Business Banking Relationship Manager

Business Banking Relationship Manager

Reporting To:
Vice President – Business Banking Team Leader

Classification:
Full Time, Exempt

Pay Grade: EX 65 ($79,000 – $121,309 annually)

Availability:
Monday-Friday 8:30am-5:00pm

The Business Banking Relationship Manager is primarily responsible for developing and deepening relationships with both existing and prospective commercial clients within Pioneer’s market. Identifies opportunities to introduce, establish, and integrate deposit, credit, and cash management products while providing proactive and ongoing service and assessment. Provides support to the retail branch network in commercial relationship management, sales, service, and correspondence. Represents Pioneer within the business community with integrity, charisma, and professionalism.

• Actively solicits and originates new commercial clients within designated territory through meaningful and consistent outside sales calls on businesses, networks, and referral sources. Provides ongoing service, needs assessment analysis, and relationship management to existing Pioneer Bank clients.
• Manages, cultivates, and grows a portfolio of credit and deposit clients.
• Enthusiastically and professionally represents Pioneer in the business community and is an ambassador of its corporate culture.
• Participates in joint sales calls with business partners from Commercial Services, Retail Branches, and other departments.
• Acts as branch point of contact and resource for matters regarding commercial clients.
• Effective in needs assessment and knowledgeable of the Pioneer’s products, services, and processes such that appropriate solutions are recommended to clients.
• Sources, manages, and executes new and ongoing credit applications.
• Identifies and executes opportunities for new and additional deposits.
• Targets opportunities to introduce and implement cash management products to support clients’ key operations.
• Contributes to Pioneer’s profitability by generating revenue from deposit growth, credit growth, and fee income.
• Obtains when necessary, and often in coordination with appropriate branch staff, required documentation to open new deposit accounts, process loan requests, and establish cash management and ancillary banking services. Reviews documentation for accuracy, completeness, and timely delivery.
• Prepares and executes sales presentations, provides in depth product and service descriptions, and thoroughly responds to all inquiries during the sales process.
• Responds to a Request for Proposal (RFP); assesses client needs and recommends effective strategies.
• Performs cost/benefit and risk analysis when preparing client recommendations and assessing client relationships.
• Successfully accumulates strategic new business referral sources including CPAs, attorneys, and other professionals. Leads presentations and coordinates networking with centers of influence within the community.
• Effectively cross-sells business & retail financial services to business owners and executives. Refers wealth management opportunities to Pioneer Wealth Management.
• Communicates regularly with branch managers & staff as to the status of business development activities and where appropriate involves them in assisting with closing sales. Educates retail branch staff on Pioneer’s commercial and cash management products and activities.
• Attends training, seminars, and meetings to expand knowledge of cash management and other commercial products. Stays informed of ongoing trends and developments in the fields of retail and commercial banking.

• Associate’s Degree required;
  Bachelor’s Degree in Business or Sales and Marketing preferred.
• Three to five years of related experience in commercial banking, sales support, and/or bank operations.
• Existing network of Capital Region business contacts and clients is preferred.
• Must have proficient computer skills, including Word, Power Point, Excel, and Outlook and excellent interpersonal, organizational, verbal, and math skills.
• Knowledge of deposit products, credit, cash management products, and ancillary bank services is required.
• Strong and effective customer service…