Relationship Manager

INCENTIVE COMPENSATION: This position is eligible to participate in the Bank's Incentive Compensation Plan, with potential incentive payouts targeted at 25%-50% of annual base salary, subject to plan terms, individual performance, and applicable performance goals. 

NUMBER OF POSITIONS OPEN: 1

FLSA CLASSIFICATION: Exempt Position

DEPARTMENT: Business Development

REPORTS TO: Team Leader 

POSITION OVERVIEW: 

The Relationship Manager is the Bank’s primary business development officer whose primary role is driving business and revenue growth while building strong relationships within the community. This individual will be responsible for identifying and cultivating new business opportunities, as well as nurturing existing client relationships. The successful candidate will have a deep understanding of the financial industry, a strong accounting and financial statement analysis ability, excellent communication and interpersonal skills, and a proven track record in achieving business development goals.

DUTIES AND RESPONSIBILITIES:

1. Market Analysis and Identification of Opportunities:

• Conduct thorough market research to identify potential business opportunities within the community.

• Stay abreast of industry trends, economic developments, and competitive landscape.

2. Meet Production Goals:

• Source enough new business to meet the Bank’s defined production targets:

o Deposits, Loans, fee income, wealth management referrals, and any other goals defined in the Bank’s plan.

o $10/$10 [$5]: it’s every RM’s responsibility to know the meaning of these terms.

• Have a copy of, and be able to discuss with knowledge, the margin-based comp plan that converts the $10/$10[$5] production standard into a margin-based plan. 

• Know how the quarterly margin-based payout works.

o If you don’t understand the margin-based plan concepts, own the responsibility to seek training by requesting in writing from your Team Leader and/or from the CBO.

• Own the responsibility to obtain the current IC Plan document (obtain from your supervisor), understand it (ask your supervisor to explain any ambiguities), and send a signed copy to your supervisor, retaining a copy for your personal files.

3. Prospecting and Lead Generation:

• Identify and target potential clients through various channels, including networking events, industry associations, and community outreach.

• Develop and implement strategies to generate leads and expand the client base.

• Identify and target potential clients through various channels, including networking events, industry associations, and community outreach.

• Develop and implement strategies to generate leads and expand the client base.

• Conduct lead development through cold calling and other means to identify new prospects.

4. TM / Operations / New Accounts On-Boarding

• Single point of contact:

o The RM is the voice and face of the bank for all things on-boarding for the client.

o The RM is the “general contractor” and all the support groups are the “sub-contractors.” (new accounts, TM sales, digital banking, wires, etc…)

o RM’s should maintain direct contact with their client throughout the on-boarding process, and not just virtually through email or texting.

o RM’s should make multiple “Quality Control” calls throughout the on-boarding process and make the client feel that they can reach out to the RM for any need or correction. The RM then involves the sub-contractors to manage issues.

o RM’s are responsible for knowing and understanding the Endeavor on-boarding process document, and should follow it every time.

5. Client Relationship Management:

• Cultivate and maintain strong relationships with existing clients to understand their financial needs and identify opportunities to provide additional solutions to solve client’s problems or to take advantage of client opportunities.

• Act as a trusted advisor, providing financial guidance and solutions tailored to clients' specific business requirements – Consultative Banking Advice.

• Actively solicit attendance at Business Owner’s Forums and other client events. 

• Credit: understanding the credit quality of the Borrower / Client

o Credit broadly consists of understanding a Borrower’s:

- Cash flow sufficient to repay a loan.

- Consistent profitability.

- Liquidity / Working capital health.

- Debt and leverage.

- Growing and healthy level of capital.

- “Strategic health”. (Analyze the business strategy of the client/prospect and determine if its sensible

- Market conditions.

- Financial reporting and loan agreement monitoring. 

• Is the client meeting all covenants. If not, has discussion been elevated to Credit Administration.

o RM’s are the Bank’s first line of defense to understand, know, and be the early warning on credit issues that could render the bank at risk for loss.

o Note: Endeavor Bank has a full underwriting / analyst / and credit monitoring team, but that does not absolve the RM from his/her credit responsibilities.

6. Sales and Revenue Generation:

• Prepare a marketing plan annually to be reviewed quarterly with Team Lead.

• Develop and execute effective sales strategies to meet or exceed business development targets.

• Work closely with product and service teams to promote and cross-sell the bank's offerings.

• Self-enroll in Credit, Sales or other skill development training to broaden knowledge and skill sets. 

• Sales Calls:

o Understand and know the Sales Call Process document 

- Follow the Sales Call Process document every time.

- Both for new prospects and existing clients. 

7. Collaboration with Internal Teams:

• Collaborate with Credit, Risk, Operations, BSA, TM Sales, and other internal teams to ensure a seamless client experience, to manage risk, and provide effective management of client and internal relationships.

8. Reporting and Analysis:

• Prepare regular reports on business development activities, including pipeline status, prospect conversion rates, and revenue generated.

• Analyze data to identify trends, opportunities, and areas for improvement.

9. CRM Participation:

• Continuously utilize the CRM system to create and manage contacts, opportunities, and appointments. This is more than a daily activity. It’s 100% of the working day.

• Leverage the CRM for scheduling follow-ups and to document all prospect and client conversations, ensuring accurate and up-to-date information.

• Maximize the CRM's capabilities to streamline business development processes and enhance overall efficiency.

• Collaborate with the CRM administrator and provide feedback for system enhancements based on user experience.

• Stay informed about CRM updates and features, ensuring the team's proficiency in utilizing the system effectively.

10. nCino Utilization for Loan Management:

• Fully engage with the nCino platform to manage the end-to-end loan process efficiently.

• Utilize nCino to input and track loan applications, monitor approval workflows, and ensure compliance with regulatory requirements.

• Collaborate with the loan processing team to streamline communication and documentation through the nCino system.

• Leverage nCino's reporting and analytics features to provide insights into the loan portfolio and support data-driven decision-making.

• Stay updated on nCino's functionalities and updates, ensuring optimal utilization for enhancing the overall loan management process.

11. Full Participation in Bank's EOS Management System:

• Actively engage with the bank's EOS (Entrepreneurial Operating System) management system, ensuring comprehensive involvement in key components such as:

• D10's (Department Level 10 Meetings), 

• Rock and milestone development, 

• ToDo's, and 

• Issue development and solutions (IDS).

• Contribute to the success of D10's by providing valuable insights, updates, and collaborative problem-solving during department-level meetings.

• Play a role in the development and tracking of Rocks (major priorities) and milestones, ensuring alignment with organizational goals and objectives.

• Proactively manage ToDo's (tasks and responsibilities), ensuring timely completion and alignment with strategic priorities.

• Contribute to the identification and resolution of Issues (barriers and challenges) through the development and implementation of effective solutions within the IDS framework.

12. Production Tracking:

• At least quarterly, meticulously maintain and update the bank's tracking systems to monitor and assess your business development production related to loans and deposits.

• Provide accurate and up-to-date data on key performance indicators, including loan origination volumes, deposit growth, and other relevant metrics.

• Collaborate with internal stakeholders to ensure the seamless integration of production tracking data into broader reporting and analysis systems.

• Analyze production trends and outcomes, identifying areas for improvement and implementing strategies to enhance overall performance.

• Prepare comprehensive reports on business development production for presentation to management, highlighting achievements and proposing actionable insights for continued growth.

13. Community Involvement:

• Actively engage in community outreach activities to strengthen the bank's presence within the local community.

• Represent the bank at civic and community events, fostering positive relationships with key stakeholders.

• Identify and participate in sponsorship opportunities, events, and initiatives that align with the bank's values and community development goals.

• Collaborate with community organizations, chambers of commerce, and other relevant groups to enhance the bank's visibility and community impact.

• Join and contribute to non-profit boards.

• Encourage and support team members in participating in volunteer activities and community service projects to contribute to the bank's corporate social responsibility efforts.

14. Business association involvement

• Actively participate in relevant business associations, industry groups, and trade organizations to expand the bank's network and influence within the business community.

• Attend association events, conferences, and meetings to stay informed about industry trends, regulatory changes, and business opportunities.

• Establish and nurture relationships with key influencers, business leaders, and decision-makers within the business associations.

• Leverage involvement in business associations to identify potential partnerships, collaborations, and business development opportunities.

• Share insights gained from business association involvement with internal teams to inform strategic decision making and enhance the bank's competitive position.

SUPERVISORY RESPONSIBILITIES:

• This job has no supervisory responsibilities.

QUALIFICATIONS:

• Proven experience in business development within the commercial banking sector.

• Bachelor’s degree in business, finance, or a related field.

• Intermediate level accounting proficiency with an understanding of financial statement analysis.

• Strong understanding of financial products and services.

• Excellent communication, negotiation, and interpersonal skills.

• Demonstrated ability to meet and exceed sales targets.

• Familiarity with the local business community and market dynamics.

• Ability to work independently and collaboratively within a team.

• Proficient in Microsoft Office Suite and CRM software.

TRAVEL REQUIRED

• Must be available to travel.