Sr Relationship Manager

Position Overview

Work Location:

Springfield, Massachusetts, United States

Hours:

40 hours per week

Pay Details: $148,720 - $223,080 USD (variable based on skills, experience, location, and business needs)

Line of Business:
Services bancaires personnels et commerciaux

Job Description:

The Sr. Relationship Manager serves the needs of the community commercial banking business, customizing a broad range of products and services to meet the financial needs of TD’s customers. The role is a trusted advisor, structuring practical and competitive solutions that demonstrate an understanding of customers’ financing, cash management, and overall business needs to add value to the portfolio.

• Recognized as top level expert within the company in a customer segment or product/service line with responsibility for identifying and interpreting trends in the market to structure portfolios and get results.
• Develops new business with prospects that have the largest and most complex credit needs in assigned portfolio segment.
• Defines new approaches to sell and deliver solutions.
• Anticipates emerging customer trends as a basis for recommending products and services and expanding the business.
• Highly sophisticated understanding of customer needs and competitor offerings that contribute to the direction of the business line or segment.
• Oversees the management and activities of large accounts and related servicing teams.
• Manages the most strategic relationships characterized by significantly complex products and services provided or takes a significant business development focus.
• Solves unique problems with broad impact on the business segment and financials.
• Develops and implements new and innovative approaches to the sales process, including negotiation of terms and approaches to account management.
• Impacts a range of sales achievement for largest accounts and relationships and a significant part of one or more business lines.
• Communicates complex ideas, anticipates potential objections and persuades customers; negotiates significant terms.
• Provides leadership guidance, makes recommendations, and collaborates with business to ensure solutions meet the business needs on a complex project or program.
• Identifies and leads problem resolution for project/program complex requirements related issues at all levels.

• Undergraduate degree.
• 10+ years relevant experience.
• In-depth understanding of commercial industry, business development techniques, and credit decisions.
• Proven business development track record, with proven ability to conceptualize and implement effective new business strategies.
• Extensive network of outside referral sources for new business.
• Excellent credit and financial analysis skills.
• Effective negotiation skills.

• Responsible for growth goals (loans, deposits, fees), both individually and within the team, through development of new business customers and cross‑selling existing customers.
• Makes sales calls and may coordinate sales calling efforts, gather related financial and general business information, and coordinate financial analyses needed to make credit decisions.
• Contributes and/or provides recommendation to loan decision process based on evaluation of credit risk and other key factors from Credit Management.
• Negotiates specific terms and conditions and communicates credit decisions to prospects and customers as directed by policy and/or credit approval.
• Leads all aspects of relationship management for an assigned portfolio/segment and/or geography.
• Delivers exceptional customer service at every interaction and executes plans to continuously improve the customer experience.
• Acts as a trusted advisor expected to meet the needs of customers by providing creative products and solutions.
• Actively uses sales platforms to build a robust understanding of customer/target needs, industries, and markets.
• Understands customer operating environment, structures unique financing, cash management, and overall business needs to add value to the customer.
• Actively generates referrals to all business partners in the bank to help meet the comprehensive financial needs of TD customers.
• Develops a clear retention plan for assigned portfolio deposits and loans within the specified territory.
• Possesses and constantly enhances expert knowledge of the market, customers, and broader economic factors.
• Identifies and responds to changes in the business environment and establishes action plans to address customer issues and priorities.
• Identifies customer/prospect referral opportunities to internal bank partners that meet customer needs.
• Develops community relationships and membership in civic and professional organizations, including active participation in networking events.

• Develops/implements sales strategies to proactively attract, acquire and retain customers/sales opportunities and referrals, to increase profitability and enable business growth.
• Plans and executes business development…