Relationship Manager

JOB SUMMARY

Responsible for developing and managing new business in the areas of C & I business and term loans, Trade Finance, working capital loans, and ABL lines of credit, deposit generation, by reviewing cash flow of loan customers and leveraging business from loan customers/groups and other banking products offered by SBIC. Acquires clients and builds relationships by providing superior client service to achieve their client’s financial objectives.

Strengthens existing client relationships by identifying and presenting clients with new solutions. Consults and cross-sells the entire SBIC platform (i.e., Treasury management solutions, Debt funding, remittance services etc.) to address client business; orchestrates cross-functional SBIC teams to optimize client experience; and builds relationships to differentiate SBIC from other competitors. Major duties include new business development, expansion of existing relationships, as well as, originating, advising on, and negotiating financing solutions for SBIC Commercial Bank clients.

• Business Development (75%):
  Acquires new clients and builds relationships by providing superior client service to achieve client’s financial objectives, as well as the Bank’s objective of expanding customer base, generation of new business, profit maximization through proper interest rate pricing and fee income generated from cash management services, loan fees, trade finance fees and other fee products. Builds and grows relationships with Owners, CEO's, CFO's, and other key stake holders.
  
  Develops and drives new business opportunities in the market. Maintains overall general management responsibility of the client portfolio generated and identifies ways to increase business.
• Assesses credit worthiness of potential borrowers, negotiates credit terms, and engineers financial solutions within the Bank’s capabilities, credit policies and lending practices. Works with credit analysts to submit credit requests to the Credit Committee for approval; interview loan applicants, individually or jointly with Branch & Head Office sales team and/or Credit Team, collect financial and relevant documents, process documentation and provide completed disclosures to customers within established time frames.
• Develops and implements a marketing strategy for originating new loans and manages personal sales efforts to ensure Bank goals are met.
• Functions as liaison between clients, Branch Managers, and the Credit team in Head Office, to close lending transactions. Coordinates with different cross functional teams to ensure excellent customer service is rendered.
• Maintains and services assigned portfolios. This includes management and growth of existing customers by increasing the use of SBIC’s lending products and cross sales of non-lending products and services such as cash management, treasury solutions FX remittance and trade finance solution.
• Once a portfolio is established, works closely with different teams on portfolio monitoring including timely annual reviews/ renewals, works collaboratively with the credit team to identify and resolve credit issues and covenant non-compliance.
• Collects on delinquent accounts as required.
• Plans and implements various marketing events. Participates in all Bank functions necessary to contribute to the achievement of Bank earnings and growth objectives. Actively participates in various community and civic activities, and professional networking events. Develops, maintains, and leverages meaningful Center of influence (COI) relationships.
• Adheres to Bank policies and procedures and complies with all United States Federal and State Regulations including the Bank Secrecy Act, Anti-Money Laundering Act, USA PATRIOT Act, and OFAC laws and their implementing regulations.
• Supports the Bank’s compliance efforts by completing compliance and other technical training workshops as assigned and ensuring that direct reports complete the training timely. Reads periodicals and attends external webinars/workshops to maintain an above average expertise of trends in lending/credit.
• Performs duties to ensure proper identification and information gathering…