Relationship Manager Sr_RBC

City National Bank • Los Angeles, CA

3d

About The Position

Responsible for acquiring and managing small business and personal relationships within an assigned geography, working collaboratively with RBC USWM Financial Advisors, to deliver the full capabilities of City National Bank. This is an in-market role, requiring regular in-market collaboration with RBC USWM Financial Advisors, educating them on our small business capabilities to establish the most qualified client introductions, providing financial advice to clients and prospects, and consistently connecting client needs with CNB's service and offerings.This role actively engages and builds trust among RBC Wealth Management Financial Advisors (and other internal and external partners), to facilitate consultative introductions to prospective clients. Strong communication and presentation skills are essential for this role and the ability to engage with clients and internal stakeholders is crucial. RBC USWM Financial Advisor education on the financial needs for small business owners and entrepreneurs and CNB's capabilities is an important focus in this role and will lay the foundation to the most qualified small business owner introductions. This role will have a clearly defined business development plan that is consistently applied and will incorporate disciplined sales and service practices. They will focus on business development activities with RBC USWM Financial Advisors, acquisition of new small business relationships as well as retention and expansion of existing relationships in their own client portfolio, while ensuring exemplary service.Key measures of success include acquisition of new small business relationships, deposit and fee income growth from both new and existing relationships, new lending origination and loan retention that includes but is not limited to CRA-eligible fundings, excellent risk management mitigation, as well as establishing strong relationships with internal partners to drive referrals and deepen relationships.Must be in good standing under "The Secure and Fair Enforcement for Mortgage Licensing Act of 2008" (Safe Act) and must be registered/licensed with the "Nationwide Mortgage Licensing System and Registry"; or must be able to be registered under the Safe Act. Must remain in good standing under the Safe Act.

Requirements

• Bachelor's Degree or equivalent
• Minimum 10 years of direct sales experience required
• Minimum 10 years of experience in a financial institution required

Nice To Haves

• Banking Products for Personal and Business clients – deep knowledge of CNB’s offering, particularly those catered to small business clients.
• Regulatory / Compliance – strong understanding of the regulatory environment CNB operates in to manage risk and ensure compliance. (includes deep knowledge of CIP and KYC)
• Economic Environment – understanding of the economic environment and its impact on clients.
• Business Financials – review financial statements to fully understand a client’s financial health and advise accordingly.
• Negotiation – ability to maintain a profitable relationship, balancing bank and client needs.
• Policy & Procedures – knowledge of CNB’s policies, procedures & regulatory obligation.

Responsibilities

• Acquire and facilitate new small business and personal relationships while managing a portfolio of existing clients to achieve sales goals (deposits, lending and fee income), while effectively managing sales and credit pipelines.
• Develop a defined strategy for engaging RBC USWM Financial Advisors (and other internal and external partners) for client introductions, education and follow-up to ensure fully qualified client introductions.
• Manages a portfolio of existing clients and actively deepens client relationships through cross-selling efforts, often with the RBC USWM Financial Advisor and other SME relationship colleagues.
• Deliver an exceptional & consistent client experience – ensure client needs are met, escalations resolved appropriately, & consistent delivery centered on key areas of client needs.
• Improve Sales & Banking Acumen – committed to continuously developing stronger banking acumen and sales practices through collaboration with SME colleagues and leveraging internal training resources.
• Capture holistic view of client’s needs – draw insights from data to provide sound financial advice (strategies, products / solutions); conduct discovery activities with existing clients to grow current book e.g., deposits, credit, services.
• Business & Risk Management – maintain awareness of updates to policies and procedures, stay within delegated lending authorities. Ensure that decisions made are consistent with all Bank policies and procedures, as well as applicable regulations, and that the risk associated with those decisions can be effectively managed.
• Interacts in an effective and professional manner with all levels of CNB and RBC personnel, corporate and bank clients demonstrating commitment to quality client service.
• Client Centricity & Relationship Management – to understand a client’s realities and growth ambitions, empathize with their challenges, earn trust and steward the relationship through advice & solutions catered to their unique and evolving focuses.
• Represents the Bank by actively participating in outside civic and community affairs, business and industry-related organizations, and other professional activities as appropriate.
• Complies fully with all Bank Operational and Credit policies and procedures as well as all regulatory requirements (e.g. Bank Secrecy Act, Know Your Client, Community Reinvestment Act, Fair Lending Practices, Code of Conduct, etc.).
• Responsible for an intermediate to large-sized business banking portfolio with moderate to high complexity.
• Accountable for portfolio growth including loans, deposits, and fee income.
• The focus of the position is on one or more of the following areas: maintains existing customers, new business development, credit judgment, and loan structuring.
• Customers tend to have complicated lending requirements often involving term loan agreements or revolving credit lines.
• Monitors accounts to identify potential credit problems and assure proper loan documentation.
• Portfolio range typically $20-40MM.

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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level