Sr. Relationship Manager

Position Purpose:

Sr Relationship Manager position is responsible for profitable business development and monitor the quality of an existing portfolio of companies within a specific geographic area.

Responsibilities:

• Prospect for clients independently by utilizing referral sources, existing clients, and centers of influence.
• Develop and implement business plans to achieve financial goals and qualitative production and deposit targets.
• Lead and coordinate with partners to create and implement a relationship strategy for assigned clients and prospects.
• After a transition period, build and manage a book of approximately $80MM - $100MM
• Responsible and accountable for risk by openly exchanging ideas and opinions, elevating concerns, and personally following policies and procedures as defined.
• While operating within the Bank's risk appetite, achieves results by consistently identifying, assessing, managing, monitoring, and reporting risks of all types.
• Work closely with partners to deepen existing relationships and acquire new prospective relationships.
• Attend community and/or specific industry forums, conferences and/or meetings to broaden relationship networks, referral sources and continually deepen knowledge of trends, practices, services, and the competitive landscape.
• Work with product partners (Treasury Management and Wealth Management etc.) analyze, evaluate, and develop a tailored relationship strategy for each client or prospect.
• Ensure that customer relationships are managed to maximize the opportunity for the bank, while considering Bank risk and customer needs.
• Meet with customers on a regular basis to enhance the trusted advisor relationship and ensure business needs are being met.
• Utilize consultative sales skills, commercial playbook principles and call reporting plans to enhance client experience.
• Utilize the Bank's Customer Relationship Management (CRM) system for client activity tracking, call reports and pipeline management.
• Partner with Credit and on credit requests and adhere to established Portfolio Management guidelines.
• Other duties as assigned.
• Create value for the bank and its employees.
• Be a good teammate.
• Live our core values.

Organizational Relationship:

This position reports to the Market President - Richmond Metro

Requirements

Education and Certifications:

• Bachelor's degree in Finance, Accounting, or Business-related program.

Skills:

• High level of understanding of commercial credit, commercial products, and financial statement analysis, to offer beneficial banking solutions (e.g., loans, treasury management etc.) based on clients and prospects needs.
• Minimum of 10 years Commercial Banking experience, a minimum of 5 years in a business banking/commercial sales role.
• Formalized commercial credit training or equivalent credit experience required. Ability to structure moderately complex financial situations.
• Proven record of identification and understanding of business issues, problems, and opportunities and the ability to create relevant options for addressing problems/opportunities to achieve desire red outcomes.
• Strong computer skills relevant to Microsoft Office Suites (e.g., Word, Excel, Outlook, etc.)
• Proven ability to work in a team-based sales environment.
• Skill set and competencies to call on larger clients and more sophisticated credits.
• Organizational skills and attention to detail.
• Strong decision-making/problem resolution skills.
• Demonstrate strong analytical and math skills, organizational skills, and customer service skills.
• Effective verbal and written skills to effectively communicate in the English language required.
• Experience within Banking or similar field.

Abilities:

• Ability to work well in a sales-driven environment.
• Ability to manage multiple tasks at one time without supervision.
• Knowledge of applicable laws and regulatory compliance related to commercial banking.
• Proficient computer skills with knowledge of Microsoft Office Programs
• Develop and maintain a targeted list of qualified prospective clients and organize a high-touch, organized calling effort for same.
• Ability to meet or exceed sales and portfolio goals as assigned by senior management on an annual basis.
• Ability to build and maintain relationships with accounts while providing exceptional customer service.
• Ability to work within a team environment.
• Ability to read and comprehend simple instructions, short correspondence, and memos.
• Ability to read and interpret documents such as procedure manuals, general business correspondence, and/or journals, or government regulations.