The Small Business Relationship Manager is responsible for independently managing a portfolio of existing Small Business clients. Regularly contacts existing customers in order to fully understand their businesses, goals, strategies and challenges. Performs ongoing portfolio management, working with existing clients to present solutions to meet the client’s short- and long-term financial objectives. Responsible for retention of the portfolio and generating new product relationships from new and existing Small Business clients through extensive cross-selling of various banking products and services. Performs effective financial analysis and underwriting in the areas of credit, cash flow and collateral. A Relationship Manager will manage up to 300 business client relationships.
40% Client Retention and Cross-Selling: Generates new product relationships from new and existing Small Business clients, including but not limited to demand deposit/operating accounts, cash management and payments services, Business Loans, Business Lines of Credit, Commercial Real Estate Loans, and various other banking products and services. Receives incoming Retail Small Business client referrals from assigned Retail Branches to identify opportunities to acquire new business and deepen household relationships through extensive cross-selling; which includes referring to Commercial Banking channels, Consumer Banking, Private Banking, Wealth Management, and other lines of business. Develops and presents effective marketing approaches to client prospects for new business generation. Fosters “One-Team” partnerships with other business lines ensuring referrals to expand client relationships through targeted cross-selling satisfy all client financial needs. Maintains an active pipeline, which is communicated regularly to their assigned Retail Branches / Private Banking partners Effectively uncovers and assesses prospects' needs and financial status to provide accurate and suitable credit and other product advice and recommendations. Coordinates with Credit Center and various product specialists to deliver services to the client.
60% Portfolio Management, Risk Management and Client Experience: Orchestrates and coordinates client needs to ensure the highest quality of service and maximum financial return for the Bank. Coordinates with Credit Center partners and various product specialists to deliver services to the client. Monitors the credit relationship, maintains covenant compliance and obtain updated financial information on the existing loanportfolio. Documents and maintains risk-based discussions with borrowers, recognizes unfavorable trends and makes appropriate recommendations to the Credit Executive. Completes all KYC, BSA documents accurately and ensures all customers are compliant with required regulatory documents. Analyzes business financial data and submits complete credit packages to the Credit Center for underwriting. Clearly communicates the application and credit decision process; proactively follows-up on credit requirements; acts as a liaison between the Credit Center, other Bank partners and the client; and provides recommendations about possible appeals of credit denials. Partners with Credit Center associates for credit underwriting, processing, closing and portfolio maintenance. Negotiates terms, conditions and pricing with customers to reach terms that accommodates their needs and is acceptable and profitable to the bank.
Education, Licensure, Year of Experience (and type of work experience): 5+ years of Banking and customer service experience. 5+ years of experience in Business / Commercial Lending. 5+ years of Business Development experience selling to a broad range of industries. Experience with Cash Management and Trade Finance is required. Bachelor's Degree in Finance, Business or Economics is preferred. Knowledge, Skills, Abilities: Proficiency in using a Risk Based and Relationship Based Pricing Model. Proven track record of business development. Strong credit and underwriting skills. Excellent interpersonal skills. Ability to communicate clearly and effectively to both bank customers and other associates with excellent written and oral communication skills. Ability to handle multiple requests/customers with a high attention to detail. Aptitude for reviewing financial statements and proficiency in accounting.
The above statements are intended to describe the general nature and level of work being performed. They are not intended to be construed as an exhaustive list of all responsibilities duties and skills required of personnel so classified.
We are proud to be an Equal Opportunity / Affirmative Action Employer and committed to leveraging the diverse backgrounds, perspectives, and experience of our workforce to create opportunities for our colleagues and our business. We do not discriminate in employment decisions on the basis of any protected category.