Wednesday, October 9, 2013

Commercial Relationship Manager IV


GENERAL FUNCTION: * Under minimal supervision, the Commercial Relationship Manager (RM) IV responsible for managing the bank's relationship with an extensive existing portfolio of bank customers with a large financial base and strong asset base throughout assigned marketing area. This position is the most senior level individual contributor focused on Large Middle Market and/or Large Corporate Banking relationship management. The RM IV may focus on Corporate Banking/Credit-Based Products and Services, such as credit-based loan products and traditional banking services such as cash management, custodial services and transfer agent services. Additionally, some incumbents may specialize in a specific product or industry, such as Healthcare, Structured Finance, or Investment Banking. * Commercial RM IV incumbents are assigned the largest portfolios and annual growth goals amongst the Commercial RM Job Family. Individuals in this position typically are the number one person representing the bank in relationships with the most important/key clients. The relationship with clients typically includes the most senior executive level, (e.g., Chief Executive Officer, Chief Financial Officer, Chief Operating Officer, etc.). Individuals in this position are highly skilled, vastly experienced relationship managers capable of fully independent activity including origination, structuring and execution of large complex transactions. Responsibilities may range from originating investment banking transactions to originating more traditional commercial lending and other related credit products. * Commercial Relationship Managers are expected to solicit participations in the public debt issuance of their clients. Current policy limits participation to those clients that have "investment grade" credit ratings. ESSENTIAL DUTIES & RESPONSIBILITIES: SEE ACTUAL JOB DESCRIPTION FOR ALL ESSENTIAL DUTIES & RESPONSIBILITIES * Develop and maintain important client relationships and to generate revenues from these relationships. * Responsible for the review and underwriting of credit requests and insuring appropriateness and satisfaction level of existing services provided. * Responsible for developing revenue growth through generation of loans, deposits, fee income and cross-selling all applicable bank services to existing customer base, and to identify and solicit bank services to non-customers. * Develop profitable new credit and non-credit new business within assigned territory. * Develop intimate knowledge of all customers and prospect opportunities. * Responsible for growing and retaining relationships with targeted client group by coordinating all aspects of the client relationship. * Responsible for relationship review and overall relationship profitability. * Responsible for the delivery of value-added financial solutions (ranging from traditional to customized products) to existing and prospective clients that will help them to enhance their business. * Coordinate all client-facing activities related to their clients, including credit support and other product area (e.g., Treasury Management) partners. * Work with Portfolio Manager, Credit Analysts, and other members of the Credit Department to underwrite credit requests. SUPERVISORY RESPONSIBILITIES: While there are no formal supervisory responsibilities, the incumbent is expected to actively participate as a mentor in the Commercial Division's mentoring program and develop appropriate skills to prepare for a supervisory role. Assists in the development of less experienced relationship managers.


MINIMUM KNOWLEDGE, SKILLS AND ABILITIES REQUIRED: * Excellent interpersonal skills. * Excellent written and verbal communications skills. * Must possess superior client relationship, marketing presentation, and sales skills in addition to extensive knowledge of products and markets. * Must demonstrate the ability to manage and prioritize multiple tasks. * Demonstrated sales negotiating and successful closing experience. * Strong credit training required; underwriting experience preferred. * Must be proficient with Microsoft Word and Excel. * Undergraduate degree in Business Administration, Finance, or related field or equivalent education and experience required. * Typically requires 10+ years of Commercial Banking experience. * Typically requires a minimum of 8 - 10 years of relationship/account management experience.

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