Sr. Relationship Manager

Description

This position serves the Hampton Roads Market and is based out of the Norfolk office (flexibility to work from home on Fridays).  

The Senior Relationship Manager's primary focus is to execute sales strategies to achieve targets. Focus will be on working with companies with gross revenues > $5.0MM, and traditional CRE income properties. Spends majority of the time Maintaining and growing a portfolio of clients.

Key Responsibilities:

• Maintains and grows a profitable book of business through disciplined and proactive business development and relationship management.
• Is highly focused on our target client profile; understands their financial needs and effectivelycommunicates the Bank's value proposition. 
• Develops an in-depth knowledge of Bank products and services. 
• Analyzes the needs of clients and prospects in order to effectively recommend appropriate products or services. 
• Attains established production goals through active participation in sales management process.
• Participates in community events and networking activities to increase awareness and presence ofof the Bank in the community. 
• Maintaining and growing a portfolio of clients, including underwriting, origination, documentation, and ongoing monitoring.
• Researching and analyzing business financial statements and tax returns to evaluate creditworthiness. 
• Monitor overall performance of assigned clients, including securing any required financial statements, and covenant monitoring.
• Partner with Credit and on credit requests and adhere to established Portfolio Management guidelines.
• Analyze and interpret financial information provided to determine the right questions to ask to decide on the credit request that should be pursued.
• Achieve credit standards and metrics regarding asset quality, credit administration (matured/renewals, financial statement documents, covenant data integrity, matured notes, and document exception) and RAROC.
• Communicates with impact to a group -Understands the audience and adjusts communication as is appropriate level of detail for the audience; captures and holds the audience’s attention.
• Manage risks associated with commercial lending and other bank exposures and work to keep the book of business within targeted risk tolerance levels.
• Identify cross-sell opportunities that are appropriate for the client and serve to deepen relationships.
• Achieve performance goals as defined by the bank.

Requirements

Required Experience/Education:

• Bachelor’s or master’s degree in business (e.g., Business Administration, Finance, Accounting) or equivalent work experience preferred.
• Formalized commercial credit training or equivalent credit experience required.
• Ability to structure moderately complex financial situations. Ability to plan and execute against business goals.
• C&I, commercial products and service knowledge and experience
• Valid banking certifications or licenses, as required by relevant regulatory authorities.
• 6+ years Commercial Banking experience, preferably at least 5 years in a business banking/commercial sales role.
• Proven record of identification and understanding of business issues, problems, and opportunities and the ability to create relevant options for addressing problems/opportunities to achieve desire red outcomes.
• Proven ability to work in a team-based sales environment.

Required Skills/Knowledge:

• Proven ability to build new and existing client business translating to increased revenue and provide a positive client experience.
• Strong business acumen, to include detailed analysis, review of financial statements and understanding of accounting principles.
• Working knowledge of Commercial, Treasury Management, and alternative lending and financing options
• Ability to assess client needs, drivers of profitability, and corporate/personal life cycle optimizing financial solutions.
• Ability to build strong "One Bank" internal partnerships to provide holistic solutions for the client’s business and personal financial goals.
• Demonstrates strong verbal and written communication skills, with particular emphasis on experience in face-to-face negotiations.
• Must be proficient in all Microsoft Office software, familiarity with prospecting and CRM sales tools preferred.
• Ability to plan and execute against business goals.
• Product and service experience

Other:

• Ability to travel within the market