The Business Banking Relationship Manager IV is primarily responsible for the direct sales of financial products to new and existing small business clients and individuals. As with all Business Banking Relationship Managers, this individual must have adequate knowledge of the Business Banking underwriting approval processes. As the most senior of the Relationship Managers, this individual is responsible for managing and growing portfolios, which include the largest, most profitable and typically the most complex relationships. The Relationship Manager IV provides subordinate officers with functional guidance.
PRINCIPLE DUTIES AND RESPONSIBILITIES:
- Develops and executes a comprehensive relationship management and business development plan for customers and prospects. Significant focus of Relationship Managers time is spent scheduling business development calls, managing the customer and prospect database and direct calling on customers and prospects. The purpose of these appointments is to identify needs and solutions and in the case of existing customers monitor and retain relationships. Included in this responsibility is the issuance and negotiation of proposals new relationship and cross-selling proposals.
- Monitors and manages existing credit relationships which includes credit renewals, reviewing and detailed analysis of current financial statements and collateral valuations, cash flow analysis, managing delinquencies and documentation exceptions, and covenant monitoring; compiles reports necessary to monitor asset and credit quality and compliance with policy/regulation, and determining appropriate action for wire transfers. Relationship management responsibilities also include serving as the primary link for all financial services to the individual client with the Bank (i.e., Treasury Services, International and Trust) and facilitating operational problem resolution across department lines.
- Oversee the credit approval, documentation and booking process. The Relationship Manager must have the ability to analyze and evaluate credit requests, write loan commitments, recommend appropriate risk rating and issue declinations.
- Assists team members with complex account relationships, and guides less-experienced member of the team in matters relating to credit policy and complex financial arrangements; serves as a resource to team loan officers in the areas of marketing, new business development, and loan analysis and servicing.
KNOWLEDGE, SKILLS and ABILITIES:
- Extensive knowledge and understanding of commercial lending practices and loan documentation, and loan servicing requirements
- Advanced knowledge of accounting principles and practices
- Demonstrated capacity to sell products/services within the financial services industry
- Extensive understanding of credit underwriting, documentation, loan policy, and regulations
- Extensive knowledge of financial analysis including ratio and trend analysis and projections
- Specialized knowledge of specific markets in order to serve defined territories
- Excellent communication skills with the ability to prepare and deliver persuasive oral and written reports and presentations
- Excellent problem solving skills
- Good PC skills including knowledge of word processing and spreadsheet applications
This level of knowledge is normally acquired through completion of a Bachelor’s degree and 8-10 years experience in commercial lending or 14-16 years equivalent experience.