Overview:
The commercial banking relationship manager (RM) is responsible for developing revenue growth by generating, managing, and growing quality, profitable commercial loans, deposits, and fee-based relationships. Our commercial team covers both small business as well as traditional commercial. Expectations will be determined by the Manager. The RM’s primary focus is to proactively consult with current and prospective clients in developing solutions to meet all of their financial service’s needs.
KEY RESPONSIBILITIES
Position Specific Responsibilities
- Business Development: Market JFG as the “First Choice” provider of financial products and services; actively prospect to identify and analyze needs and recommend structured solutions; serve as a cross-sale point of contact for treasury management, wealth management, and private banking services.
- Relationship Management: Responsible for developing and maintaining quality client relationships. Hold regular meetings with business owners and senior executives to determine appropriate credit size, terms, and pricing while developing rapport with decision makers so JFG is viewed as the “First Choice,” value-added, and trusted financial services partner.
- Credit/Risk Management: Develop terms and conditions in accordance with JFG loan policy that protects JFG during an economic or industry downturn, management disruption, and/or operating shortfall. Perform timely analysis of client financial statements to determine appropriate credit capacity, leverage, and cash flows sufficient to repay debt obligations. Negotiate and review all loan documentation.
- Portfolio Management: Responsible for completing timely credit renewals, annual credit reviews, and collecting/reviewing financial statement requirements. Additional responsibilities include producing timely credit memos for JFG senior executives as needed and proactive management of risk ratings.
- Presentations: Develop written loan/credit presentations including detailed financial analysis and recommendations for senior executives; deliver oral presentations summarizing written loan
presentations to senior executives; answer questions about customer performance, their management teams, and overall performance relative to industry peers.
Sales – Advising and Servicing Clients
- Execution of our comprehensive sales process which includes successful prospecting, planning and gaining new business.
- Knowledge of full portfolio of JFG products and services; actively cross-sells full breadth and depth of products. Responsible for meeting or exceeding sales, cross-sales and referral goals.
- Actively call/joint call on identified target segments, prospects, centers of influence, etc. to lead new business development and client acquisition efforts.
- Expand new and existing relationships by advising and recommending appropriate solutions that will delight our clients and exceed their expectations.
- Develop and maintain strong working relationships with business partners to expand customer relationships across all lines of business – Banking, Wealth and Insurance
- Meets or exceeds client retention goals.
- Perform proactive customer needs assessments on a regular basis.
- Give persuasive sales presentations and tailors delivery and material to meet audience needs.
- Applies sound judgment, innovation and appropriate creativity in management of client relationships.
- Participate in an active and meaningful role in a community or industry organization.
Job Requirements
• 3+ years banking experience; understands basic business financial statements
• 1 year of sales experience preferred, developing effective prospecting skills, is good at client
servicing and follow-through
• BA preferred.
Come as you are.:
Johnson Financial Group supports and is committed to the principle of equal employment opportunity.
We make all employment-related decisions without regard for an individual’s race, color, religion, sex,
sexual orientation, age, national origin, citizenship, disability, veteran status, or any other protected status
as required by law.