Business Development Manager

4 days ago

San Jose, California, United States City National Bank Full time
About the Role

We are seeking a highly skilled Business Development Manager to join our team at City National Bank. As a key member of our organization, you will be responsible for acquiring and deepening client relationships, generating new business, and expanding existing relationships to become our clients' main bank option.

Key Responsibilities
  • Acquire and deepen client relationships by generating new business and consumer client relationships within assigned client segments and expanding relationships to become our clients' main bank option.
  • Manage a portfolio of existing clients and actively deepen client relationships through cross-selling efforts, developing and maintaining relationships within the internal CNB community to facilitate service issues and opportunities for clients and prospects.
  • Deliver an exceptional and consistent client experience by ensuring client needs are met, escalations are resolved appropriately, and consistent delivery is centered on key areas of client needs.
  • Improve Sales and Banking Acumen by committing to continuously developing stronger banking acumen and sales practices through collaboration with SME colleagues, leveraging internal training resources, and required job family curriculum.
  • Capture a holistic view of clients' needs by drawing insights from data to provide sound financial advice (strategies, products/solutions); conduct discovery activities with existing clients to grow current book, e.g., deposits, investments, credit.
  • Business and Risk Management by maintaining awareness of updates to policies and procedures, staying within delegated lending authorities, ensuring that decisions made are consistent with all Bank policies and procedures, as well as applicable regulations, and that the risk associated with those decisions can be effectively managed.
  • Partnering with a collaborative mindset by partnering to meet client needs by introducing them to the right partner in the CNB ecosystem, championing the Global Relationship Management (GRM) approach.
  • Interacting in an effective and professional manner with all levels of Bank personnel, corporate, and bank clients, demonstrating commitment to quality client service.
  • Maximizing client contact, networking, and being visible in the community, representing the Bank by actively participating in outside civic and community affairs, business, and industry-related organizations, and other professional activities as appropriate.
  • Complying fully with all Bank Operational and Credit policies and procedures as well as all regulatory requirements (e.g., Bank Secrecy Act, Know Your Client, Community Reinvestment Act, Fair Lending Practices, Code of Conduct, etc.).
  • Client Centricity and Relationship Management by understanding clients' realities and growth ambitions, empathizing with their challenges, earning trust, and stewarding the relationship through advice and solutions catered to their unique and evolving focuses.
  • Business Development by nurturing existing client relationships, creating new connections, and winning new business through best practices, networking, and building relationships.
  • Collaboration by collaborating with partners in PBB (GRM) and other divisions to win business and find the home best fitting the client and progress towards shared goals.
  • Communication by actively, openly, and effectively listening to understand client needs and articulately conveying CNB products' value proposition.
  • Critical Thinking by analyzing situations and translating them into insights that are used to make informed decisions and provide tailored advice for each client's individual situation.
  • Adaptability by managing ambiguity and being able to quickly pivot to advise clients as necessary.
  • Self-Organization and Effectiveness by using tools and best practices to prioritize the right activities and deliver a consistent and exceptional client experience.
  • Professionalism by conducting business in a highly proficient, polished manner fitting expectations of preferred clients such as corporate executives.
Requirements
  • Bachelor's Degree or equivalent.
  • Minimum 3 years of direct sales experience required.
  • Minimum 3 years of experience in a financial institution required.
Skills and Knowledge
  • Banking Products for Personal and Business Clients: Deep knowledge of CNB's offering, particularly those catered to preferred, personal, or small business clients.
  • Regulatory/Compliance: Strong understanding of the regulatory environment CNB operates in to manage risk and ensure compliance (includes deep knowledge of CIP and KYC).
  • Economic Environment: Understanding of the economic environment and its impact on clients.
  • Personal and Business Financials: Reviewing financial statements to fully understand a client's financial health and advising accordingly.
  • Negotiation: Ability to maintain a profitable relationship, balancing bank and client needs.
  • Policy and Procedures: Knowledge of CNB's policies, procedures, and regulatory obligations.

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