Commercial Banking Relationship Manager - VP/SVP
About The Position
The Commercial Banking Relationship Manager – VP/SVP is responsible for sales, coverage, and retention of middle-market and mid-corporate commercial C&I relationships in the Southeast United States, with a primary focus on Florida. The role develops new business, manages a portfolio of commercial customers, and oversees overall relationship management. The Relationship Manager independently handles complex commercial accounts, seeking to maximize profitability while minimizing risk, and serves as a trusted advisor to generally complex companies by providing ideas, advice, and solutions, particularly to larger companies in the assigned territory. The position is the primary contact for new business development and relationship management, champions Santander’s global banking platform and product suite, and works with partners across the US Commercial Bank and global affiliates. It carries individual budget responsibility aligned with incentive plan goals and involves identifying, evaluating, structuring, and documenting commercial credit transactions. The role also anticipates customer trends, recommends and cross-sells products and services, coordinates product partners, collaborates with credit and risk professionals, sources prospects, maintains relationships with centers of influence, represents Santander in civic and community functions, and addresses problems with broad impact on the business segment and financials. The role requires a minimum bachelor’s degree or equivalent demonstrated through work experience, training, military service, or education. A graduate degree and credit training or equivalent credit-related career experience are preferred. Required experience includes 10 or more years as a commercial banking relationship manager and/or in credit or Treasury Management, plus 5 or more years in prospecting and relationship management. Preferred qualifications include 7 or more years of demonstrated success meeting sales goals, managing client relationships, credit support, or financial analysis. The position calls for strong commercial banking product knowledge, financial analysis and credit expertise, sales and negotiation skills, and the ability to work independently and manage high-end Middle Market clients and Mid-Corporate prospects.
Requirements
- Minimum bachelor’s degree in a business-related field, or equivalent demonstrated through work experience, training, military service, or education.
- 10 or more years of experience as a commercial banking relationship manager and/or experience in credit or Treasury Management.
- 5 or more years of experience in prospecting and relationship management.
- Superior knowledge of commercial banking products and services, including credit and non-credit products.
- Familiarity with international banking, including global trade and/or cross-border banking.
- Ability to manage high-end Middle Market clients and interest in covering Mid-Corporate clients.
- Ability to work independently and leverage professional relationships within and outside the bank.
- Deep understanding of capital structures.
- Extensive knowledge of financial analysis, risk evaluation, loan documentation, and commercial loan structures.
- Superior sales presentation, interpersonal, negotiation, and written and verbal communication skills.
- Persuasion, diplomacy, negotiation, and closing skills.
- Full utilization of sales automation tools and related technologies.
Nice To Haves
- Graduate-level degree.
- Credit training and/or equivalent credit-related career experience.
- 7 or more years of demonstrated experience and success in meeting sales goals, managing client relationships, credit support, or financial analysis.
- Experience using generative enterprise AI tools.
- Working knowledge of Capital Markets, including Loan Syndications, Private Equity, Debt Capital Markets, and non-bank loan alternatives.
- Bilingual in English, Spanish, and/or Portuguese.
- Established work history or equivalent demonstrated through work experience, training, military service, or education.
Responsibilities
- Develop new business and acquire complex, profitable commercial customers.
- Serve as the primary point of contact and own relationships with commercial customers.
- Manage and develop a portfolio of commercial customer relationships, including sales, coverage, retention, and portfolio management.
- Identify, evaluate, structure, and document commercial credit transactions.
- Promote Santander’s global banking platform and product suite by collaborating with partners across the US Commercial Bank and global affiliates.
- Manage individual budget responsibilities in alignment with incentive plan goals.
- Anticipate customer trends and recommend products and services to expand business.
- Cross-sell bank products and coordinate product partners to achieve business plans.
- Collaborate with credit and risk professionals to maintain adherence to risk standards.
- Drive revenue growth through self-sourced opportunities among upper-end and more complex commercial customers and prospects.
- Source prospects and maintain relationships with centers of influence.
- Represent Santander at civic and community functions.
- Solve unique problems with broad impact on the business segment and financials.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
