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Director, Commercial Banking Relationship Manager
4 months ago
4180 La Jolla Village Dr. La Jolla California,92037
Facilitates growth initiatives for the Bank through significant business development and excellent management of key client relationships. Maintains an outstanding and continuous record of significant revenue generation from sales and syndications. Ensures the required internal control standards, including adherence to audit, regulatory and compliance policies.
- Leads and executes business development plans to that business goals are achieved or exceeded.
- Provides strategic input into business decisions as a trusted advisor.
- Makes recommendations to senior leaders on strategy and new initiatives, based on an in-depth understanding of the business/group.
- Advises on sales strategy based on a deep understanding of the market, relevant industry verticals, market competitors, client needs and business growth opportunities.
- Conducts independent analysis and assessment to resolve strategic issues.
- Develops the business case by identifying needs, analysing potential options and assessing expected return on investment.
- Recommends business priorities, advises on resource requirements and develops roadmap for strategic execution.
- May network with industry contacts to gain competitive insights and best practices.
- Coordinates the management of databases; ensures alignment and integration of data in adherence with data governance standards.
- Leads change management programs of varying scope and type, including readiness assessments, planning, stakeholder management, execution, evaluation and sustainment of initiatives.
- Manages the risk of the assigned complex portfolio in a timely and precise manner.
- Directly manage the annual review process, interim reviews, specified quarterly reports and resolution of exceptions.
- Maintains accurate documentation and ensure adherence to prescribed policies and procedures and overall safety of the Bank’s position.
- Leads the execution of operational programs; assesses and adapts as needed to ensure quality of execution.
- Acts as daily sales contact for clients on sales related questions such as product information, pricing, implementation timeframes and requirements.
- Gathers data to advance sale process and completes all required documentation.
- Assists team in pre-sales activities such as pitch preparation, client research, preparation of prospect and client files for further action.
- Tracks implementation requests to keep the process on track with timelines.
- Tracks Internal reports and recommends improvements to sales support materials based on findings and feedback.
- Compiles pre-call and post call information packages by accessing internal systems and bank personnel to validate client holdings, pricing, and volumes.
- Provides research and data gathering to sales team to facilitate solution to the client’s/prospect’s business and needs.
- Assists with sales and service administration and processing ensuring client experience is seamless and opportunities are identified and met.
- Maintains current client information on Bank systeM/Files to ensure client history is accurate and complete.
- Ensures accurate billing to clients.
- Operates at a group/enterprise-wide level and serves as a specialist resource to senior leaders and stakeholders.
- Applies expertise and thinks creatively to address unique or ambiguous situations and to find solutions to problems that can be complex and non-routine.
- Implements changes in response to shifting trends.
- Broader work or accountabilities may be assigned as needed.** Qualifications**:
- Typically 7+ years of relevant experience and post-secondary degree in related field of study or an equivalent combination of education and experience.
- If a Credit Qualifiable job, Credit Qualifications and associated credit knowledge and skills according to the established qualification standards.
- Demonstrated history of successful business development, including ability to network in external markets
- Demonstrated knowledge of relevant industry verticals and market’s competitive environment
- Experience in contact negotiations with both clients and legal counsel
- Experience drafting responses to complex RFPs
- Experience with Sales Strategy and Sales referral process development
- Risk Management - In-depth
- Sales and Service Management -In-depth
- Relationship Management - In-depth
- Change Leadership - Working
- Conflict Management & Resolution -In-depth
- Resource Planning - Working
- Business Acumen - In-depth
- Financial and Working Capital Understanding - In-depth
- Strategic Thinking - Working
- Seasoned professional with a combination of education, experience and industry knowledge.
- Verbal & written communication skills - In-depth / Expert.
- Analytical and problem solving skills - In-depth / Expert.
- Influence skills - In-depth / Expert.
- Collaboration & team skills; with a focus on cross-group collaboration - In-depth / Expert.
- Able to manage a
