Business Banking Relationship Manager - Georgetown, DE
About The Position
Responsible for an assigned portfolio of loan and deposit relationships with small business clients. The role solicits new business, manages risk and credit decisions, and services existing clients through the bank’s relationship management program. It works with branch partners to sell effectively to business customers and cross-sell other bank products and services. The position manages a portfolio of approximately 15 to 40 relationship-managed clients and loan balances of $7.5 million to $20 million. Sales expectations include revenue of $150 million to $400 million, loan production of $4 million to $8 million, and deposit balance production of $400,000 to $2 million. The role also participates in business banking and retail sales initiatives, meets call targets and product sales goals, and engages with civic and cultural organizations and programs.
Requirements
- Bachelor’s degree, or at least four years of related sales or banking experience in lieu of a degree, or a combination thereof.
- Knowledge of personal computers and software used by the department.
- Ability to read and analyze financial statements and tax returns.
- Sound credit skills to evaluate loan requests.
- Good understanding of Cash Management, Merchant Service, and Trade Services products offered to Business Banking customers, and ability to identify sales opportunities for those products.
- Strong interpersonal and presentation skills.
- Ability to sell effectively to prospects and clients.
Responsibilities
- Develop new banking relationships with business prospects and service the existing business banking client base.
- Achieve established goals as outlined by the manager.
- Work with branch partners to maximize sales to business customers and cross-sell the bank’s products and services.
- Network with centers of influence, including accountants, attorneys, and other referral sources, to develop business.
- Evaluate credit information and requests, and recommend appropriate loan structures to manage risk.
- Negotiate effectively with underwriters and clients to maximize revenue and minimize risk.
- Meet sales expectations for revenue, loan production, deposit production, and management of the loan portfolio and client relationships.
- Participate in business banking and retail sales sprints, achieve call targets, and meet product sales goals for offerings such as cash management and Visa Merchant.
- Participate in civic and cultural organizations and programs.
- Use prescribed selling techniques to maximize sales opportunities.
- Manage and retain existing clients and work closely with internal contacts to service them.
