Agriculture Rel Mgr III

Old National Bank•Winchester, IN

About The Position

Old National Bank, established in 1834 with over $70 billion in assets, is a regional financial institution deeply rooted in its communities. The bank is committed to social responsibility, community investment through volunteering and charitable giving, and fostering an inclusive workplace. They seek highly motivated individuals and offer competitive compensation, including salary and incentive programs, along with a comprehensive benefits package. This includes medical, dental, and vision insurance, 401K, continuing education opportunities, and an employee assistance program. Old National also supports various Impact Network Groups to drive engagement and inclusion. The Agriculture Relationship Manager is responsible for generating new loan and deposit business by initiating and developing relationships with businesses, industries, developers, and consumers, in line with assigned sales goals. Key aspects of the role include maintaining acceptable credit quality, ensuring appropriate loan pricing, and actively managing individual portfolios and expanding client relationships through partner referrals.

Requirements

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.

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 client relationship expansion, 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.
Continuously seek and apply knowledge leading to a best-in-class client experience.
Passionately serve internal/external clients with excellence.
Maintain a growth mindset staying current with developments and trends in areas of expertise influencing client satisfaction.
Understand data, metrics and/or financial information, and how they tie to client satisfaction and business outcomes.
Nurture client relationships by listening, prioritizing, and acting responsibly to meet client needs, mitigate risk and add shareholder value.
Openly and effectively communicate with others.
Effectively and transparently share information and ideas with others.
Tailor the delivery of communication in a way that engages the audience and that is easy to understand and retain.
Unite others towards common goal.
Ask for others' opinions and ideas and listen actively to gain their support when clarifying expectations, agreeing on a solution and checking for satisfaction.
Break down larger goals into smaller achievable goals and communicate how they are contributing to the broader goal.
Actively seek to understand factors and trends that may influence role.
Anticipate risk and develop contingency plans to manage risks.
Identify opportunities for improvement and seek insights from other sources to generate potential solutions.
Align activities to meet individual, team and organizational goals.
Take ownership of the problem while collaborating with others on a resolution with an appropriate level of urgency.
Collaborate and seek to understands the root causes of problems.
Evaluate the implications of new information or events and recommend solutions using decisions that are sound based on what is known at the time.
Take action that is consistent with available facts, constraints and probable consequences.