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Business Banking Relationship Management Leader
2 months ago
What is the Opportunity?
As a pivotal leader, you will oversee a team of Business Banking Relationship Managers (BBRMs) within a designated region. Your primary focus will be to strategize and guide the activities of BBRMs to achieve regional objectives, encompassing sales performance, client satisfaction, and effective credit quality and risk oversight. You will establish individual targets and support BBRMs in crafting their sales strategies. Collaborating closely with BBRMs, you will ensure that established goals and benchmarks are consistently met. You will also review and authorize transactions within your delegated authority and, when necessary, assist the region's branches. Your role will encompass managing the overall business banking output, profitability, and credit risk for the region. Together with Regional Business Managers (RBMs), you will be accountable for achieving business banking performance targets, including loan, deposit, and fee income objectives.
Key Responsibilities:
- Collaborate with the Business Banking Manager and RBM to recruit and retain BBRMs for your region. Set clear objectives, review and approve individual sales plans, and monitor outcomes to align with sales and service goals. Oversee the sales process, including acquiring new clients, generating referrals, cross-selling, and retention initiatives. Engage in joint calling efforts with BBRMs and other sales colleagues as appropriate. Provide coaching and identify potential BBRM talent for the region.
- Assist other departments and colleagues as necessary. Offer project management support to the Director of Business Banking. Advocate for the bank's business banking brand within the market. Support RBMs in leadership activities for the business banking segment. Participate in community engagements as a representative of the bank, promoting the organization and attracting new talent and clients.
- Work closely with each BBRM to develop their calling and relationship strategies, identifying business opportunities from both existing clients and prospects. Establish individual goals related to loan, deposit, and fee income growth, as well as portfolio contributions. Provide ongoing coaching, guidance, and performance evaluations.
- Conduct joint calls with BBRMs on complex relationships or transactions to enhance their skill sets. Review structural options with BBRMs to optimize opportunities. Recommend involving product specialists as needed to address challenges or structure transactions effectively.
- Assist in negotiating intricate transactions, ensuring compliance with bank policies and regulatory standards. Exercise sound credit and risk judgment.
- Support the development of branch colleagues to enhance their success in their roles and prepare them for future career advancement.
- Actively engage in civic and community affairs, as well as business and industry-related organizations, representing the bank appropriately.
- Coordinate with other bank departments, including branches within your region, to define responsibilities and align objectives across all product areas in a relationship or transaction. Address all client needs and resolve any internal issues.
- Monitor and analyze the region's business banking performance and account activities. Review portfolio and client profitability, making recommendations regarding accounts for further development or elimination. Prepare reports for management review.
- Ensure the quality, risk, and policy adherence of the region's business banking portfolio. Collaborate with relevant staff departments to resolve any issues.
- Stay informed about competitive products, practices, rates, and market changes.
- Analyze problem credits and provide BBRMs with recommendations or solutions to mitigate loss exposure.
- Support the Director of Business Banking on initiatives aimed at enhancing the division's performance in this sector.
- Provide industry expertise for the region and the division.
- Bachelor's Degree or equivalent experience.
- At least 10 years of experience in commercial lending or as a relationship manager.
- A minimum of 3 years of experience managing commercial relationship managers.
- At least 5 years of credit experience.
- Proven leadership, management, sales, and marketing skills.
- Strong understanding of products and services relevant to the target client segment.
- Comprehensive knowledge of the bank's offerings and the overall sales process, with a focus on client segmentation and performance metrics.
- In-depth knowledge of commercial credit policies and procedures, as well as bank operations.
- Strong credit analysis and accounting skills.
- Ability to recruit, develop, and retain high-performing sales colleagues while effectively managing results through a team.
- Capability to work independently in making sound business decisions, exercising appropriate authority based on experience and responsibility.
- Ability to foster positive relationships within the Personal & Business Banking Division and throughout the bank, establishing professional credibility through integrity and strategic insight.
- Must inspire confidence and respect among staff and motivate colleagues to achieve individual, division, and company objectives.
- Excellent written and verbal communication skills, with the ability to convey complex concepts clearly and concisely.
Benefits and Perks: City National Bank offers a comprehensive benefits package designed to support our colleagues' well-being and professional growth.
Inclusion and Equal Opportunity Employment: City National Bank is committed to diversity and inclusion, ensuring that all qualified applicants receive equal consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected status.
