Rel Manager Senior - Structured Finance

City National Bank•Los Angeles, CA

About The Position

RELATIONSHIP MANAGER SENIOR - STRUCTURED FINANCE WHAT IS THE OPPORTUNITY? Develops and manages relationships with clients in the assigned business segment and/or geographic areas. Presents a variety of product solutions to client needs. Provides responsive, quality service. Manages overall relationship profitability and portfolio risk and is responsible for profitable growth of the portfolio assigned. This may be accomplished through active calling efforts and referrals from existing customers, providing the CNB exemplary level of service, identifying and promoting solutions to customer needs, and maintaining an active calling program. It is expected that Relationship Managers will have or develop expertise in the various credit types offered by Structured Finance including leveraged lending, the asset management industry, syndicated credit and middle market cash flow lending. WHAT WILL YOU DO? Identifies business opportunities and solicits referrals of other Bank products or services and/or externally from existing customers, a network of referral sources, and other professionals in the industry. Develops a strong understanding of company, industry, business and needs to assist in customer calling efforts. Sets objectives for each relationship in terms of revenue contribution, etc. Calls on existing or prospective clients to discuss and promote all Bank products and services in order to establish a total client banking relationship. Discusses financing opportunities and general business conditions; may assist in forecasting clients’ credit needs and develops solutions to serve their financial needs. Brings in product specialists, as necessary, to help problem solve or structure transactions. Negotiates transactions; prices loan products within targeted rate of return; documents and closes loan transactions, ensures conformance with Bank policy and regulatory requirements. Exercises sound credit and risk judgement in recommending approval. Ensures the quality of all business introduced to the Bank. Represents the Bank by actively participating in outside civic and community affairs, business and industry-related organizations, and other professional activities as appropriate. Interfaces with other Bank departments as necessary. Defines responsibilities and coordinates objectives for all product areas in a relationship or transaction. Resolves all client needs and any internal issues. Monitors and analyzes relationship results and account activities. Determines client profitability. Makes a recommendation regarding accounts to be further developed or eliminated. Prepares reports for management. In conjunction with the Underwriting Group, monitors portfolio for quality, risk and adherence to policy. Works with the appropriate staff departments to resolve issues. Maintains awareness of competitive products, practices, rates and changes in market conditions. Analyzes problem credits and meets with client to develop solutions to minimize loss exposure. May serve as a product specialist acting as a technical consultant to clients and Relationship Managers in various business segments and geographic locations. Relationships in portfolio may contain numerous accounts requiring extensive operational expertise to manage workflow to match client needs, risk control and maximize cross selling potential

Requirements

Bachelor's Degree or equivalent
Minimum 10 years of commercial credit experience
Minimum 8 years of experience as a Relationship Manager within the Financial Services Industry
Superior client relationship skills.
Good understanding of commercial credit policies and procedures.
Sound credit analysis and accounting skills.
Strong interpersonal, verbal, and written communication skills.

Nice To Haves

6 years of product sales and new business development experience in the Commercial Banking and/or Asset Management Industries preferred
Superior client relationship skills. Available to respond to client inquiries and travel as needed
Superior understanding of Structured Finance products and services applicable to target client segments including Diversified Asset Management, Private Equity, and Private Credit
Highly effective and demonstrated sales and marketing capabilities
Strong credit analysis and basic accounting skills.
Capable of working well independently and in teams
Exceptional interpersonal, verbal, and written communication skills.
Knowledge of common Commercial Bank Treasury Management products and technology platforms preferred
Knowledge of technology platforms including but not limited to SalesForce, Business Suite, Seismic and Tableau preferred

Responsibilities

Identifies business opportunities and solicits referrals of other Bank products or services and/or externally from existing customers, a network of referral sources, and other professionals in the industry. Develops a strong understanding of company, industry, business and needs to assist in customer calling efforts. Sets objectives for each relationship in terms of revenue contribution, etc.
Calls on existing or prospective clients to discuss and promote all Bank products and services in order to establish a total client banking relationship. Discusses financing opportunities and general business conditions; may assist in forecasting clients’ credit needs and develops solutions to serve their financial needs. Brings in product specialists, as necessary, to help problem solve or structure transactions.
Negotiates transactions; prices loan products within targeted rate of return; documents and closes loan transactions, ensures conformance with Bank policy and regulatory requirements. Exercises sound credit and risk judgement in recommending approval. Ensures the quality of all business introduced to the Bank.
Represents the Bank by actively participating in outside civic and community affairs, business and industry-related organizations, and other professional activities as appropriate.
Interfaces with other Bank departments as necessary. Defines responsibilities and coordinates objectives for all product areas in a relationship or transaction. Resolves all client needs and any internal issues.
Monitors and analyzes relationship results and account activities. Determines client profitability. Makes a recommendation regarding accounts to be further developed or eliminated. Prepares reports for management.
In conjunction with the Underwriting Group, monitors portfolio for quality, risk and adherence to policy. Works with the appropriate staff departments to resolve issues.
Maintains awareness of competitive products, practices, rates and changes in market conditions.
Analyzes problem credits and meets with client to develop solutions to minimize loss exposure.
May serve as a product specialist acting as a technical consultant to clients and Relationship Managers in various business segments and geographic locations.
Relationships in portfolio may contain numerous accounts requiring extensive operational expertise to manage workflow to match client needs, risk control and maximize cross selling potential

Benefits

Comprehensive healthcare coverage, including Medical, Dental and Vision plans, available the first of the month following start date
Generous 401(k) company matching contribution
Career Development through Tuition Reimbursement and other internal upskilling and training resources
Valued Time Away benefits including vacation, sick and volunteer time
Specialized health and family planning benefits including fertility benefits, and cancer, diabetes and musculoskeletal support programs
Career Mobility support from a dedicated recruitment team
Colleague Resource Groups to support networking and community engagement

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