Position Summary

The VP, Relationship Manager (RM) is responsible for meeting or exceeding annual business development targets and effectively managing assigned FHLBank Boston member accounts with a focus on wholesale funding/liquidity. This role works collaboratively within Member Services and all areas of the Bank to generate and retain member business opportunities, respond to and resolve all member inquiries and concerns, and suggest enhancements to the member relationship. The incumbent must be able to develop and maintain strong working relationships with member CEOs, CFOs, CIOs, Treasurers and other staff who interact with the Bank. The RM works with colleagues on projects in support of various Bank initiatives. The ideal candidate will be a self-motivated sales-oriented professional that can successfully perform within a collaborative environment.

This role requires travel of up to 50% throughout New England, mostly within a defined geography. Most travel will be completed within a day, with occasional overnight stays required.

This is not a commission-based role.

A valid driver's license is required for this role. Reliable access to a vehicle is also required to fulfill the requirements of this role.

The Bank utilizes a hybrid work model and all roles are based out of our Boston, MA office. In-office time will be expected to support onboarding initially and with a weekly expectation following onboarding, in accordance with our Hybrid Work Program.

Anticipated Pay Range

The anticipated base pay range for this role is $140,000 - $236,000.

This role is based in Boston with weekly in-office expectations. The base pay posted represents the annual base pay range or hourly wage range that we expect to offer for this job opportunity. The actual base salary offer will depend on a variety of factors including relevant experience, required skills and other relevant factors. The range noted here is not indicative of all positions in the job grade within which this position falls.

All Bank full-time positions are eligible to participate in our annual incentive program and our robust total rewards offerings, in addition to the base pay.

For more information, visit Careers - FHLBank Boston

Specific Responsibilities

The RM is responsible for coordinating all efforts to analyze and manage assigned member accounts, prospecting, development and retention of FHLBank business with those assigned accounts. Accounts will include a variety of sized financial institution clients, which may include banks, credit unions, certified community development financial institutions, and insurance companies.

There is an expectation that the incumbent will be available during off-hours, when needed, such as emergency or emerging situations regarding members.

Relationship Management:

• Maintains consistent contact (by phone, through written correspondence, and in person meetings) with members to facilitate communications and transactions. Build a rapport that develops trust and respect, becoming the face and voice of the Bank.
• The RM serves as an advocate for the member within the Bank to facilitate business opportunities and resolve member issues. While representing members' interests to Bank management, the RM must demonstrate an understanding of the Bank's risk tolerances and the cost/benefit of member requests in order to be able to balance the needs of the member with the Bank's ability to address them.
• Maintains all activities for management reporting and document member interactions in the Bank's CRM tool.
• Serves as the front-line risk management arm for the Bank. Monitors activities that would generate concerns and facilitate all communications as it relates to the Bank's credit framework.
• Resolves, either individually or collaboratively, the questions and concerns posed by members on a timely basis. If issue is forwarded to another area of the Bank, assures it has been resolved on a timely basis.
• Takes a lead role in hosting Bank wide member focused events
• Periodically assigned to work on Bank wide projects

Business Development:

• Recruits and onboards prospective members that meet the Bank membership requirements.
• Contacts assigned members on a regular basis to identify and provide funding strategy suggestions.
• Develops and achieves sales plans for assigned member accounts.
• Takes the lead on member account planning efforts, coordinating with appropriate colleagues, including financial strategists, money desk staff and marketing strategy and communications
• Collaborates actively with the financial strategies team to develop targeted sales strategies for individuals and segments of members
• Assesses member's potential for incremental business. Identifies opportunities and documents progress in the sales management database.
• Leverages appropriate methods to increase members' awareness of the Bank and encourage product usage.
• Attends conferences, seminars, and events to increase interaction with member contacts and to represent the Bank. Periodically will be a presenter or creates a speaking opportunity for other Bank staff at these events.
• Develop relationships with trade and industry related organizations in assigned areas. Promote the Bank and create engagement opportunities through these relationships.
• Produces and analyzes reports related to use of advances and other products for marketing activities and sales results. These reports will be used to analyze competitive positioning, usage trends and other market research-related data.
• Drafts articles or conveys member experiences through written communication, using various mediums.
• Other duties, as assigned.

Qualifications

Education

• Bachelors degree required, preferably in finance or related field, or equivalent work experience.
• MBA, CFA or progress towards this designation is a plus.

Experience

• A minimum of ten (10) years of relevant experience in the financial services industry with a wholesale funding/liquidity focus. Asset/liability management experience is preferred.
• Financial services sales experience is required.
• Financial analysis, asset/liability management and/or treasury experience preferred.
• Prior experience with a CRM tool, such as Salesforce.com, is ideal.

Knowledge/Skills

• Exceptional interpersonal skills with the demonstrated expertise in financial institution management and a proven track record of influencing executive decision-making and driving results.
• Strong understanding of the banking and insurance industry is required.
• Must demonstrate a strong service orientation and the ability to work and travel independently.
• Strong written and verbal communication and presentation skills with the ability to discuss and sell FHLBank products in an effective manner with "C" level executives.
• Strong knowledge of financial institution balance sheet management concepts and terminology, including strong knowledge of the secondary mortgage market and community investment programs.
• Strong organizational skills to manage multiple issues for numerous accounts to effective resolutions. Ability to multi-task effectively. Strong time management and organizational skills
• Strong financial analysis skills. Ability to analyze a balance sheet and determine which of the Bank's products may best serve the member institution.
• Digital fluency with standard office tools and data analysis skills is expected.
• A significant level of trust and diplomacy is necessary.