We are currently seeking a Community Small Business Relationship Manager that will be responsible for all aspects of maintaining and growing a portfolio of small business clients. Primary business development focus will be on the low to mid-range of the small business client segment, through current clients, prospects, centers of influence and referrals from Community, Commercial and Wealth Management lines of business. Emphasis will be placed on handling referrals from our Banking Centers. The goal is to have full relationships with each client, including loans, deposits, payment services and digital engagement. Annual sales goals will be established for new loans, deposits, and fees.  Loan portfolio responsibilities include handling the renewals and maturing loans in the assigned portfolio and managing to acceptable loan delinquency levels and credit quality standards.

Salary Range

The salary range for this position is $62,300.00/Yr. - $122,400.00/Yr.. 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 candidate’s relevant skills and professional experience, educational qualifications, and geographic location.

Key Accountabilities

Achieve Sales Targets

• Focus on current clients and prospects with annual sales up to $3MM and long-term credit needs up to $750k with basic treasury management and payment service needs. A primary source of referrals will be assigned Banking Centers and small business portfolio. 
• The goal is for each client to consider Old National Bank as their Primary Bank through a full client relationship including loans, deposits, payment services and digital engagement.
• Works to achieve assigned sales goals through proactive activities and behaviors that lead to results.
• Aligns client and bank objectives and orchestrates organizational resources and referral partners to build collaborative, client-focused relationships.
• Uses a consultative selling approach to understand client needs and opportunities, including conducting pre-call planning, establishing rapport, interviewing for needs and opportunities, explaining features and benefits, overcoming objections, and closing the sale.
• Leverages centers of influence to build a network and create a pipeline of business.
• Annual sales goals will be established for new loans, deposit, and fees, while maintaining credit quality standards.

Manage Team Portfolio

• Loan portfolio loads will be based on the number of Banking Centers supported and the overall client and loan complexity mix of those Banking Centers and the loans assigned directly to the Relationship Manager.
• Manages a portfolio of clients that are directly assigned to the Relationship Manager and clients of certain Banking Centers satisfactorily, ensuring that relationships are maintained in a professional manner and monitoring of the portfolio meets the bank’s standards.
• Responsible for managing loan renewals and maturing loans in a timely manner and maintaining acceptable loan delinquency and credit quality levels.
• Ensure that correct loan documentation and compliance requirements are always maintained.
• Ensure that all loans maintain the correct Asset Quality Rating and classified credits are recognized timely and referred promptly to our Special Asset Partners.

Deliver Exceptional Client Service within Loan Standards

• Ensures loan requests meet the requisite level as set forth under current loan standards by evaluating loan requests for proper purpose, structure, and pricing.
• Facilitates loan origination process to meet 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.

Key Competencies for Position

Client Leadership

• Excellence, Optimism, and Agility - Uses one’s unique expertise/specialization to bring value to each client interaction and to deliver a compelling client experience; seeks information about the client/client’s business to develop sound solutions to meet each client’s needs; follows through on client commitments despite time pressures or obstacles; follows up to ensure the client is satisfied; actively prospects, cultivates and sustains productive client relationships.

Execution Leadership

• Integrity and Collaboration - Sets high personal standards of performance; proactively learns new skills and develops self for current performance and future opportunity; systematically monitors and reviews progress against performance; seeks and leverages opportunities to collaborate with others to achieve results.

Culture Leadership

• Inclusion - Adapts communication style and approach to accommodate individual needs and preferences. Uses influence strategies to gain commitment and to achieve the best outcome for all; leverages others (partners, executives) to influence, establish further credibility and establish positive intent with the client.

Qualifications and Education Requirements

• Education: Bachelor’s Degree in business related field or equivalent work experience
• 2+ years banking experience with 1+ years in related work experience in consumer lending, commercial lending, or commercial loan support preferred (formal loan underwriting and credit analysis training to be successfully completed within 12 months of start date)
• Proven leadership experience, including prior management of relationship managers.
• Strong communication, negotiation and sales skills.
• Thorough knowledge of current loan standards, loan review administration and banking/OCC procedures.