The Relationship Manager - Financial Institutions Group works with a multitude of financial institutions, including both depository and non-depository financial institutions, asset and wealth managers, and FinTech companies. FIG is an experienced and growing team focused on a holistic approach to supporting our clients' needs and financial goals.  The Relationship Manager provides holistic strategic advice to U.S. financial institutions including balance sheet management, capital markets planning and investment banking M&A.

Salary Range

The salary range for this position is $98,400/Yr. - $199,000/Yr.. Final compensation will be determined by location, skills, experience, qualifications and the career level at which the position is filled.

Key Accountabilities

• Drive business in both the fund and fund administration markets within the Financial Institutions Group, applying acumen and long-time presence across related verticals to provide a differentiated customer experience to both funds and fund administrators as well as other financial institutions, such as futures and securities firms and specialty finance firms.
• Develop new and existing relationships within the Financial Institutions Group.
• Serve as relationship manager for institutional clients specializing in the fund and fund administration industry as well as other financial institutions nationwide.
• Drive consultative initiatives with top leadership on the best way to achieve short and long-term strategic objectives.
• Provide clients with industry expertise, sharing trends and current and potential impact on client business model.
• Prepare internal credit memos, transaction & credit modeling, completion of due diligence & requirements.
• Perform relationship management and portfolio management functions for a diverse portfolio of funds and fund administers (private equity funds, venture capital funds, real estate funds, debt funds, etc.) and futures & securities companies (broker dealers, FCMs, exchanges, etc.)
• Responsible for origination, underwriting, legal negotiations, and ongoing portfolio management.
• Loan sizes range from $20MM single bank participations to $100MM+ holds in multi-billion dollar syndications.

Key Competencies for Position

Strategy in Action – Build your strategic mindset capability. 

• Breaks down larger goals into smaller achievable goals and communicates how they are contributing to the broader goal.
• Actively seeks to understand factors and trends that may influence role.
• Anticipates risk and develop contingency plans to manage risks.
• Identifies opportunities for improvement and seeks insights from other sources to generate potential solutions.
• Aligns activities to meet individual, team and organizational goals.  

Compelling Communication – Openly and effectively communicates with others. 

• Effectively and transparently shares information 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 common goal.
• 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 – Seeks deeper understanding and takes action. 

• Takes ownership of the problem while collaborating with others on a resolution with an appropriate level of urgency.
• Collaborates and seeks to understand the root causes of problems.
• Evaluates the implications of new information or events and recommends solutions using decisions that are sound based on what is known at the time.
• Takes action that is consistent with available facts, constraints and probable consequences.

Delights Clients – Continuously seeks and applies knowledge leading to a best-in-class client experience. 

• Passionately serves internal/external clients with excellence.
• Maintains a growth mindset staying current with developments and trends in areas of expertise influencing client satisfaction both internally and externally.
• Understands data, metrics and/or financial information, and how they tie to client satisfaction and business outcomes related to position, client and/or team.
• Nurtures client relationships by listening, prioritizing, and acting responsibly to meet client needs, mitigate risk and add shareholder value.

Qualifications and Education Requirements

• Bachelor’s degree and/or H.S. Diploma/GED with equivalent work experience. 
• Minimum 1 year of relevant commercial banking experience. 
• Ability to orchestrate organizational resources by identifying key players, communicating relevant information, and building collaborative client-focused relationships.
• Possesses a thorough knowledge of Loan Standards, Loan Review Administration and Banking/OCC Procedures.
• Very high level of written and verbal communication skills.
• Must have a proven track record of successful sales performance with strong business development skills.
• Very high level of sales, negotiation and financial analysis skills.

Key Measures of Success/Key Deliverables:

• Achieve personal goals for new loan/deposit production and average portfolio target.
• Achieve personal goals for new fee production and average loan delinquency.

Relationship Manager roles may vary between FIG RM II, FIG RM III, FIG RM IV and FIG RM Senior – this position may be filled at a different level depending on the candidate’s qualifications and relevant experience.  Factors may include but are not limited to:

• Depth and breadth of prior and/or related commercial lending, business development, commercial credit and portfolio management with FIG experience
• Number of consistent years with success and track record as 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 influential in acquiring, deepening, and maintaining profitable client relationships through sales, prospecting and enhancing existing relationships
• Prior experience formally or informally coaching and mentoring peers while utilizing leadership skills
• Agile and prior proficiency to adapt if/when changes in sales practices and broader market and industry conditions are needed