VP, Relationship Manager

Salary Range: $136,410 - $215,781

In addition to salary, the Association has a team based incentive program that provides an opportunity for up to 15% payout of base salary based upon Association performance.

This position may also be eligible for individual incentive opportunities.

Position Summary:

The Relationship Manager is responsible for developing and maintaining customer relationships, managing a complex agricultural lending portfolio, and delivering sound credit solutions that support customer success and Association growth. This role combines business development, credit underwriting, portfolio management, and customer service while serving as a trusted financial partner to agricultural producers and rural businesses. The VP, Relationship Manager promotes portfolio quality, mitigates risk, and advances the Association's mission through exceptional relationship management and industry expertise.

Essential Functions:

Business Development (25%)

• Maintains a professional presence and develops a network within the constituency the Association serves, Farm Credit system, financial institutions, and regulators
• Represents and promotes the Association at organization meetings and events
• Coordinates employee attendance at relevant field days and industry events
• Acquires and develops new and existing customers to carry out Association business plan goals
• Identifies products and services to improve the customer experience
• Provides branch updates on Association sales calls
• Expert skill in communicating complicated information, delivering bad news, and negotiating complex agreements effectively to achieve the best outcome for the Association
• Knowledge of capital markets and participation lending

Loan Underwriting and Servicing (45%)

• Provides additional credit information into software
• Works with staff to identify and develop plans to reduce risk for at-risk credit
• Reviews and monitors Branch credit portfolio reports for compliance with Association and FCA policies, procedures, and regulations
• Responds and provides direction to internal staff questions
• Approves, modifies, or denies credit requests within delegated credit authority
• Has authority to sign documents for loan officers within the branch in the absence of the Team Lead
• Interviews and gathers application information from customers
• Enters financial information into loan software
• Delegates work to Credit Specialists
• Collaborates with Team Lead and CLO to discuss options available for customers
• Contacts external parties to finalize details for loan closing
• Orders and reviews appraisals
• Informs customers of loan decisions
• Facilitates the closing of loans
• Verifies proper documentation is filed
• Analyzes credit for new actions and servicing actions
• Verifies financial documentation and closing conditions
• Determines product pricing
• Communicates credit decision and completes required steps for closing
• Identifies at-risk loans and determines a plan of action to resolve deficiencies

Loan Portfolio Management / Servicing (25%)

• Services loans, including interest rate conversions, MERLOC extensions, re-amortizations, partial releases, fixed rate pricing assumptions, and collateral analysis
• Works with staff to identify and develop plans to reduce risk for at-risk credit
• Ensures regulatory compliance on loans by following Association policies and procedures
• May report market and commodity updates to management
• Analyzes and services non-typical and complex loan application documents
• Reviews and ensures compliance of borrower's reporting and restrictive covenants
• Recommends appropriate course of action (Distressed Loan Notice, advanced delinquent taxes, initiate foreclosure)
• Attends loan committee meetings and provides information regarding loans

Office Liaison (5%)

• Assists the Team Lead with distribution of information to staff
• Provides credit expertise on committees and special projects
• Provides overview of Association policies and procedures to credit staff as needed for loan processing

Data Security and Confidentiality

• Appropriately protects the confidentiality, security, and integrity of the Association's systems, data, and clients' data

Commitment and Support of Association Mission

• Understands, applies, and supports the Association mission and vision statement in a positive, professional manner at work and with customers in all settings

Knowledge and Skills:

• Knowledge of the agriculture, financial, and real estate industry, and applied business mathematics and principles
• Knowledge of Microsoft Office Suite, computers, current software, and other office tools
• Ability to effectively read, write, and communicate in the English language
• Skill in serving and working effectively with both external and internal customers in a professional, respectful manner
• Skill in analyzing information and problem-solving to formulate logical and objective conclusions
• Advanced knowledge of accounting principles, practices, and methods
• Knowledge of credit analysis and regulatory requirements with respect to borrower's rights
• Advanced knowledge of financial statements and Generally Accepted Accounting Principles (GAAP)
• Knowledge of title issues, easements, tax law, title and escrow, state and federal ag regulations, appraisal concepts, processes and procedures, lending practices, farm business management, and other industry terminology
• Expert skill in establishing and maintaining relationships with a variety of internal and external organizations and the community to advance the organization's interests and grow/maintain business
• Expert skill in educating, promoting, and selling credit products to customers
• Expert skill in communicating complicated information, delivering bad news, and negotiating complex agreements effectively to achieve the best outcome for the Association
• Knowledge of business and management principles in strategic planning, resource allocation, leadership techniques, production methods, auditing principles and methods, and coordination of people and resources
• Skill in identifying and organizing resources in a systematic way to prioritize fluctuating workloads, optimize efficiency, and ensure achievement of Association goals

Qualifications:

• Education: Bachelor's Degree in Agriculture, Agribusiness, Business, Finance, or a related field
• Experience: 5 or more years of experience in a lending role
• Or an equivalent combination of education and experience sufficient to perform the essential functions of the job

PHYSICAL DEMANDS:

Positions in this class typically require: keying, talking, hearing, seeing, and repetitive motions.
Sedentary Work: Exerting up to 10 pounds of force occasionally to lift, carry, push, pull or move objects. Must be able to remain in a stationary position most of the time. The employee must be able to prepare and analyze data and figures; transcribe data; understand information communicated via computer screens and in written text.

WORKING CONDITIONS:
Employees work in an office environment with moderate noise levels, controlled temperature conditions, and no direct exposure to hazardous physical substances. Employees may interact with upset staff and/or public and private representatives in interpreting and enforcing departmental policies and procedures. This position requires approximately 20-30% travel time.

The above statements are intended to describe the general nature and level of work being performed by associates assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time as needed.