What are the responsibilities and job description for the Business Banking Relationship Manager (RM) position at Johnson Financial Group?
Overview:
RM II: 5-8 years business banking experience; proven credit skills, has a successful sales track record, possesses solid prospecting skills, is good at client servicing and follow-through; BA preferred.
RM III: 8 years business banking experience; strong credit skills with the ability to effectively process and manage more complex business loans; proven sales track record, possesses solid prospecting abilities, with superior client servicing and follow-through skills. Must be skilled at and comfortable in actively prospecting clients, initiating contacts in the market, and developing relationships at all levels; networking contacts and a proven book of business highly desirable. Exhibits leadership qualities with the ability to manage, coach, and mentor less experienced RMs. Effectively navigates sensitive, complex communication with others.
The Business Banking Relationship Manager (RM) is responsible for delivering a best-in-class experience for business clients and developing revenue growth by generating, managing, and growing quality, profitable business loans, deposits, and fee-based relationships. The RM’s primary focus is to proactively connect and consult with current and prospective clients in developing solutions to meet all of their financial services needs.
KEY RESPONSIBILITIES
Position Specific Responsibilities
- Market JFG as the primary provider of financial products and services; actively prospect to identify and analyze needs and recommend structured solutions; serve as a cross-sale point of contact for our OneJFG partners; including but not limited to treasury management, wealth management, equipment finance, and insurance products and services.
- Responsible for developing and maintaining quality client and Center of Influence (COI) relationships. Hold regular meetings with business owners and senior executives to develop rapport with decision makers and determine appropriate banking and lending solutions so JFG is viewed as the primary provider, value-added, and trusted financial services partner.
- Perform timely analysis of client financial statements to determine appropriate credit capacity, leverage, and cash flows sufficient to repay debt obligations. Negotiate and review all loan documentation.
- Responsible for completing timely banking and credit renewals, annual client reviews, and collecting/reviewing financial statement requirements. Develop and maintain a high-quality deposit and loan portfolio and deepening relationships across other lines of business
Sales – Advising and Servicing Clients
- Execution of our comprehensive sales process which includes successful prospecting, planning and gaining new business.
- Knowledge of full portfolio of JFG products and services; actively cross-sells full breadth and depth of products. Responsible for meeting or exceeding sales, cross-sales and referral goals.
- Actively call/joint call on identified target segments, prospects, centers of influence, etc. to lead new business development and client acquisition efforts.
- Expand new and existing relationships by advising and recommending appropriate solutions that will delight our clients and exceed their expectations.
- Develop and maintain strong working relationships with business partners to expand customer relationships across all lines of business – Banking, Wealth and Insurance
- Meets or exceeds client retention goals.
- Perform proactive customer needs assessments on a regular basis.
- Give persuasive sales presentations and tailors delivery and material to meet audience needs.
- Applies sound judgment, innovation and appropriate creativity in management of client relationships.
- Participate in an active and meaningful role in a community or industry organization.
Job Requirements
RM I: 3 years banking experience; understands basic business financial statements, 1 year of sales experience preferred, developing effective prospecting skills, is good at client servicing and follow-through; BA preferred.
RM II: 5-8 years business banking experience; proven credit skills, has a successful sales track record, possesses solid prospecting skills, is good at client servicing and follow-through; BA preferred.
RM III: 8 years business banking experience; strong credit skills with the ability to effectively process and manage more complex business loans; proven sales track record, possesses solid prospecting abilities, with superior client servicing and follow-through skills. Must be skilled at and comfortable in actively prospecting clients, initiating contacts in the market, and developing relationships at all levels; networking contacts and a proven book of business highly desirable. Exhibits leadership qualities with the ability to manage, coach, and mentor less experienced RMs. Effectively navigates sensitive, complex communication with others.