A Relationship Manager II manages a portfolio of existing middle market banking relationships, cultivates new business from both existing and prospective clients and recommends various banking products across and lines of business to help clients achieve their financial goals. They serve as the primary point of contact, helping clients navigate a range of financial products and services to meet their business needs.
Essential Job Responsibilities
1. Sales and Business Development -
a. Pursues new middle market-sized business clients with borrowing needs greater than $3 million and who are generally greater than $10 million in annual revenue and provide opportunities to generate deposit, loan and fee revenue growth for the bank. Annual loan production, deposit and fee revenue goals determined by executive management based on years of experience and strategic initiatives of the Bank.
b. Ability to originate and manage relationships with complex capital structures.
c. Identifies and execute capital markets opportunities as appropriate.
d. Advanced knowledge of the public finance and public debt markets in order to identify and execute opportunities within the existing portfolio and with prospective customers.
e. Promotes a full suite of banking products and services, with advanced knowledge of all Treasury Management products, various interest rate hedging products and foreign currency exchange concepts.
f. Performs a variety of duties required to drive diversified revenue to the Bank including but not limited to prospecting calling and develop a network of Centers of Influence by participating in various community activities and charitable organizations.
g. Basic understanding of the Investment Real Estate line of business, with the ability to originate and manage IRE opportunities between $3-$7.5mm.
h. Works closely with all internal business partners such as the Financial Solutions Centers, Treasury Management, Mortgage, Equipment Finance, FCI and FCA to deepen the relationship and expand the relationship revenue.
i. Monitors individual sales performance versus goal on a regular basis
2. Financial Solutions Advisory
a. Shares insights with clients, positioning the bank as a trusted partner in their business growth.
b. Assesses clients' financial needs and objectives to provide tailored banking solutions.
c. Maintains a thorough knowledge of the features and benefits of all Bank products and services.
3. Relationship Management and Client Support
a. The typical portfolio is up to $250 million, with the ability to manage the Bank's most complex relationships generally ranging from $10million+ in aggregate credit exposure.
b. Ability to manage the Bank's largest middle market relationship that include SNC or multi-bank transactions in which the Bank serves the Agent Bank in the relationship.
c. Identifies and elevates concerns related to emerging credit quality issues and interact with Special Assets to mitigate potential losses.
d. Addresses client inquiries, troubleshoot issues and provide ongoing support to assigned portfolio of clients.
e. Prepares and maintains accurate call records of client service calls made and meetings held with present and prospective clients.
4. Compliance and Risk Management
a. Works closely with Credit Administration to determine initial credit worthiness, understanding their credit strengths and weaknesses and ensuring adherence to bank policies.
b. Negotiates with clients to obtain optimal terms and conditions for a mutually beneficial relationship.
c. Oversees the proper execution of all loan documents in accordance with Bank policy and closes transactions.
d. Works closely with Portfolio Management to ensure credit quality standards are met/maintained including financial statement monitoring and past due accounts.
e. Maintains a thorough knowledge of all Bank operating policies and procedures.
Bona Fide Occupational Qualifications
1. A Bachelor's degree in Business or Finance related field and/or equivalent experience
2. A minimum of ten years of credit analysis and/or relevant industry experience
3. Demonstrated business development skills required with established COI network
4. Good communication skills with ability to influence others and the ability to work independently
5. Strong computer and analytical skills are necessary
6. A valid driver's license and travel, including some overnight stays, are required.
