Business Banking Relationship Manager III (San Jose)

Business Banking Relationship Manager III (San Jose)

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General Function:

Responsible for business development, relationship management and client experience of companies with annual gross sales of $0-10M. Proactively consult the business owners in achieving their financial goals by providing smart financial solutions for personal and business needs. Serve as a trusted advisor for businesses; collaborate with a team of product and retail partners utilizing the One Bank Sales Cycle to understand the clients' holistic business needs. Through such collaboration, develop revenue growth by identifying needs and providing needs based solutions and services to the client. Services would include loans, deposits, treasury management, and all other applicable banking services. Serve as a producing leader by coaching and mentoring Relationship Managers. Represent the Sales Manager as needed.

Responsible and accountable for risk by openly exchanging ideas and opinions, elevating concerns, and personally following policies and procedures as defined. Accountable for always doing the right thing for customers and colleagues, and ensures that actions and behaviors drive a positive customer experience. While operating within the Bank's risk appetite, achieves results by consistently identifying, assessing, managing, monitoring, and reporting risks of all types.

Essential Duties and Responsibilities:

• Develop qualified client prospects in defined segment by identifying and utilizing referral sources, existing clients and centers of influence.
• Work with product partners (Affiliate- Retail IE, WMA, TMO, etc. and Bancorp- Vantiv, Paycor, etc.), analyze, evaluate and develop a tailored relationship strategy for each client or prospect.
• Actively participate in community and/or specific industry forums, conferences and/or meetings in order to broaden relationship networks, referral sources and continually deepen knowledge of trends, practices, services and the competitive landscape.
• Effectively retain and grow long-term, profitable, lead client relationships.
• Cross-sell all applicable 5/3 products and services to an existing portfolio of business customers and their owners/senior management with the ultimate goal of being clients' Lead or primary bank.
• Responsible for planning and conducting relationship strategy and relationship review meetings with product partners.
• Coordinate all client-facing activities including credit support and other product partners.
• Conduct thorough effective pre-call planning, One Bank Consultative Sales approach and prompt post call follow up.
• Utilize the Bank's Customer Relationship Management (CRM) system for client activity tracking, call reports and pipeline management.
• Partner with Portfolio Managers and Credit Officers (Business Loan Center and Central Credit Utility) on credit requests and adhere to established Portfolio Management guidelines.
• Achieve credit standards and metrics in regard to asset quality, credit administration (matured/renewals, financial statement documents, covenant data integrity, matured notes and document exception) and RAROC.
• Monitor, on an ongoing basis, information concerning customer financial performance, condition, and industry trends to determine that any credit exposure is at an acceptable risk, and priced accordingly.
• Complete administrative responsibilities in a timely manner.

Supervisory Responsibilities:

Provide coaching, leadership, and guidance to RM I's and II's in conjunction with their Regional Sales Manager or in addition to their Regional Sales Manager.

Minimum Knowledge, Skills and Abilities Required:

• Bachelor's degree required or equivalent work experience
• Minimum of 5 years of sales experience and minimum of 5 years managing business banking or commercial relationships preferred.
• Formalized credit training or equivalent credit risk experience required. Underwriting experienced preferred.
• Proven ability to build new and existing client business and provide a positive client experience.
• Strong business acumen, to include detailed analysis, review of financial statements and knowledge of advanced accounting principles.
• Extensive knowledge of credit and non-credit products required.
• Knowledge of commercial & Treasury Management services as well as alternative lending and financial options.
• Ability to assess client needs, drivers of profitability, and corporate/personal life cycle optimizing financial solutions.
• Uses effective problem solving and analytical skills with ability to handle and prioritize multiple tasks.
• Demonstrates strong verbal and written communication skills, with particular emphasis on experience in face to face negotiations and group presentations.
• Champions the Bancorp vision and core values through personal actions and leadership influence to promote high-performing work groups. Proven ability to work in a team-based sales environment.
• Must be proficient in all Microsoft Office software; familiarity with prospecting and CRM sales tools preferred.
• Ability to travel regionally and/or locally.

Location -- San Jose, California 95113