Under the direction of the Executive Vice President and Kalai Services Manager, this position is responsible for leading, developing, managing, and retaining comprehensive relationships with Kalai Services clients by providing advice, counsel, and high level customer service to build deeper client relationships through the sale and delivery of a broad and coordinated range of products and services (credit, deposit, investment, trust and wealth management) to address total wealth management needs, in a manner that ensures compliance with all applicable regulations, policies, and procedures. This position is responsible for conducting sales and relationship management activities utilizing the Excellence in Sales/Service (ESS) disciplines and behaviors. Responsibilities 3 Provides expert financial advice and counsel to clients and prospective clients in the areas of banking, credit, trust, wealth management and investments. Presents alternative solutions for a variety of complex personal and business situations. Analyzes economic and industry market trends to identify potential business opportunities and high-risk situations. Partners with other specialists within the bank as needed to provide counsel and expert advice. 3 Executes Kalai Services market strategy to grow and retain assigned client relationships and develop new relationships with prospective clients. Works with internal partners to generate referrals and leads that lead to new business or expand existing relationships. Approves structures and/or recommends appropriate credit facilities for Kalai Services clients within accepted credit policies. Meets with applicants to develop client and financial information. Prepares and reviews files and call memos. Prepares or assists in the preparation of credit analysis, projections and cash flow analysis and other loan request items (CAM). Reviews loan documentation prepared by LOD and/or outside legal counsel to ensure compliance with terms; recommends actions to be taken on overdue accounts. May review specialized loan documentation prepared for specialized loan requests. Analyzes existing portfolio of loans to ensure conformity with terms and to detect the development of unfavorable trends. 3 Represents Bank of Hawaii Kalai Services at various internal and external events (may require travel). Builds internal and community relationships, and networks regularly. Navigates the organization to best service the Kalai Services clients. 3 Responsible for administration and adherence to regulatory and compliance requirements, policies and procedures related to bank depository, credit facilities, trust and investment agency accounts. Works closely with Kalai Services administrators to ensure that all accounts assigned are administered according to policies, procedures and governing documents. Actively ensures compliance with the Bank of Hawaii Code of Ethics and all Anti-Money Laundering, Bank Secrecy Act, information security and suspicious activity reporting requirements, policies, and procedures. Actively participates in any required corporate and business line training in these areas. Participates in internal audits, FRB BSA Safety and Soundness Examination, Wealth Management Examination, Regulation O and SOX as required. Responsible for keeping informed of all current bank policies and procedures. Follows account opening procedures and understands and follows internal suspicious activity referral requirements and processes, as required for this position. Actively works with customers to understand each customer's normal account activity, as appropriate for this position. 3 Performs all other miscellaneous responsibilities and duties as assigned. Qualifications 3 A credit report mandated by the Dodd-Frank Act to ensure demonstrated financial responsibility. The report is to be obtained and accepted no later than 30 days from employment or transfer date. If not accepted, employment may be terminated. 3 Registration with the Nationwide Mortgage Licensing System & Registry. If not yet registered, registration to be completed and accepted no later than 30 days from employment or transfer date. If not registered and accepted, employment may be terminated. 3 College degree from an accredited educational institution or equivalent business experience. 3 Level is dependent on years of experience and size/complexity of prior positions held. Minimum 10 years of Commercial lending/Private Banking/Wealth Management experience to include a minimum of 8 years of portfolio and relationship management. 3 Solid product knowledge and business acumen. Excellent sales and relationship management skills; strong networking and business development skills. Ability to manage large accounts independently. Ability to build strong working relationships and partnerships across the organization with a collaborative and consultative approach. Strong analytical and problem solving skills. Ability to make critical decisions independently. Excellent writing, speaking, presentation and social skills. Must represent the Kalai Services brand at all times. 3 Demonstrated proficiency and advanced expertise with personal computer/tablet in a networked environment and Microsoft applications (Outlook, Word, Excel, Access and PowerPoint) or similar software. Knowledge of or ability to use Bank software. 3 Ability to work flexible hours including holidays, weekends and evenings as necessary. May require travel by air. Must provide own transportation with a valid driver's license.