Commercial Relationship Manager

Commercial & Industrial Banking Relationship Manager

Old National Bank has been serving clients and communities since 1834. With over $70 billion in total assets, we are a regional powerhouse deeply rooted in the communities we serve. As a trusted partner, we thrive on helping our clients achieve their goals and dreams, and we are committed to social responsibility and investing in our communities through volunteering and charitable giving.

We continually seek highly motivated and talented individuals as our people are critical to our success. In return, we offer competitive compensation with our salary and incentive program, in addition to medical, dental, and vision insurance. 401K, continuing education opportunities and an employee assistance program are also included in our benefit suite. Old National also offers a variety of Impact Network Groups led by team members who are passionate about driving engagement, creating awareness of diverse backgrounds and experiences, and building inclusion across the organization. We offer a unique opportunity to join a growing, community and client-focused company that is firmly rooted in its core values.

Job Summary

The Commercial & Industrial (C&I) Banking Relationship Manager is responsible for generating new loan and deposit business, according to assigned sales goals, by initiating and developing relationships with businesses, industries, developers and consumers. The Commercial & Industrial (C&I) Banking Relationship Manager maintains acceptable credit quality and appropriate loan pricing. Individual portfolio management and client relationship expansion, including partner referrals, are critical for success in this position.

Salary Range

The salary range for this position is $79,400/yr - $156,000/yr plus bonus. The base salary indicated for this position reflects the compensation range applicable to all levels of the role across the United States. Actual salary offers within this range may vary based on a number of factors, including the specific responsibilities of the position, the candidate's relevant skills and professional experience, educational qualifications, and geographic location.

Key Accountabilities

Achieve Sales Targets

• Works to achieve assigned personal sales goals through proactive activities and behaviors that lead to results.

• Aligns client and bank objectives and orchestrates organizational resources and referral partners to build collaborative, client-focused relationships.

• Uses a consultative selling approach to understand client needs and opportunities, including conducting pre-call planning, establishing rapport, interviewing for needs and opportunities, explaining features and benefits, overcoming objections and closing the sale.

• Leverages centers of influence to build a network and create a pipeline of business.

Loan Originations

• Ensures loan requests meet the requisite level as set forth under current loan standards by evaluating loan requests for proper purpose, structure and pricing.

• Partners with support staff to ensure the loan origination process meets bank and client expectations.

• Seeks guidance and insight from other lenders and Executives to deliver the best possible loan terms for the bank and client.

Portfolio Management

• Manages a portfolio of customers satisfactorily, ensuring the relationships are maintained in a professional manner and monitoring of the portfolio meets current loan standards.

• Strives to meet or exceed average portfolio target by strengthening existing client relationships and fostering new relationships.

• Manages delinquencies and portfolio to ensure that classified credits are recognized timely and referred promptly to Special Assets.

Key Competencies for Position

Strategy in Action – Build your strategic mindset capability.

• Breaks down larger goals into smaller achievable goals and communicates how they are contributing to the broader goal.

• Actively seeks to understand factors and trends that may influence role.

• Anticipates risk and develop contingency plans to manage risks.

• Identifies opportunities for improvement and seeks insights from other sources to generate potential solutions.

• Aligns activities to meet individual, team and organizational goals.

Compelling Communication – Openly and effectively communicates with others.

• Effectively and transparently shares information and ideas with others.

• Tailors the delivery of communication in a way that engages the audience and that is easy to understand and retain.

• Unites others towards common goal.

• Asks for others' opinions and ideas and listens actively to gain their support when clarifying expectations, agreeing on a solution and checking for satisfaction.

Makes Decisions & Solves Problems – Seeks deeper understanding and takes action.

• Takes ownership of the problem while collaborating with others on a resolution with an appropriate level of urgency.

• Collaborates and seeks to understands the root causes of problems.

• Evaluates the implications of new information or events and recommends solutions using decisions that are sound based on what is known at the time.

• Takes action that is consistent with available facts, constraints and probable consequences.

Delights Clients – Continuously seeks and applies knowledge leading to a best-in-class client experience.

• Passionately serves internal/external clients with excellence.

• Maintains a growth mindset staying current with developments and trends in areas of expertise influencing client satisfaction both internally and externally.

• Understands data, metrics and/or financial information, and how they tie to client satisfaction and business outcomes related to position, client and/or team.

• Nurtures client relationships by listening, prioritizing, and acting responsibly to meet client needs, mitigate risk and add shareholder value.

Qualifications and Education Requirements

• Bachelor's degree and/or H.S. Diploma/GED with equivalent work experience.

• Minimum 5 years relevant commercial banking experience.

• Ability to orchestrate organizational resources by identifying key players, communicating relevant information, and building collaborative client-focused relationships.

• Possesses a thorough knowledge of Loan Standards, Loan Review Administration and Banking/OCC Procedures.

• Very high level of written and verbal communication skills.

• Must have a proven track record of successful sales performance with strong business development skills.

• Very high level of sales, negotiation and financial analysis skills.

• Position may require the need to travel to other Old National, client or meeting locations.

Key Measures of Success/Key Deliverables

• Achieve personal goals for new loan/deposit production and average portfolio target.

• Achieve personal goals for new fee production and average loan delinquency.

Relationship Manager roles may vary between RM II, RM III, and RM IV – this position may be filled at a different level depending on the candidate's qualifications and relevant experience. Factors may include but are not limited to:

• Depth and breadth of prior and/or related commercial lending, business development, commercial credit and portfolio management in Commercial & Industrial (C&I) Banking or middle market experience

• Number of consistent years with success and track record as a Relationship Manager (or similar role) at the Bank or at another financial institution

• Demonstrated and proven ability to work through complex credits and/or other unique situations

• Well connected, known in market/region/industry, and influential in acquiring, deepening, and maintaining profitable client relationships through sales, prospecting and enhancing existing relationships

• Prior experience formally or informally coaching and mentoring peers while utilizing leadership skills