The Commercial Relationship Manager (RM) is a key player on deal teams, collaborating and generating solutions to current and perspective clients within sector markets. As a sector and deal structuring expert, the RM will actively manage business development opportunities and oversee ongoing monitoring of client portfolio performance to maximize penetration and return. The RM achieves various partnering efforts, including management of the team and client initiatives, to ensure successful deals. The role is accountable for ensuring the team maintains the required internal control standards, including adherence to audit, regulatory and compliance policies.
Watch: Career Advice
Business Development and Delivery 25%
Risk Management and Control 25%
Sales Support and Partnership 25%
Management of Team and Team Workflow 25%
ACCOUNTABILITIES
A. Business Development and Delivery
Collaborate with coverage relationship partner to generate ideas, identify client solutions, pursue sector marketing efforts, cover clients, and deliver timely solutions. Actively manage client solution opportunities within sector portfolios. Operate as key member of the deal team and lead preparation of lending proposals and pitches to prospective clients with efforts to maximize sector penetration and returns. Institute cross-selling initiatives to increase ranking with client. Provide deal structuring expertise. Negotiate transactions with clients. Maintain awareness of all firm products and services offered and facilitate means of receiving continuous updates.
B. Risk Management and Control Protect the Banks assets and maintain quality of portfolio by adhering to lending processes, policies and procedures, legal and ethical requirements and regulations, audit requirements, and established risk guidelines. Oversee documentation and ongoing monitoring of asset and client performance. Actively manage portfolio to maximize return and credit quality. Prepare/oversee preparation of concise, well-reasoned credit correspondence. Obtain credit concurrence and coordinate pricing approval as client advocate.
C. Sales Support and Partnerships Maintain key ongoing contact with lending clients and sector relationship managers. Work with specialists as needed to support successful syndication and sales.
D. Management of Team and Team Workflow Effectively manage work flow of analysts and associates by aligning tasks with departmental goals and objectives. Lead team to success by capturing opportunities for ongoing mentoring, coaching, and career development of analysts and associates.
Qualifications
Knowledge:
An undergraduate degree. Focal areas of finance, economics, or accounting preferred
CPA or MBA or equivalent experience in finance, accounting and business law
6-10 years of relevant experience in negotiating and structuring financial transactions
Minimum of 6 years in financial services industry experience in a corporate lending environment developing business
This position requires Credit Qualification
The incumbent must possess an in-depth level of Credit knowledge and skills and an in-depth level of Portfolio Management knowledge and skills according to the standards established within the Credit Qualification Process Policies and Procedures. Formal credit training and prior lending authority
Relevant Business Services Sector experience is highly desired
Credit analysis experience/ understanding
Good knowledge of the organizational lending and portfolio management policies and objectives
Skills:
Excellent abilities in business development and cross-selling success
Highly developed written and oral communication skills including the ability to write clear, concise and cogent credit correspondence
Exceptional analytical skills
Expertise in financial computer applications and database management tools including MS Excel
Strong proficiency in other Microsoft Office products and the Internet
Strong interpersonal skills used within a team environment and in client interaction with emphasis on excelling in relationship building
Ability to advocate persuasively
Ability to work under limited supervision
Ability to learn and adapt quickly
Excellent capability to independently and proactively service multiple clients and effectively manage multiple priorities
Proven abilities in managerial and leadership skills
Send To A Friend
Posts
