TheCommercial/Middle Market Banking Relationship Manageris responsible forgenerating new loan and deposit business, according to assigned sales goals,byinitiatinganddevelopingrelationships withbusinesses, industries,developersand consumers.TheCommercial/Middle Market Banking Relationship Managermaintains acceptable credit quality and appropriate loan pricing.Individual portfolio management and client relationship expansion, including partner referrals, are critical for success in this position.

Salary Range

The salary range for this position is $98,400/yr - $199,000/yr plus bonus. The base salary indicated for this position reflects the compensation range applicable to all levels of the role across the United States. Actual salary offers within this range may vary based on a number of factors, including the specific responsibilities of the position, the candidates relevant skills and professional experience, educational qualifications, and geographic location

KeyAccountabilities

AchieveSales Targets

• Works to achieve assigned personal sales goals through proactive activities and behaviors that lead to results.

• Alignsclient and bankobjectivesand orchestratesorganizational resourcesand referral partnersto build collaborative, client-focused relationships.

• Usesa consultative selling approach to understandclientneeds and opportunities, including conducting pre-call planning,establishingrapport, interviewing for needs and opportunities, explaining features and benefits, overcomingobjectionsand closing the sale.

• Leveragescenters of influence to build a network and create a pipeline of business.

Loan Originations

• Ensuresloan requests meet the requisite level as set forth under current loan standards by evaluating loan requests for proper purpose,structureand pricing.

• Partners with support staff to ensure the loan origination process meets bank and client expectations.

• Seeks guidance and insight from other lenders and Executives to deliver the best possible loan terms for the bank and client.

Portfolio Management

• Manages a portfolio of customers satisfactorily, ensuring the relationships aremaintainedin a professional manner and monitoring of the portfolio meets current loan standards.

• Strivesto meet or exceed average portfoliotargetby strengthening existing client relationships and fostering new relationships.

• Manages delinquencies andportfolioto ensure that classified credits are recognizedtimelyand referred promptly to Special Assets.

KeyCompetenciesfor Position

Strategy in Action 64Build your strategic mindset capability.

• Breaks down larger goals into smaller achievable goals and communicates how they are contributing to the broader goal.

• Activelyseeksto understand factors and trends that may influencerole.

• Anticipates risk and develop contingency plans to manage risks.

• Identifiesopportunities for improvement and seeks insights from other sources to generate potential solutions.

• Aligns activities to meet individual,teamand organizational goals.

Compelling Communication 64Openly and effectivelycommunicateswith others.

• Effectively and transparentlysharesinformation and ideas with others.

• Tailors the delivery of communication in a way that engages the audience and that is easy to understand and retain.

• Unites others towards commongoal.

• Asks for others' opinions and ideas and listens actively to gain their support when clarifying expectations, agreeing on a solution and checking for satisfaction.

Makes Decisions & Solves Problems 64Seeks deeper understanding andtakes action.

• Takesownership of the problem while collaborating with others on a resolution withan appropriate levelof urgency.

• Collaborates andseekstounderstandsthe root causes of problems.

• Evaluates the implications ofnew informationor events and recommends solutions using decisions that are sound based on what is known at the time.

• Takesaction that is consistent with available facts,constraintsand probable consequences.

Delights Clients 64Continuouslyseeksand applies knowledge leading to a best-in-class client experience.

• Passionately serves internal/external clients with excellence.

• Maintainsa growth mindset staying current with developments and trends in areas of expertise influencing client satisfaction both internally and externally.

• Understands data,metricsand/or financial information, and how they tie to client satisfaction and business outcomes related to position,clientand/or team.

• Nurtures client relationships by listening, prioritizing, and acting responsibly to meet client needs, mitigateriskand add shareholder value.

Qualifications and Education Requirements

• Bachelors degreeand/or H.S. Diploma/GED withequivalent work experience.

• Minimum5yearsrelevantCommercial bankingexperience.

• Abilityto orchestrate organizational resources byidentifyingkey players, communicating relevant information, and building collaborativeclient-focused relationships.

• Possesses a thorough knowledge of Loan Standards, Loan ReviewAdministrationand Banking/OCC Procedures.

• Very highlevel of written and verbal communication skills.

• Must have a proventrack recordof successful sales performance with strong business development skills.

• Very highlevel of sales,negotiationand financial analysis skills.

RelationshipManager roles may vary between RM II, RM III, RM IV, RM Seniorthis position may be filled at a different level depending on the candidates qualifications and relevant experience.Factors may include but are not limited to:

• Depth and breadth of prior and/or relatedcommercial lending, business development, commercial credit and portfolio management inCommercial/Middle Marketand similar Commercial marketexperience

• Number of consistent years with success andtrack recordas a Relationship Manager (or similar role) at the Bank or at another financial institution

• Demonstrated and proven ability to work through complex credits and/or other unique situations

• Well connected, known in market/region/industry, and influentialinacquiring, deepening, andmaintainingprofitable client relationships through sales, prospecting and enhancing existing relationships

• Prior experience formally or informally coaching and mentoring peers whileutilizingleadership skills

• Agile and priorproficiencyto adapt if/when changes in sales practices and broader market and industry conditions are needed