Under the direction of the Commercial Banking Center Manager, the Primary Relationship Officer ("PRO") is the primary contact between the bank and assigned commercial clients. He/she is responsible for all aspects of the client relationship, and as needs dictate, involves other bank officers and specialists to ensure that the client's credit and non-credit needs are met in a timely and profitable manner. The PRO negotiates credit in types, amount, and structure that is appropriate to the company's borrowing needs, and financial capacity. The PRO identifies and monitors risks and actively manages the credit aspects of the relationship with support from the Commercial Credit Group. Assists in business unit's compliance with applicable laws, regulations, regulatory requirements and Bank policies and procedures, including but not limited to those related to Fair Banking, Anti-Money Laundering laws and regulations, Bank Secrecy Act and USA PATRIOT Act.
Responsibilities
- Markets appropriate and profitable credit and non-credit products and services to existing and prospective bank clients; maintains ongoing dialogue with company management concerning the company's strategy, position and prospects; builds relationships with existing referral sources and cultivates new referral sources both internally and externally. Develops and executes a client relationship strategy plan to achieve win/win solutions for bank and client. Regularly assesses and evaluates company management, its business operations and industry Management, Industry, Business and Evaluation ("MIBE") and completes / updates the Client Information Sheet. Negotiates and provides needs-based solutions of credit and non-credit products & services to existing & prospective clients.
- Regularly calls on clients and records in written memorandum to the credit file the results of the call. Provides the Commercial Credit Group with current and forward looking information to facilitate the completion of the Credit Write-up, quarterly Asset Quality Report, and annual reviews for stand-alone term loans or multi-year facilities.
- Prepares formal written request for credit assistance in a timely manner in order to renew, cancel or restructure credit facilities. Prepares and updates the Client Information Sheet as needed. Prepares Risk Adjusted Return On Capital (RAROC) worksheet as needed. The PRO works in concert with the Commercial Credit Group as to type, amount, term & structure of credit that is appropriate to the client's borrowing needs and financial capacity.
- Ensures that Borrower and Transaction Risk Ratings are accurate at all times, and promptly changes risk rating to reflect changed conditions; responsible for ensuring that the system of records accurately reflects current risk ratings.
- Facilitates the credit documentation and booking process with Bankoh Loan Center by negotiating documents with the client and obtains client signatures.
- Performs all other miscellaneous responsibilities and duties as assigned.
Qualifications
- Bachelor's degree preferably in business or related area from an accredited institution, or equivalent work experience.
- Commercial lending experience, preferred (see attached for years needed):
- Commercial credit experience as an Underwriter;
- Loan work out training and/or experience helpful;
- Relevant product and service knowledge; and
- Sales or marketing experience with corporate/business relationship management experience.
- Must have a thorough understanding of all aspects for financial statements and their analysis including cash flow lending.
- Demonstrated proficiency with personal computer and Microsoft applications (Outlook, Word, Excel, and PowerPoint) or similar software. Knowledge of or ability to use Bank software and systems.
- Well-developed analytical and problem solving skills. Excellent writing, speaking, and presentation skills. Must have the ability to express complex ideas in concise and simple terms. Possesses appropriate understanding of financial statements and their analysis, including cash flow lending. Able to make critical decisions independently. Possesses strong networking and business development skills. Has solid product knowledge and business acumen. Able to build strong working relationships and partnerships across the organization with a collaborative and consultative approach. Is a team player. Able to work flexible hours including holidays, weekends and evenings as needed or assigned. Must be able to provide own transportation or to operate a vehicle with a valid driver's license and commute as required. Travels by air as required.
As a Bank of Hawaii employee, you ensure (or assist with ensuring) compliance with applicable laws, regulations, regulatory requirements and Bank policies and procedures, including but not limited to those related to Fair Banking, Anti-Money Laundering laws and regulations, Bank Secrecy Act and USA PATRIOT Act.
