VP - Senior Relationship Manager

Job Title
VP - Senior Relationship Manager

Job Description

As a Sr. Relationship Manager in the Mountain Plains region you will play a key role in promoting Rabo Agri Finance to farms and producers in one of the most productive agricultural regions in the world.

Your role on the team will be to acquire new clients and work with existing clients to achieve the return objections of the region.

You and Your Job

Responsible for the business development and customer management in an assigned area, sector or market segment. Provide agricultural lending services to existing customers for the bank. Find solutions for customer needs through offering bank products and services. Evaluate customer's needs, assess customer's eligibility and suitability for certain products and negotiate acceptable product solutions utilizing product specialists as needed. Works with multiple person deal teams and Financial Analysts to assure accurate presentation of customer requests and operates within the credit policies and procedures established by the company.

Recommends customer requests and applications to the Credit department for approval.

Being the primary contact for the origination and servicing of agricultural loans of customers off all sizes but primarily targeted at $5M and greater in size. Coordinate deal teams composed of department specialists throughout the company in assisting the structuring, approval, closing and servicing of customers. Position yourself with customers as a knowledge provider by bringing in the Rabo worldwide perspective on markets, using other company services and Rabo Food and Agribusiness Research to set the Bank apart from other loan providers in the market.

Provide customers annually a presentation of how Bank services can increase their operations efficiency and profitability, be a provider of solutions for customers. Grow/maintain your portfolio to a minimum size of $150M and increase profit line each year.

Job Responsibilities

MARKETING GOALS

• Manage a portfolio of customers and their relationship with the Bank and monitor the customer goals and needs to expand each relationship in a profitable manner.
• The Senior RM will have annual goals with the overriding goal to grow their portfolio and bottom-line profit annually.
• Responsible for identifying marketing opportunities within their assigned territory to grow the Bank's brand name and enhance the image of Worldwide
• Food and Agribusiness Research to deliver Local Farm Financial Solutions.

LOAN PORTFOLIO GROWTH

• Target the top 25% of agricultural producers to provide banking solutions to their farm financial needs.
• Use banking products and services to create solutions for potential customers. Identify customer needs and sell solutions; not price them (low interest rates).
• Responsible to identify profitable potential customers who are sustainable/growing and have a risk profile that is acceptable to the Bank.

NETWORK DEVELOPMENT

• To annually grow your portfolio requires direct contact with existing customers to gain new client referrals.
• The Senior RM is expected to develop new customer referrals by building relationships with appraisers, attorneys, CPA's, ag retailers, product buyers, bankers, title companies, realtors and educators. This includes bank brand building by attending top producer trade shows, farm visits, ag-related seminars, local public events and other ag-related events to promote the Bank effectively.

MARKETING PROGRAM

• Senior RM will develop a target list of potential customers in the assigned area, sector or market segment which will be contacted on a regular basis.
• Maintain the customer relationship management (CRM) documentation on prospects, inquiries, direct mail contacts, referrals, and clients to assist in marketing and the overall marketing efforts of the Bank.

CROSS-SELL SERVICES

• The Senior RM is expected to annually target existing customers for expansion of company products and services.
• The Senior RM should drive customer retention through the offering of products and services that add value to the client and their operations.
• The Senior RM will have annual goals aimed at increasing the average products utilized per customer in his or her portfolio.

MARKETS R&R QUALITY FRAMEWORK

• The Senior RM is responsible for developing a familiarity with the Markets R&R Quality Framework, relationship development including Client Selection, documentation of client calls and activity, involving Markets in the marketing process as appropriate, generally ensuring that suitable products are sold to suitable clients and the ongoing maintenance of the relationship to recertify client eligibility and reassess client's suitability.
• Actively mentors Financial Analysts in customer relationship building.

Your Promise to Us:

To be considered for the VP - Senior Relationship Manager role, you must have:

• Bachelor's Degree with Master's preferred
• 7+ years' experience
• Ability to read, analyze, and interpret risk in appraisals, financial statements, crop insurance reports, FSA…