Relationship Manager

POSITION SUMMARY:   

• Primary function is to generate revenue for the Commercial Banking group by actively establishing a center of influence for new referrals as well as actively participating in community events. Relationship Managers are expected to grow and expand existing customer base by partner referrals in addition to growing new customer acquisition by conducting effective need assessment and recommending based upon customer needs. 
• Research and identify new and viable prospects in order to achieve the assigned financial goals and profit growth in the assigned team. Build and maintain industry networking and customer pipeline to leverage the commercial and industrial loans for business prospects.

ESSENTIAL FUNCTIONS:

Business Development (75%)

• Business development and the acquisition of new clients to generate new Commercial & Industrial & Commercial Real Estate (owner occupied and investor) loan relationships resulting in new fee income (such as loan fees, cash management & international service fees, etc.) for the bank.
• Generate new business and consumer deposits for the bank.

• Develop strategies for targeting middle market companies and create opportunities by calling on prospects, referral sources and center of influences in order to develop business and expand client base.
• Generate qualified leads through direct mails, community involvements, telephone work, referral source development, and other networking and marketing tactics.
• Manage the pipeline of active and viable leads including determining which prospects to call on and the priority and scheduling of calls.

Portfolio Management and Expanding Portfolio (15%)

• Overall accountability for driving the profitability, quality, and growth of portfolio.
• Management and growth of existing customers through increasing the use of lending products and cross sales of non-lending products and services such as cash management, FX, and Trade Finance to existing customers.
• Works collaboratively with the credit team to identify and resolve credit issues and covenant non-compliance.

Servicing (10%)

• Maintain superior and courteous service to promote products and expand customer relationships & exceed customer expectations in terms of accuracy, efficiency, courtesy, and professionalism.
• Negotiate terms (collateral, covenants, pricing, and other components) of lending agreement with customer/prospect. 

OTHER RESPONSIBILITIES: 

• Prepare business reports including pipeline, expense, sales summary, etc. 
• Be aware of the current trends and competitors’ conditions in the target market and industry.
• Perform related duties, as required, for the training and development purposes. 
• Familiarize and comply with all applicable Bank’s policies and procedures as well as governing laws and regulations. 
• Performing all assigned duties under Bank’s compliance programs and related laws & regulations.
• Successfully completing all mandatory training on related Bank’s and BSA compliances as well as other laws and regulations as assigned in a timely manner.

Education, Experience and Skills Required:

• Bachelor’s degree in Finance, Economics, or business-related field is preferred.
• 3-5 years of experience in sourcing and building business relationships in C&I field is preferred.
• Strong influencing, financial statement reviews, sales, customer service, and communication skills.
• Credit background that allows to critically review, analyze, and structure commercial loans, cross sell bank products, and attract new business.
• Familiar with C&I market, all applicable State and Federal regulations, business projects.
• CFA or related certification is preferred.

PHYSICAL DEMANDS: 

• Minimum mobility to work in an office setting; sit for prolonged period of times; operate office equipment including use of a computer keyboard; and reach with hands and arms. Employees are occasionally required to walk and stand and lift and move records and documents weighing 30 pounds or less. 

COMMUNICATION DEMANDS:

• Attention to detail, strong organizational, communication, interpersonal, self-motivated, and analytical skills, ability to interact with all levels of management and staff.

WORK ENVIRONMENT:

• Standard office environment. Noise level in work environment is usually average. Hear in the normal audio range with or without correction. Specific vision abilities required by this job include close vision and the ability to adjust focus. Travel is required.

Compensation

The base pay range for this position is USD $115,000.00/Yr. - USD $145,000.00/Yr plus full benefits. Exact offer will be determined based on job-related knowledge, skills, experience, and location.