Institutional Banking Relationship Manager

Job Title

Salem Five is a growing regional financial services organization with a rich history of over 170 years. As an independent bank, we are deeply rooted in the communities we serve and offer our employees successful and rewarding careers.

This position requires the ability to work in the Milton, MA office.

Salem Five has more than 30 retail banking branches throughout Essex, Middlesex, Norfolk and Suffolk counties, strong business banking capabilities, an Insurance division, a Wealth Management & Trust organization and a Mortgage Company that has provided homeownership to generations of families.

Salem Five believes deeply in supporting the communities in which we reside. Donations through our Charitable Foundation or events at the branch or location-level are an important part of our DNA. We would not be the company we are without our commitment to businesses and organizations that help the region thrive and to our employees. Come see what we're all about.

Job duties and responsibilities include, but are not limited to the following:

• Identifies prospects and develops new business relationships with unions and other affiliated entities, benefits funds, district councils and training funds.
• Deposit generation is a primary focus of this role. Responsible for generating new core and investment deposits in accordance with annual targets as well as for maintaining portfolio of existing clients and deposit base.
• Defines, formulates and executes business development strategy for defined territory. Self-starter who works independently and with great autonomy, creates calling plans, networking initiatives, etc.
• Working in conjunction with Cash Management identifies opportunities to strengthen/deepen relationships through the sale of various cash management products & services.
• Ensures and oversees the successful onboarding of all new clients and services.
• Acts as Relationship Manager for assigned accounts.
• Responsible for ensuring overall client satisfaction levels as well as for developing complete relationships through cross-sell and other service opportunities.
• Conducts regular, periodic client reviews.
• Maintains bank presence through regular attendance at various industry, market and trade association meetings.
• Responds to any client need or request in a timely fashion.
• Communicates effectively and professionally with customers, vendors, co-workers, teammates, etc. Is capable and experienced in the nuances and legalities related to Institutional, non-profit and union banking.
• Projects and maintains a professional image in the marketplace.
• Promotes the company's presence through participation and attendance at various civic and charitable events/organizations.
• Demonstrates compliance with banking business laws and regulations as defined in company policies and procedures pertinent to the position, specifically to include the Taft-Hartley Labor Act.
• Demonstrates regular attendance which is essential to this position.
• Assumes additional responsibilities as needed.

Skills and competencies

• Demonstrated commitment to client satisfaction; provides superior customer service and coaches partners on desired outcomes. Ability to diffuse and resolve conflict, preserve client relationships and maintain safety/integrity of the Bank.
• Communicates in a clear, concise and effective manner. Demonstrates active listening; solicits feedback, offers balanced critiques and works toward collaboration.
• Creates documentation, processes and workflows applicable to specific work, to ensure that client set-ups are accurate, partners are well informed, operational efficiency is maintained and outcomes are defined, repeatable and auditable.
• Demonstrates intellectual curiosity, desire to always be learning, and the ability to understand often complex workflows, systems, and various technologies.
• Excellent analytical, negotiation, and problem-solving skills; effectively evaluates information/data to make decisions; anticipates obstacles and develops plans to overcome them.
• Ability to negotiate and resolve complex/contentious issues; reach consensus and meet objectives.
• Self-starter with ability to disseminate information and identify potential information gaps or areas of concern. Must have the organizational skills required to appropriately document & track any client issues along with willingness to take ownership of issues as they arise and the commitment to see them through to resolution.
• Focus on team collaboration with goal to engage as an active partner while demonstrating support for the needs of the group. Communicates in a clear, concise and effective manner, demonstrating active listening skills.

Education/experience/qualifications

Bachelor's degree from four-year college or university; or a minimum of eight to ten years related experience in the union, benefits, and/or Taft-Hartley space; or equivalent combination of education and experience. Knowledge of the operational and regulatory requirements unique to this market is required and business development/sales/networking experience are essential to the success of this role. Demonstrated mastery of Microsoft suite of products is required. A valid drivers license is required.

Salary range: $101,000 - $140,000