Reporting to the Market Manager, The Relationship Manager effectively acquires, manages and grows profitable account relationships with business customers. Ensures the overall success and growth of an assigned portfolio by acquiring new client relationships and deepening relationships of existing customers through extensive cross-selling. Continually partners with existing customers in order to fully understand their businesses, goals, strategies and challenges. Proactively assesses their financial needs for the purpose of formulating a business plan and delivering an effective variety of financial products and services in order to help the customer succeed financially. Performs effective financial analysis and underwriting in the areas of credit, cash flow and collateral. Major Responsibilities: 70% New Business Acquisition and Cross-Selling: Develops new business, expands client base and creates a network of prospects from center of influence clients generating new client relationships and deepening existing relationships to meet individual revenue goals and meet financial targets. Identifies opportunities to acquire new business and deepen household relationships through extensive cross-selling; which includes referring to Wholesale and Commercial channels and other lines of business. Develops and presents effective marketing approaches to prospects, primarily through on-site visits. Fosters ?One-Team? partnerships with other business lines, including Consumer Lending, Retail Banking, Private Banking and Private Wealth ensuring referrals to expand client relationships through targeted cross-selling satisfy all client financial needs. Plan long-term and short-term business objectives, including preparing and updating business plans. Effectively uncovers and assesses prospects needs and financial status to provide accurate and suitable credit and other product advice and recommendations. 30% Portfolio Management, Risk Management and Client Experience: Orchestrates and coordinates client needs to ensure the highest quality of service and maximum financial return for the Bank. Coordinates with Credit Center and various product specialists to deliver services to the client. Monitors the credit relationship, maintains covenant compliance and obtain updated financial information on the existing loan portfolio. Documents and maintains risk-based discussions with borrowers, recognizes unfavorable trends and makes appropriate recommendations to the Credit Executive. Completes all KYC, BSA documents accurately and ensures all customers are compliant with required regulatory documents. Analyzes business financial data and submits complete credit packages to the Credit Center for underwriting. Clearly communicates the application and credit decision process; proactively follows-up on credit requirements; acts as liaison between the Credit Center, Retail Bank partners and the client; and provides recommendations about possible appeals of credit denials. Partners with Credit Center associates for credit underwriting, processing, closing and portfolio maintenance. Negotiates terms, conditions and pricing with customers to reach terms that accommodates their needs and is acceptable and profitable to the bank.? Qualifications 5 years of experience in? Commercial Lending. 5 years of Business Development experience selling to a broad range of industries and a breadth of company sizes. Experience with complex Cash Management and Trade Finance is required. Bachelors Degree in Finance, Business or Economics is preferred. Proficiency in using a Risk Based and Relationship Based Pricing Model. Proven track record of business development. Strong credit and underwriting skills. Strong interpersonal and mentoring skills. Ability to communicate clearly and effectively to both bank customers and other associates with excellent written and oral communication skills. Ability to handle multiple requests/customers with a high attention to detail and ability to take initiative when handling packages or projects. Proven proficiency in Accounting. ?
