Summary:
The Sr. Executive Relationship Manager prospects and develops upper middle market banking relationships targeting companies with revenues $50M and above within assigned geographic territory. They draw upon established network to drive bank / customer profitability via loans, deposits, Treasury Management, fees, and capital markets. They provide customers valuable insights and introduce product and service partners to meet customer needs. They work in concert with portfolio management partners, to structure loans, manage underwriting and credit approval process, ensure appropriate documentation, and manage closing of complex commercial loans.
Duties and Responsibilities:
Develops and deepens relationships with clients and prospective clients through consultative selling and introductions to appropriate bank partners in treasury management, capital markets, insurance, wealth and private banking, and retail banking.
Leads team of cross functional colleagues in collaborative pre-call planning sessions resulting in robust client interactions.
Leverages an established group of Centers of Influence to obtain referrals and continually works to grow this network.
Ability to identify and mitigate credit risks, make recommendations on appropriate credit structure, and effectively articulate bank recommendation to clients and prospective clients.
Adheres to bank policies and procedures and complies with legal and regulatory requirements.
Follows processes and procedures to ensure risks are measured, monitored and controlled and compliance requirements are adhered to on an on-going basis.
Performs other duties as assigned.
Basic Qualifications:
Bachelor's Degree or equivalent experience in accounting, finance, or a related field.
15+ years related experience in financial services and banking with a focus on commercial banking relationships and knowledge
Preferred Qualifications:
20+ years’ experience working directly as a Commercial Relationship Manager.
Demonstrated ability to develop a new market, create brand awareness and successfully generate meaningful new client relationships.
Successful track record of recommending and cross selling important banking services including Treasury Management, Capital Markets, International Banking, Wealth Management, Private Banking, and Insurance to meet client needs and improve bank profitability.
Formal credit training and commercial banking underwriting experience.
Master of Business Administration Degree.
Actively involved in community and/or non-profit volunteering services
Ability to analyze corporate financial statements and make recommendations on credit structure.
Strong written and verbal communication and negotiation skill set.
Proficient with Microsoft Office products and ability and willingness to become proficient with critical proprietary systems.
Knowledge in Capital Markets (Debt and Equity) and understand how to succeed in a multi-bank/syndicated credit facility environment.
Disciplined and motivated self-starter who can manage business development efforts with minimal management oversight.
Consistently exceed production targets in call activity, new client acquisition, funding loans, capital markets and other fees, liquidity/deposits, client-level and portfolio profitability.
