Lead Relationship Manager, Loan Sales, Capital Markets

CoBank • Greenwood Village, CO

15h • Hybrid

About The Position

Distributes CoBank originated loan product to the investor base and managing all aspects of their coverage. The Lead Relationship Manager, Loan Sales, Capital Markets will sell to and cultivate a diverse set of investors including FCS lenders, commercial banks, insurance companies, Direct Lenders and CLOs. Sales works closely with the Capital Markets Origination and Syndicate teams by recommending optimal syndication strategies based on knowing each investor's credit appetite, internal processes and preferences. The Lead Relationship Manager facilitates information flow among individuals and across deal teams, in a dynamic team environment while leveraging internal relationships to bring the best market solutions to our customers, and works on multiple deals simultaneously. Working closely with the Capital Markets Loan Trader, the Lead Relationship Manager facilitates secondary loan trading activities with the CoBank investor base.

Requirements

• Bachelor's Degree required
• Prior Experience in commercial banking or investment banking syndication or relationship management required
• Prior Experience in sales required
• Credit training
• 10 years of experience, preferably in banking or financial services industry preferred
• Demonstrated leadership skills and ability to work independently
• Excellent business acumen and decision-making skills

Responsibilities

• Develops and implements high-level business sales strategies.
• Cascades and monitors execution of Sales “Best Practices” within the team.
• Cultivates and expands the investor base to include both Farm Credit System and non-Farm Credit System investors (commercial banks, asset managers such as retail funds and CLOs, insurance companies).
• Executes syndication strategies by introducing deals to investors, responding to deal and credit questions, and overall handling of syndication process through to commitment, allocation and closing.
• Covers the Bank’s highest profile investors, with overall responsibility for specific syndication outcomes.
• Assists Syndicate and Origination by distilling investor appetite and lending history into actionable knowledge for designing syndication strategies.
• Organizes bank meetings, makes deal sales calls and responds to investor deal questions quickly and accurately.
• Distributes investor updates on all deals that are being sold by CoBank twice a week during the syndication process to origination personnel in Capital Markets.
• Works with the Loan Trader to generate secondary trading volume and help develop and identify trading ideas.
• Intensively utilizes and updates our digital investor contact platform as a critical repository of investor knowledge.
• Leads investor planning activities for the group. Primary interface with TOM leadership and Syndicate regarding sales strategies.
• Expands and promotes the Capital Markets franchise by participating in frequent market commentary by contributing to the sales meetings and internal and external publications.
• Maintains expertise in a designated market/industry segment and keeps abreast of industry trends, technology, regulatory requirements and the competitive environment.
• Studies industrial, commercial, and financial situations relating to new or existing businesses as requested. Represent the division at industry events and customer meetings.
• Provides guidance and leadership, and serves as a mentor to other professionals in the division.
• Actively prospects for new investor relationships while providing advice and counsel to existing investors on their loan portfolio management and decision making.
• Available to present CoBank’s expertise and initiatives at internal and external events.

Benefits

• Time-Off Packages, 20 days of vacation, 10 paid sick days and 11 paid holidays
• Competitive Compensation & Incentive
• Hybrid work model: flexible arrangements for most positions
• Benefits Packages, including Medical, Dental and Vision coverage, Disability, AD&D, and Life Insurance
• Robust associate training and development with CoBank University
• Tuition reimbursement for higher education
• Outstanding 401k: up to 6% matching and additional 3% non-elective contribution & Student Loan Match
• Community Impact: United Way Angel Day, Volunteer Day and Associate Directed Contribution
• Associate Resource Groups: creating a culture of respect and inclusion
• Recognize a fellow associate through our GEM awards

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 501-1,000 employees