focus on bank sales and high net worth clients.)
  • Extensive knowledge of all retail lending indirect and retail leasing products as well as solid knowledge of other retail products which may meet customer needs.
  • Excellent understand of Dealer Finance programs, products, policies, and services (in particular, Automotive) including a working knowledge of systems/platforms, routines, and operating procedures.
  • Strong credit skills and knowledge of the Bank’s commercial lending and deposit products and services
  • Strong knowledge of the Automotive Finance marketplace in Canada and a detailed knowledge of major customers and competitive positioning within the assigned market area; awareness of local market and general economic conditions
  • Strong understanding of DFC business strategies, structure and objectives and the overall Automotive Finance Strategic Plan
  • Thorough knowledge of ALS COM, Electronic Dealer Link, F&I Software suppliers, Sales Contact Management software and other Automotive Finance systems and platforms

• Understand how the Bank’s risk appetite and risk culture should be considered in day-to-day activities.
• 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.

Dimensions:

• Regional scope to initiatives managed by incumbent within defined region.
• Liaises with other Scotia Sales Representatives and local OEM Regional Performance Managers
• Annual Portfolio size of 10-12 Retailers
• The OEM CRM will interact primarily with Retailers specific to their assigned OEM providing knowledge, training, and excellent relationship management.
• The OEM CRM will interact with internal partners across the Bank including Directors & Market Leads, Product Manufacturing Team, and Dealer Center of Excellence

Education:

• An undergraduate degree in business or economics (or work equivalency) is a requirement. Other training requirements as determined by the Bank from time to time.
• 3+ years of sales experience is preferred.
• Expert knowledge of Automotive Finance Retail Operations, with 5+ years of industry experience
• Strong PC skills are necessary, including a working knowledge of MS Word, Excel, PowerPoint, and other systems and platforms.
• Excellent networking skills and interpersonal skills.
• Very strong interpersonal skills and communication skills are essential to this position. The incumbent must be able to effectively articulate views both within the Bank and externally in the marketplace.
• Excellent sales/closing skills.
• Excellent relationship building and teamwork skills.
• Strong negotiation skills

Location(s): Canada : Alberta : Calgary || Canada : British Columbia : Vancouver

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, please click here. 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.