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Senior Commercial Relationship Manager II

Posted: 06/16/2024

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The Relationship Manager (“RM”) will handle multi-faceted relationships as you call on prospective and existing clients to generate loans, deposits, and fees for a geographic area. The RM will determine credit eligibility, prepare loan narratives, ensure loans meet appropriate criteria, and effectively cross-sell a wide variety of products. Responsibilities include marketing products and services, including preparing for client calls, making sales calls, and call follow-up as well as monitoring and enhancing profitability on all assigned relationships. The Relationship Manager participates in the achievement of corporate sales and service goals to build customer (external/internal) relationships and enhance shareholder value. The position will generally be located in a market hub or other high business potential.

Essential Functions/Responsibilities

  • Develops new and expands existing client relationships by initiating business development activities, proactively reviewing client’s current and changing financial needs, and cross selling products and services.
  • Grows and maintains a profitable book of business (loans and deposits) to achieve individual and market goals.
  • Develops a comprehensive understanding of client’s needs based on the review and analysis of personal and financial data.
  • Qualifies prospects by collecting and analyzing financial and related data in order to determine the general credit worthiness of the prospect and the merits of the specific loan requests.
  • Prepares and oversees the completion of the loan approval requirements including careful underwriting of the loan so that the structure meets the needs of the borrower and the bank. Obtains appropriate approval for credit under consideration.
  • Recommends and negotiates the terms under which the credit will be extended to include pricing fees, costs repayment method and schedule, collateral requirements, etc.
  • Responsible for portfolio management including monitoring credit quality which includes past due credits, non-performing and credit exceptions, covenant compliance and credit exceptions of their active portfolio.
  • Actively participates and represents First Financial Bank in various community, civic and professional organizations.
  • Refers loans to loan committee for approval.
  • Responsible for understanding clients’ financial goals, provide credible advice and recommend products that fit their holistic needs. Intimately understand clients’ business priorities and refer them to other lines of business as appropriate.
  • Collaborates with Bankers, Financial Center Managers, Retail Leaders, Credit/Underwriting, Loan Processing and Documentation teams and Bank senior management.
  • Participates in all bank marketing and sales promotions, contributes to initiatives and programs designed to promote organization’s strategic priorities, complies with all bank, loan and regulatory guidelines and policies.

 

Minimum Knowledge, Skills, and Abilities Needed to Perform Essential Functions of the Job

  • Bachelor’s degree.
  • Ten (10) years of proven relationship/account management experience selling banking products in the appropriate segmentation required.
  • Excellent interpersonal, written and verbal communication and presentation skills.
  • Excellent organizational skills and ability to handle and prioritize multiple tasks.
  • Well-developed analytical and problem-solving skills.
  • Ability to generate new business through a consultative sales approach.
  • Demonstrated sales and negotiating experience. Marketing oriented.
  • Ability to work effectively with individuals and groups in managing customer relationships.
  • Well versed in product knowledge.
  • Credit training, credit quality and underwriting experience; including financial analysis.

 

Preferred Knowledge and Skills

  • Demonstrated experience working in Capital Markets and/or within the Middle Market space ($75MM+).
  • Experience in Structured Finance, Asset Based Lending (ABL), ESOP, and/or leading syndicated transactions.

 

Level of Complexity and Scope

  • Strong sales ability and relationship management skills.
  • Ability to compile, analyze and act upon widely diverse points of view and exceptional skill at gaining agreement on issues of the highest level of importance

 

Degree of Independence and Decision-Making

  • Works with limited supervision.
  • Collaborates with senior managers / leaders across the organization.
  • Authority and freedom to act independently and make decisions within broad interpretation of laws, regulations and company policies. Such decisions could have a significant short-term effect on company financial results and business prospects.

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