Commercial Banking Relationship Manager

Santander

About The Position

Commercial Banking Relationship Manager Country: United States of America It Starts Here: Santander is a global leader and innovator in the financial services industry and is evolving from a high-impact brand into a technology-driven organization. Our people are at the heart of this journey and together, we are driving a customer-centric transformation that values bold thinking, innovation, and the courage to challenge what’s possible. This is more than a strategic shift. It’s a chance for driven professionals to grow, learn, and make a real difference. If you are interested in exploring the possibilities We Want to Talk to You! The Difference You Make: The Commercial Banking Relationship Manager will be responsible for the sales, service and retention of complex and profitable Commercial relationships. The Incumbent is responsible for new business development, portfolio management, credit quality and overall relationship management of an assigned portfolio of commercial customers. This person will work independently to manage and develop complex commercial accounts that meet the bank's lending requirements and maximize profitability while minimizing risk. This role acts in a trusted advisor role to companies generating ideas, advice and solutions, usually to the larger companies in the assigned territory. This is a senior level position and will report to the Head of NY/NJ C&I.

Requirements

Bachelor's Degree or equivalent work experience: Business, Finance, Economics, or equivalent field. - Required.
Extensive experience prospecting and generating new business with companies having > $100M annual revenue.
12+ Years of experience in a lending; credit, Treasury Management, Private Wealth Management sales training or financial services position. - Required.
7+ Years of demonstrated experience and success in meeting sales goals, managing client relationships and experience in credit, credit support or financial analysis. - Preferred.
7+ Years of experience in prospecting and relationship managing - Required.
Superior knowledge of commercial banking products and services (both credit and non-credit).
Proven ability to manage high-end Middle Market Clients.
Ability to work independently and leverage professional relationships within and outside the bank.
Deep understanding of capital structures.
Deep product knowledge in all bank offerings.
Extensive knowledge of financial analysis, risk evaluation, loan documentation and commercial loan structures.
Full utilization of sales automation tools and related technologies.
Superior sales presentation, interpersonal, negotiation and written and verbal communication skills, evidenced both internally and externally.
Working knowledge of Capital Markets including Loan Syndications, Private Equity, Debt Capital Markets and non-bank loan alternatives.
Persuasion, Diplomacy, Negotiation and closing skills.

Nice To Haves

Established work history or equivalent demonstrated through a combination of work experience, training, military service, or education.

Responsibilities

Cross sells all bank products and direct the coordination of product partners in the attainment of business plans.
Owns the relationship as primary point of contact.
Acts as primary contact for new business development which focuses on the acquisition of complex and profitable commercial customers.
Sources prospects and COI's.
Individual budget responsibility in alignment with Incentive Plan Goals.
Works in collaboration with credit professionals to produce written support of new or renewing credit exposure.
Represents Santander in civic and community functions.
Identifies, evaluates, structures and documents commercial credit transactions.
Drives revenue growth through self-sourced opportunities within the upper-end / more complex universe of commercial customers and prospects.
Anticipates emerging customer trends as a basis for recommending products and services and expanding the business.
Solves unique problems with broad impact on the business segment and financials.