Agriculture Rel Mgr III

Old National Bank • Winchester, IN

2d • Onsite

About The Position

Old National Bank, with over $70 billion in total assets, is a regional powerhouse committed to serving clients and communities since 1834. The bank focuses on helping clients achieve their goals, social responsibility, and community investment through volunteering and charitable giving. They offer competitive compensation, an incentive program, and a comprehensive benefits package including medical, dental, and vision insurance, 401K, continuing education, and an employee assistance program. Old National also fosters an inclusive environment through Impact Network Groups. The Agriculture Relationship Manager is responsible for generating new loan and deposit business, meeting assigned sales goals, and developing relationships with businesses, industries, developers, and consumers. This role requires maintaining acceptable credit quality, appropriate loan pricing, and is critical for individual portfolio management and client relationship expansion through partner referrals.

Requirements

• H.S. Diploma/GED with equivalent work experience in finance or agriculture related discipline.
• Minimum 5 years Commercial Ag loan sales experience.
• Ability to orchestrate organizational resources by identifying key players, communicating relevant information, and building collaborative client-focused relationships.
• Thorough knowledge of Loan Standards, Loan Review Administration and Banking/OCC Procedures.
• Very high level of written and verbal communication skills.
• Proven track record of successful sales performance with strong business development skills.
• Very high level of sales, negotiation and financial analysis skills.
• Continuously seeks and applies knowledge leading to a best-in-class client experience.
• Passionately serves internal/external clients with excellence.
• Maintains a growth mindset staying current with developments and trends in areas of expertise influencing client satisfaction both internally and externally.
• Understands data, metrics and/or financial information, and how they tie to client satisfaction and business outcomes related to position, client and/or team.
• Nurtures client relationships by listening, prioritizing, and acting responsibly to meet client needs, mitigate risk and add shareholder value.
• Openly and effectively communicates with others.
• Effectively and transparently shares information and ideas with others.
• Tailors the delivery of communication in a way that engages the audience and that is easy to understand and retain.
• Unites others towards common goal.
• Asks for others' opinions and ideas and listens actively to gain their support when clarifying expectations, agreeing on a solution and checking for satisfaction.
• Breaks down larger goals into smaller achievable goals and communicates how they are contributing to the broader goal.
• Actively seeks to understand factors and trends that may influence role.
• Anticipates risk and develop contingency plans to manage risks.
• Identifies opportunities for improvement and seeks insights from other sources to generate potential solutions.
• Aligns activities to meet individual, team and organizational goals.
• Takes ownership of the problem while collaborating with others on a resolution with an appropriate level of urgency.
• Collaborates and seeks to understands the root causes of problems.
• Evaluates the implications of new information or events and recommends solutions using decisions that are sound based on what is known at the time.
• Takes action that is consistent with available facts, constraints and probable consequences.

Nice To Haves

• Bachelor’s degree in finance or agriculture related discipline.
• Depth and breadth of prior and/or related commercial lending, Ag lending, business development, commercial credit and portfolio management in Commercial banking and similar market experience (Ag preferred).
• Number of consistent years with success and track record as a Relationship Manager (or similar role) at the Bank or at another financial institution.
• Demonstrated and proven ability to work through complex credits and/or other unique situations.
• Well connected, known in market/region/industry, and influential in acquiring, deepening, and maintaining profitable client relationships through sales, prospecting and enhancing existing relationships.
• Prior experience formally or informally coaching and mentoring peers while utilizing leadership skills.
• Agile and prior proficiency to adapt if/when changes in sales practices and broader market and industry conditions are needed.

Responsibilities

• Generate new loan and deposit business, according to assigned sales goals.
• Initiate and develop relationships with businesses, industries, developers and consumers.
• Maintain acceptable credit quality and appropriate loan pricing.
• Manage individual portfolio and expand client relationships, including partner referrals.
• Prospect businesses with annual sales of $500M-$25MM+ for new loan and deposit opportunities.
• Achieve assigned personal sales goals through proactive activities and behaviors.
• Align client and bank objectives and orchestrate organizational resources and referral partners to build collaborative, client-focused relationships.
• Use a consultative selling approach to understand client needs and opportunities, including conducting pre-call planning, establishing rapport, interviewing for needs and opportunities, explaining features and benefits, overcoming objections and closing the sale.
• Leverage centers of influence to build a network and create a pipeline of business.
• Take an active role in the agriculture community through volunteering and attending events.
• Ensure loan requests meet the requisite level as set forth under current loan standards by evaluating loan requests for proper purpose, structure and pricing.
• Partner with support staff to ensure the loan origination process meets bank and client expectations.
• Seek guidance and insight from other lenders and Executives to deliver the best possible loan terms for the bank and client.
• Manage a portfolio of customers satisfactorily, ensuring the relationships are maintained in a professional manner and monitoring of the portfolio meets current loan standards.
• Stay current on ag trends regarding agronomy, commodities, real estate, farm financial health to apply to current portfolio in assessing risks and understanding client needs.
• Strive to meet or exceed average portfolio target by strengthening existing client relationships and fostering new relationships.
• Manage delinquencies and portfolio to ensure that classified credits are recognized timely and referred promptly to Special Assets.

Benefits

• Competitive compensation with our salary and incentive program
• Medical insurance
• Dental insurance
• Vision insurance
• 401K
• Continuing education opportunities
• Employee assistance program
• Variety of Impact Network Groups led by team members who are passionate about driving engagement, creating awareness of diverse backgrounds and experiences, and building inclusion across the organization

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: High school or GED
• Number of Employees: 501-1,000 employees