VP, Relationship Manager
Position Number: VP,RelatiMgr
Location: San Jose, CA
Responsible for underwriting and managing commercial and corporate client relationships. Maintains and grows new and existing relationships for Corporate Banking. Generates new business from existing portfolio of assigned member relationships 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 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 strong knowledge of and provides a variety of loan, deposit and financial service products to businesses.
Works independently using knowledge and skills normally expected of this level.
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.
Strong skill and experience in lending including the structuring of commercial (C & I) , commercial real estate, and SBA loan requests., Responsible for 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.
Must possess a strong working knowledge of the Institution’s Corporate Banking operations, documentation requirements, regulations, policies and procedures. Works collaboratively with all TCU partners as necessary 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; annual reviews, 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.
Serves as a resource to junior Corporate Banking staff as needed.
Knowledge of the Market and Products
Maintains a strong 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.
Participates or leads in special projects as assigned.
Supports the Credit Union’s Mission & Vision and Lives the Tech CU Values (Accelerate, Collaborate, Innovate, & Cultivate).
Meets on a monthly basis with manager to discuss goal alignment, performance metrics, and development plans.
Adheres to Policy & Procedure put forth in employee handbook; upholds employee Code of Conduct/Ethics, and ensures confidentiality of the workplace.
The employee will comply with all rules and regulations as defined by applicable regulatory agencies. The employee will also adhere to all internal controls and security measures designed to ensure regulatory compliance with State and Federal laws.
Typically has at minimum:
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
7-10 years of commercial lending or related experience. 2-3 years team leadership experience is preferred.
Knowledge/Skills/ Abilities: Possesses analytical, organizational, presentation, and negotiation skills. Strong 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 strong 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.
Physical Requirements: Ability to lift 25 lbs. Push or pull a luggage cart 1 city block. Walk/stand 70% of the day. Sit 30% of the day. Keyboard and read computer screen for 90% of time during which one is seated. Get into and out of a motor vehicle 6 times each day.