Commercial Agriculture Relationship Manager

FCS Financial, ACA • O’Fallon, MO

1d • $71,000 - $151,000 • Hybrid

About The Position

FCS Financial is seeking a highly motivated professional to join our team as a Commercial Agriculture Relationship Manager. This is an exciting opportunity to work with some of the region's largest and most innovative crop producers while helping grow Missouri agriculture. At FCS Financial, we're more than a lender. As part of the nationwide Farm Credit System, we provide specialized financial solutions that help farmers, agribusinesses, and rural communities thrive. In this role, you'll serve as a trusted advisor to large commercial crop operations, helping customers navigate growth opportunities, financial strategies, and complex credit solutions while building long-term relationships that create value for both the customer and FCS Financial. We're looking for a relationship-driven professional to join our team as a Commercial Agriculture Relationship Manager. In this role, you'll partner with some of Missouri's largest and most progressive crop producers, serving as a trusted financial advisor and primary relationship manager. This is an ideal opportunity for someone who enjoys meeting people, solving problems, and creating long-term relationships while serving the agricultural industry.

Requirements

• Bachelor’s degree in Agriculture, Business, Finance or a related field.
• Three or more years of relevant lending, financial services, agricultural, or business development experience.
• Strong knowledge of commercial agriculture and crop production.
• Proven success in relationship management, sales, and business development.
• Strong financial analysis and credit skills and desire to solve complex problems.
• Excellent communication and negotiating skills.
• A customer first mindset and passion for helping agricultural businesses succeed.
• Ability to collaborate effectively with customers, teammates, and industry partners.
• Bachelor’s degree in agriculture, sales, finance or related field
• 5 years of related experience
• Or an equivalent combination of education and experience sufficient to perform the essential functions of the job
• 3-5 years of Portfolio Management experience
• Strong passion, experience and knowledge of the specific retail industry segment (i.e. swine, beef, crop and/or agribusiness).
• Strong financial and credit analysis skills, with proven abilities in assessing risk and rewards in a competitive, retail lending environment.
• Demonstrated abilities in sales, developing new business, and leadership
• Excellent negotiating and influencing skills.
• Strong decision-making skills and a willingness to support and take responsibility for those decisions.
• Ability to obtain a general working knowledge of the Associations’ processes and policies.
• Ability to execute and focus on a customer-centric philosophy vs. a product driven philosophy with all customer relationships
• Ability to service broad and diverse industries, with in-depth knowledge of specific industries.
• Strong written and oral communication skills including public speaking and presentation skills, and the ability and willingness to represent the Association.
• Accountable for a high level of commercial lending knowledge and expertise and be recognized within the Associations’ retail business area as an expert and one of the premier lenders in the assigned industry.
• Ability to work in a collaborative team environment and adhere to the Associations’ team principles and core values.
• Ability to work in support of the Associations’ vision and value proposition
• Oral and written communication skills, sufficient to exchange information effectively with peers, supervisor and customers
• Skill in utilizing available technology to increase efficiency and/or effectiveness
• Skill in preparing and presenting information to an audience in an engaging and effective way
• Ability to learn and retain Association policies and procedures, and the ability to adapt to new policies and procedures quickly.
• Responsible to appropriately protect the confidentiality, security, and integrity of the Association’s systems and data and clients’ data

Nice To Haves

• Portfolio management experience preferred.

Responsibilities

• Develop deep trusted relationships with farmers, agribusinesses, and rural customers.
• Create customized financing solutions
• Manage portfolio of complex commercial agriculture operations
• Identify growth opportunities and structure innovative credit packages
• Provide exceptional service and ongoing support to member-owners.
• Play a key role in helping customers achieve their business goals while supporting the continued growth of Missouri agriculture.
• Represents the Associations as the Commercial Lender for select large, industry-specific, and often complex commercial accounts
• Maintains a portfolio of approximately $50-$150 million of commitments
• Designs innovative credit packages in the $3-$20 million range that meet customer needs
• Originates, structures, and makes credit recommendations; and facilitates the closing process
• Coordinates the engagement and interaction of the entire account team to expand relationships and provide timely service
• Coordinates covenant monitoring by collecting required customer reports and information. Identifies and recommends resolutions to non-compliance issues regarding covenants.
• Provides information and recommendations on subsequent loan servicing actions
• Reviews portfolio to determine if it is diversified and accurately classified
• Establishes Loan Service Plans to identify and implement remedies to correct concerns on criticized accounts
• Provides “value add” products and enhancements to Commercial Loan customers (i.e. benchmarking and financial planning tools; improvement of customer financial information, risk assessment, and peer groups)
• Identifies customer needs
• Gathers customer information needed for loan approval
• Determines the appropriate loan structure to achieve the customer’s goals within the Association’s risk tolerance parameters
• Compiles information into comprehensive package for Loan Committee consideration
• Coordinates Account Team efforts and monitors loan progress to achieve targeted service standards
• Advocates for loan packages that are beneficial for customers and the Association
• Presents approved loan package to customer
• Markets credit and related services directly to large retail commercial accounts.
• Develops and implements business plans that will increase market share in the assigned customer segment(s).
• Conducts targeted sales calls to influencers, prospects, and customers
• Routinely updates and maintains prospect/customer marketing and call planning information on customer contact software.
• Develops prospect and influencer lists and marketing plans
• Maintains expertise in the specific industry segment and the financial services industry, keeping abreast of industry trends, competitive market conditions and lending practices
• Organizes the development of industry specific knowledge sharing materials to further enhance industry segment expertise and knowledge sharing for the benefit of the Associations
• Is visible within the assigned specialized industry segment by sharing industry information and advocating for the Farm Credit System both internally and publicly
• Actively engage in industry events both locally and regionally through public interaction via presentations or information that reflects the Associations’ expertise within the specialized industry segments
• Understands local, regional and national competition in the areas of rate and terms and proactively presents value-added reasons (local on-farm service, patronage, ag expertise, etc.) to showcase FCS strengths as the premier provider of financial services”
• Acts as the Second Relationship Manager on a select portfolio of high-volume Level 1 accounts
• Maintains a close working relationship with retail team members specializing in similar industry segments as both new and existing customers are solicited and served
• Provided guidance and suggestions to peers regarding loan structuring, loan decisions, customer relationships, and approval or denial of loans.
• Identifies and attends training sessions and meetings to enhance knowledge of the industry, customers, and financial services
• Other duties as assigned to meet the needs of the organization.

Benefits

• Competitive Total Rewards: Enjoy a highly competitive salary, incentive opportunities, and comprehensive benefits package.
• Multiple opportunities for personal and professional growth including Assistant Vice President, Commercial Crop Lending (salary range of $71,000 – $120,000) and Vice President, Commercial Crop Lending (salary range of $88,000 - $151,000).

What This Job Offers

• Job Type: Full-time
• Career Level: Manager