Small Business Relationship Manager in Havertown, PA

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Finance & Insurance   •  

5 - 7 years

Posted 7 weeks ago


The Associate, Small Business Relationship Manager is responsible for independently managing a portfolio of existing Small Business clients. S/he regularly contacts existing customers in order to fully understand their businesses, goals, strategies and challenges. The incumbent performs ongoing portfolio management, working with existing clients to present solutions to meet the client's short- and long-term financial objectives. The Associate, Small Business Relationship Manager is also 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


  • Builds individual market profile as well as the profile of the Company in the local community
  • Conducts outreach efforts will include but not limited to lead lists, internal and external referrals and cold calling
  • Develops a targeted COI (center of influence) and plan to build relationships that lead to referral business in support of goals
  • Develops and presents effective marketing approaches to client prospects for new business generation
  • Drives relationship management by identifying cross-sell opportunities and introducing our Product partners to help provide a full product proposition
  • Effectively uncovers and assesses prospects' needs and financial status to provide accurate and suitable credit and other product advice and recommendations
  • 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
  • Leverages/utilizes the resources / tools available to manage the call / relationship management consistent sales process and activities
  • Manages a portfolio of customers, expected to grow portfolio by deepening existing relationships
  • Participates in joint calling and prospecting with Product partners depending on the situation
  • Sells solutions including opening deposit accounts, completing the entire loan origination process and servicing the ongoing needs of customers


  • Bachelor's Degree; Business, Communications, or equivalent field, or equivalent work experience
  • 5-9 years of Business Development experience
  • Ability to handle multiple requests/customers with a high attention to detail
  • Advanced knowledge of small business credit
  • Aptitude for reviewing financial statements and proficiency in accounting
  • Demonstrated ability to establish and enhance processes to improve business results
  • Excellent interpersonal skills
  • Excellent organizational skills, attention to detail, personal ownership and drive towards results
  • Excellent sales, prospecting, customer service and relationship management
  • Excellent written and verbal communication skills
  • Exceptional critical thinking, problem solving, decision-making, and influencing skills
  • Proven track record of business development
  • Strong computer skills - Internet , Word, Excel
  • Strong leadership/management skills
  • Superior analytical, problem-solving and organizational skills
  • Minimal physical effort such as sitting, standing, and walking
  • Addresses customer's requests, ensures concerns are recorded accurately and action is initiated appropriately
  • Makes extra effort to satisfy customer's needs and meet commitments
  • Assesses problem situations and initiates effective interventions that result in customer satisfaction
  • Takes time to develop and maintain relationships with customers
  • Communicates in a timely and straightforward manner
  • Probes for additional information, clarifies assumptions and confirms agreed-upon actions
  • Keeps everyone involved informed about progress and issues
  • Communicates the importance and benefits of risk management to counterparts
  • Displays natural skepticism and curiosity to question the status quo and uncover issues
  • Adheres to a good root cause analysis process
  • Creates a good working environment in the team; works towards shared goals contributing ideas and accepting change
  • Provides assistance and coaches less experienced team members
  • Follows through to meet commitments to others
  • Takes responsibility for achieving strong results, despite balancing multiple complex demands
  • Knows who to reach out to inside and outside of one's team to get work done
  • Takes action to enhance working relationships needed to achieve seamless work flow
  • Probes in-depth to understand the customer's business needs
  • Explores and understands the customer's alternatives and decision criteria
  • Understands the relevant products and services and the markets in which they are sold and their risk return to the organization
  • Can identify and speak to major operational issues across the organization