Business Relationship Manager

Business Relationship Manager

The Business Relationship Manager (BRM) is responsible for the acquisition of new business clients in addition to the expansion/retention of existing relationships. The BRM must be able to source, analyze, structure, negotiate and close new business with a primary focus on C&I lending, deposits and treasury management. They are responsible for developing and executing an effective new business development plan to build the client portfolio they will manage and grow. The BRM must be knowledgeable and effective in determining the financial needs of prospective clients and in proposing client centric solutions that leverage the Bank's suite of products. The BRM will act in compliance with all Bank policies and procedures, as well as all applicable state and federal banking regulations. This role is crucial to the growth strategy of the bank. It carries a competitive base salary and an uncapped, non-discretionary performance-based incentive plan.

Essential Functions & Responsibilities:

• Develop new business opportunities by actively prospecting SME's in the markets we serve. Build, maintain and grow a portfolio of C&I clients utilizing the Bank's comprehensive suite of lending and banking solutions. Engage in community events and networking activities to increase awareness of FF&M in the markets we serve.
• Author credit memos, participate in preflight calls, utilize strong financial analysis skills in cash flow modeling, identifying key metrics, articulating and mitigating risk in proposing credit solutions.
• Collaborate openly and joint call with multiple business lines and product partners.
• Develop an in-depth knowledge of bank products and capabilities to effectively recommend appropriate product and service solutions to meet client needs.
• Performs other duties as assigned.

Performance Measurements:

• To comply with the letter and with the spirit of the bank's Code of Business Conduct and Ethics.
• To meet minimum annual production and portfolio growth standards.
• To be punctual and have regular attendance.
• To maintain an excellent knowledge of financial services offered by the bank; to be knowledgeable of competitors' services.
• To maintain the confidentiality of customer and any other sensitive information.
• To provide friendly, prompt, professional and accurate service and support to all customers.
• To acquire and maintain a working knowledge of regulations and bank procedures. To comply with the provisions of the Bank Secrecy Act and other laws and regulations.
• To develop and maintain a positive and productive working relationship with co-workers.
• To maintain a professional work environment and businesslike appearance at all times.
• To complete required training and undertake additional training as needed to increase job knowledge and maximize productivity.

Knowledge and Skills:

• Experience: Minimum of 8 years of banking B2B sales experience.
• Education: Bachelor's Degree
• Interpersonal Skills: Treats people with respect; keeps commitments; inspires the trust of others; works ethically and with knowledge, skill and/or ability required to perform the position in an exceptional manner. Ability to deal with difficult problems involving multiple facets and variables in non-standardized situations.
• Other Skills: Underwriting Strong financial analysis skills including the ability to read, analyze and interpret financial statements and tax returns. Comfortable authoring credit memos and actively participating in the underwriting and credit approval process. Respectfully and effectively collaborate with all internal partners and stakeholders to ensure an exceptional client experience Portfolio Management Accountable for overall portfolio management, compliance and risk. Completes accurate and timely credit actions, including periodic reviews, renewals, modifications. Ensures that borrower reporting requirements and financial covenants are met. Works in close partnership with credit administration. Other Effective organizational and time management skills. Ability to effectively utilize computer technology. Proficiency in Microsoft Office Suite programs.

Physical Requirements: The person in this position needs to frequently move about inside the office to interact with associates or clients and access office machinery and file cabinets. The person in the position constantly operates a computer and other office productivity machinery, such as a calculator, photocopier, and printer.

Work Environment: This job operates in a professional office environment and includes frequent and ongoing travel within the Middle Tennessee market having in-person visits with prospects, existing clients, partners, and COIs. This role routinely uses standard office equipment such as calculators, computers, phones, photocopier, filing cabinets and fax machines.