AVP, Relationship Manager, Corporate Banking
Position Number: AVP_REL_2012
Location: Bay Area
Responsible for sourcing, development and retention of client relationships. Maintains and grows new and existing relationships for Corporate Banking. Generates new portfolio business for Corporate Banking including loan and non-loan products and services.
Participates in processing of credit requests and extensions while verifying credit facilities are properly structured, priced, and documented to ensure credit quality is maintained with appropriate risk-based returns achieved for the institution.
Support the organization's mission/vision, corporate values and service guarantees. Performs to the standards that meet or exceed the stated objectives and fulfills the expectations of all internal and external customers. Represents the institution in a professional and responsive manner and promotes team participation on departmental and organizational levels.
Identifies and develops business opportunities and relationships that align with the Corporate Banking objectives. Responsible for opening new business memberships and meeting new and potential businesses within territory.
Is the primary or backup contact for prospective and current business relationships. Develops and expands those account relationships utilizing, but not limited to; cold calls, business events, direct mailings, direct contact, marketing research data in accordance with established sales plans; cross-sell credit union products and services.
Has knowledge of and provides a variety of loan, deposit and financial service products to businesses.
Generally Targets Businesses with $50 Million and less in annual sales
Identify/target businesses that align with the corporate strategy as it pertains to Corporate Banking.
Identifies, generates and follows up on leads for new business opportunities; obtain and analyze background information on potential businesses.
Represents the credit union in community organizations and activities to enhance the institution's image as a leader in the Financial Services sector and maintain and enhance a referral network for business development opportunities.
Refers clients requiring specialized products and services to other areas of the Institution as appropriate.
Completes all sales activity documentation in the database to provide a record for performance tracking and assist in targeting future sales efforts.
Assists Corporate Banking colleagues in structuring commercial credits, gathering all relevant credit and financial data including; financial statements, tax returns and other credit information to initiate and assist the borrower in the credit process.
Analyze and underwrite commercial credits. Has working knowledge of the Institution’s Corporate Banking operations, documentation requirements, regulations, policies and procedures. Works collaboratively with Credit Administration in the preparation, review and negotiation of loan documents and loan closing.
Monitor financial performance of businesses for credit quality and maintain portfolio credits including; loan renewals, variances, customer calling, collateral review, compliance with loan agreements and detection of early credit quality issues.
Good knowledge of accounting, financial statement and cash-flow analysis, and financial model analysis and presentation.
KNOWLEDGE OF THE MARKET AND PRODUCTS
Maintains knowledge of current business trends and monitors the competitive landscape making recommendations that allow the Institution to maintain a competitive edge. Maintains knowledge of current business lending industry trends & underwriting guidelines and regulations. This includes knowledge of internal & external primary products and services; major strengths and limitations; pricing arrangements, fees/rates and ways to offset competitor strengths and position the institution’s Corporate Banking products and services.
BUSINESS DEVELOPMENT AND SALES ORIGINATION
Incumbent is an entrepreneur and can prepare, maintain and communicate a comprehensive business strategy to expand existing relationships and for new business development.
Must work colleagues in other divisions within the Institution to close on significant new opportunities.
EDUCATION: BA/BS Degree in related business discipline or equivalent experience desired. Courses in business necessary to develop and maintain proficiency.
EXPERIENCE: Proven history of developing and managing a Corporate Banking portfolio with 3-5 years of commercial lending or related experience.
KNOWLEDGE/SKILLS/ABILITIES: Possesses analytical, organizational, presentation, and negotiation skills. Knowledge of corporate banking products/services, credit and non-credit and risk ratings, applications, rules, regulations, policies and procedures is required. Proven verbal/written communications and presentation skills. Demonstrates initiative, and maintains an extensive network of business contacts. Is self-motivation and competitive drive to reach goals, has ability to make sales calls. Possesses solid computer skills including M/S Word, Excel and e-mail.
TRAVEL: Holds a clear & valid California Drivers’ License. Possess current automobile insurance. Willingness to drive one’s own auto to conduct Credit Union business. Applicable IRS mileage reimbursement rate will be provided for business/credit union approved business travel.