Relationship Manager

POSITION SUMMARY:   

The Relationship Manager is responsible for acquiring, growing, and retraining deposit relationships with clients in fiduciary-related industries, businesses and other professional services firms.  The role focuses on understanding complex client cash-management and fiduciary requirements and delivering tailored deposit solutions while ensuring strong risk management and regulatory compliance. In addition, the Relationship Manager assists the Team Lead with unit-wide sales and services efforts to achieve bank sales goals while ensuring full compliance.   

ESSENTIAL FUNCTIONS:

Client Management (40%)

• Develop, manage, and grow a portfolio of fiduciary and specialty deposit relationships.
• Serve as the primary point of contact for clients, providing proactive relationship management, regular reviews and high-touch service
• Originate and expand deposit balances by identifying client needs, cross-selling appropriate deposit and cash-management products and executing targeted calling plans.
• Oversee onboarding and documentation for new fiduciary, business deposit accounts, ensuring accuracy and adherence to internal policies and applicable regulations.
• Conduct periodic relationship and account reviews, including pricing, fee structures, and service levels, to ensure profitability and client satisfaction
• Responds to client inquiries in professional and knowledgeable manner. Performs other related duties/projects as assigned.

Business Development  (40%)

• Support and participate in business development initiatives, industry events, and networking with attorneys, CPAs, Professional Fiduciary, and other centers of influence.
• Maintain up-to-date knowledge of business,  fiduciary and trust practices, as well as relevant laws and regulations affecting client segments.
• Strong client-facing relationship skills with the ability to build trust and credibility with sophisticated professional and business clients.
• Ability and willingness to travel regularly to client meetings, professional meetings and conferences.
• Proven success in business development-including prospecting pipeline management and closing deposit-focused opportunities-while managing relationships and balancing growth with account/asset quality.

Core Value and Mindset (20%)

• Solid understanding of deposit products and cash management services
• Excellent communication skills, both written and verbal, including the ability to explain complex account structures in clear, practical terms.  
• Must be highly motivated, self-motivated and have a desire to success based on own efforts.
• Demonstrated critical-thinking skills, with the ability to assess client situations, draw meaningful insights, and recommend appropriate, customized solutions.
• Thrives in collaborative, cross-unit environments emphasizing transparency and reliable follow-through
• Participate in community and CRA activities to promote the Company’s brand in our communities.

OTHER RESPONSIBILITIES: 

• Successfully complete all mandatory training on related Bank and BSA compliance as well as other laws and regulations as assigned in a timely manner.
• Perform all assigned duties under Bank’s compliance programs and related laws & regulations.
• Perform other duties as assigned.

Education, Experience and Skills Required:

• 3-7 years of experience in relationship management within banking, trust, treasury management, or fiduciary industry with a proven focus on deposit growth
• Prior experience working with fiduciary, legal, trust or professional services clients strongly preferred
• Proficiency in Spanish or Mandarin/Cantonese is preferrable but not require.  

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.