Senior Relationship Manager, Mid-Corporate Banking

Job Description

Korn Ferry has partnered with our client on their search for the role, Senior Relationship Manager, Mid-Corporate Banking.

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Purpose of the Position

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The Middle Market (Mid-Corporate) Senior Relationship Manager (RM), Commercial Banking, is an external sales role that proactively executes integrated sales, service, and relationship strategies with responsibility for obtaining new and growing existing commercial relationships within the Middle Market target space of $250M to $2B in revenue. This role is the principal point of client acquisition and retention of existing and ongoing relationships. Relationship Managers work both independently and as part of the Middle Market Team to secure new and maximize existing profitable commercial relationships by cross selling the full range of the banks products and services, such as lending, treasury management, capital markets, investment services and other financial solutions.

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Key Responsibilities

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Depth & Scope:

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• Leads the formulation and implementation of long and short-term strategic plans and objectives to increase market share/penetration and maximize opportunities for growth throughout the marketplace
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• Works independently to develop new business with prospects that have the largest and most complex credit needs in assigned portfolio segment
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• Maintains or establishes largest portfolio segment and geography for growth goals (loans, deposits, fees), both individually and assisting the team, through development of new business Customers and cross selling existing Customers as well as an established network of resources
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• Facilitates larger transactions and relationships referred to Commercial relationship management according to prescribed Bank parameters
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• Makes calls independently and invites less experienced Relationship Managers to join as a development opportunity
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• Contributes to the coaching, training, development and team leadership of less experienced Relationship Managers
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• Makes and assists in sales calls, gathers financial and general business information and explains products and services offered
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• Negotiates terms and conditions within parameters defined by credit decisions; finalizes loan agreements with prospects and Customers and closes sales
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• Contributes and provides input to loan decision process based on evaluation of credit risk and other key factors from Credit Management
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• Assists in issue resolution (including delinquencies and problem credits) and activities related to credit support and product partners to support the regional strategy
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• Develops a clear retention plan for assigned portfolio deposits and loans within the specified territory
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• Actively generates referrals to all business partners in the bank to help meet the comprehensive financial needs of entrepreneurs or borrowing entity
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• Meets regularly with internal referral sources to establish business relationships and develops network of outside referral sources for new business
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• Develops broader knowledge base of commercial and small business, other Company products and services, which may include loan policy, documentation, structuring and regulatory requirements
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• Maintains frequent interaction with centers of influence, diverse industry segments, community leaders, and senior business contacts
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• Develops community relationships, through CRA initiatives and membership in civic and professional organizations, including active participation in networking events
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• Meets regularly with internal referral sources to establish business relationships and develops network of outside referral sources for new business
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• Prepares and submits all reports may prepare management reports summarizing individual and team loan activity
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The Candidate

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Education and Requirements

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Education & Experience:

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• 4 year degree or equivalent experience
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• 10+ years related experience
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• In-depth understanding of commercial industry, business development techniques and credit decisions
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• Proven business development track record, with proven ability to conceptualize and implement effective new business strategies
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• Extensive network of outside referral sources for new business
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• Excellent credit and financial analysis skills
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• Refined negotiation skills
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• Proven communication skills, both verbal and written
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• Proven PC skills
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• Demonstrated experience in Commercial & Industrial, Divestitures, Mergers & Acquisition loans
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• Demonstrated experience in syndicated loans
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Customer Accountabilities:

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• Understands and supports the Bank's Customer Service Strategy
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• Considers the impact of decisions on the well-being of Confidential, its customers and stakeholders
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• Delivers legendary customer experiences – Provide the highest level of Customer service when dealing with internal partners, vendors or our Customers
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• Leads and models quality service delivery at every interaction
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• Leads and contributes to the ongoing improvement of the partner/Customer experience
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Shareholder Accountabilities:

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• Participates in civic activities to promote growth and development of the community and support a high, positive image for the bank
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• Develops and maintains network of referral sources and centers of influence
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• Maintains strong business relationships with referral sources and ensure they have current information on products and services
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• Coordinates with internal business partners to maximize cross-selling and referral opportunities
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• Participates in establishing and executing plans and goals for the Business to drive toward results.
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• Successfully completes all required job specific, compliance-related training
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• Understands, utilizes and follows compliance/risk and control programs; understands and applies the principles outlined in the bank’s Risk Appetite statement
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• Maintains knowledge of business strategies, programs and practices
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• Ensures ongoing compliance with internal / external audit and regulatory requirements
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• Provides prompt and comprehensive response to all external audit, regulator and compliance requests and findings
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• Maintains appropriate records of action plans
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• Achieves assigned sales goals; Contribute to overall strategic direction, process improvement and other initiatives
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• Develops and maintains knowledge about the bank’s products and services; maintain knowledge of new products and solutions, competition, markets and other trends
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Employee/Team Accountabilities:

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• Be engaged in advancing and sustaining a unique, inclusive culture that reflects the bank’s diversity agenda, and creates an extraordinary employee experience
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• Participates fully as a member of the team and contribute to a positive work environment
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• Ensures ongoing communication with the team on issues / points of interest
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• Actively shares information and knowledge and proactively learn from the expertise of others
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• Position Locations: Bridgewater, NJ: Piscataway, NJ; or Mt. Laurel, NJ
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