Healthcare Relationship Mgr IV

Old National Bank•Saint Paul, MN

2d•$77,900 - $153,000

About The Position

Old National Bank has been serving clients and communities since 1834. With over $70 billion in total assets, we are a regional powerhouse deeply rooted in the communities we serve. As a trusted partner, we thrive on helping our clients achieve their goals and dreams, and we are committed to social responsibility and investing in our communities through volunteering and charitable giving. We continually seek highly motivated and talented individuals as our people are critical to our success. In return, we offer competitive compensation with our salary and incentive program, in addition to medical, dental, and vision insurance. 401K, continuing education opportunities and an employee assistance program are also included in our benefit suite. Old National also offers a variety of Impact Network Groups led by team members who are passionate about driving engagement, creating awareness of diverse backgrounds and experiences, and building inclusion across the organization. We offer a unique opportunity to join a growing, community and client-focused company that is firmly rooted in its core values.

Requirements

Bachelor’s Degree in Business, Accounting, or Finance and/or H.S. Diploma/GED with related experience
Minimum 5 years of Healthcare, Corporate Sales or Underwriting experience.
Exposure to working on deals ranging from $10MM - $50MM+ with the ability to support specialized complex loans.
Must have significant industry experience within Healthcare (Senior Housing, CCRCs, assisted living facilities, skilled nursing centers, and/or hospitals).
Demonstrated experience in tax-exempt lending.
Thorough knowledge of accounting and legal principles underlying the bank’s documents.
Ability to orchestrate organizational resources by identifying key players, communicating relevant information, and building collaborative client-focused relationships.
Possesses a thorough knowledge of Loan Standards, Loan Review Administration and Banking/OCC Procedures.
Ability to work on multiple complex projects simultaneously, managing time and resources to ensure work is completed efficiently and within established timeframes
Excellent written and oral communication skills
Strong math aptitude, organizational and analytical skills
Demonstrated ability to manage an assigned client portfolio
Ability to demonstrate the successful expansion of existing relationships, management of credit risk, responsiveness to client needs, and independent execution of client calls on assigned portfolio of relationships
Computer literate; fluency in Microsoft Office programs, Excel analysis required
Strong problem-solving and follow-up skills with the ability to make independent decisions based on researched conclusions
Knowledge of banking products, services, policies, procedures and regulations

Nice To Haves

Position may require the need to travel to other Old National, client or meeting locations.
Depth and breadth of prior and/or related commercial lending, business development, commercial credit and portfolio management in Healthcare Banking or similar Commercial market experience
Number of consistent years with success and track record as a Healthcare 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

Generating new loan and deposit business, according to assigned sales goals, by initiating and developing relationships with Healthcare industries, owners/operators, developers, and centers of influence particularly in the senior living space.
Maintaining acceptable credit quality and appropriate loan pricing.
Individual portfolio management, credit underwriting acumen, and client relationship expansion, including partner referrals.
Proactively identify and pursue healthcare organizations with financing needs greater than $10 million that also have complementary depository and treasury needs.
Manages a portfolio of Specialty Banking Healthcare clients, serving as a key ongoing relationship contact for those clients.
Works to achieve assigned personal sales goals through proactive activities and behaviors that lead to results.
Aligns client and bank objectives and orchestrates organizational resources and referral partners to build collaborative, client-focused relationships.
Uses 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.
Leverages centers of influence to build a network and create a pipeline of business.
Ensures loan requests meet the requisite level as set forth under current loan standards by evaluating loan requests for proper purpose, structure and pricing.
Interacts with portfolio clients to obtain required credit information for loan renewals, modifications, and/or new credit facilities.
Structures loan terms adhering to credit policies and operating guidelines required by the Bank and Healthcare team.
Interacts with Underwriters and Credit Officers to obtain prescreen and final credit approval.
Works with clients, outside counsel, and internal loan processing teams to document and close loan transactions for portfolio clients.
Seeks guidance and insight from other lenders and Executives to deliver the best possible loan terms for the bank and client.
Manages a portfolio of customers satisfactorily, ensuring the relationships are maintained in a professional manner and monitoring of the portfolio meets current loan standards.
Strives to meet or exceed average portfolio target by strengthening existing client relationships and fostering new relationships.
Manages delinquencies and portfolio to ensure that classified credits are recognized timely and referred promptly to Special Assets.