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Business Banking Relationship Manager
Job Summary: The Business Banking Relationship Manager is a relationship manager who calls on businesses/business owners and the professional market with revenue up to $3,000,000 and loans of $1,000,000 or less. The incumbent needs to be self-driven and highly energized to meet expected production goals based on their individual performance scorecard. In addition, the incumbent works in partnership with other lines of business and in particular with a group of Retail Financial Center Managers to generate referrals, create loans, deposits, manage his/her respective loan portfolio and also is responsible to generate other ancillary business in order to drive non-interest income.
Essential Functions: Generates new business to assist in meeting business banking line of business goals established by the Business Banking Market Manager and in line with the company’s organizational growth and profit goals. Evaluates needs of potential clients and provides appropriate financial solutions. Ensures proper loan underwriting and structuring is achieved through enforcement of the bank’s commercial and direct consumer loan policies and that they are properly approved in accordance with defined loan authorities and in conjunction with the centralized underwriting units. Makes calls on important prospects and business banking customers to sell and service all banking needs (loans, deposits, investments & wealth management services, etc.). In addition, promotes and cross-sells other bank products and services to meet customer requirements as customer profiles are reviewed. Manages and monitors their respective loan portfolio and status of all exceptions and past dues on business and consumer loans in accordance with loan policy working in conjunction with reports from the centralized underwriting units. Provides ongoing relationship servicing, including the resolution of service issues of clients. Maintains a high level of customer satisfaction as demonstrated by low service issues and low customer churn. Formulates and implements external promotion programs including administration of an advertising program. Assists in directing public relations activities and the coordination of contacts within the community including activity in local Community Reinvestment Act organizations. Coordinates Business Banking activities with Retail Market Managers to set business product sales and service objectives. Monitors results versus objectives and recommends necessary strategic adjustments to ensure that objectives are reached. Maintains constructive relations with all company departments, including, but not limited to retail banking, commercial banking, centralized underwriting units, treasury management, investments/wealth management, secondary mortgage, loan operations, deposit operations, client call center, etc. Adheres to the necessary individual and group training for business bankers in regard to sales techniques, calling strategies, presentation skills and business banking practices and procedures.
Compliance: Performs assigned responsibilities in compliance with all job-relevant legal and regulatory requirements. Maintains current operating knowledge of all job-relevant legal and regulatory requirements through the successful completion of mandatory compliance and regulatory training and attendance at all mandatory regulatory compliance activities.
Education, Skills and Experience Required: Bachelor’s degree in related field. Formal credit analysis training. Three or more years commercial lending experience. Three or more years comprehensive sales experience. Proven track record of high performance and success in a sales/service driven banking or financial services environment. Effective leadership skill set. Excellent interpersonal, public relations and client service skills. Excellent organizational and verbal/written communication and sales presentation skills. Proven ability to solve problems and make sound business decisions. Some training and development experience.
Physical Demands: The physical demands here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions. The associate is regularly required to sit, stand, walk, bend, stoop and reach. Frequent travel by automobile is required.
Work Environment: The work characteristics described here are representative of those an associate encounters while performing the essential functions of this job. The work environment is a typical office setting and does not have any extreme conditions.
This job description may be added to, modified, streamlined and/or changed at any time to meet the organization’s needs.
