Relationship Manager

Bank of Hope•Los Angeles, CA

10h

About The Position

The Relationship Manager is responsible for developing and maintaining strong customer relationships by gaining a deep understanding of their business, strategy, and financial condition. This role involves creating and executing tailored relationship development plans, negotiating terms for banking products and services, and collaborating with internal teams to ensure a high-quality customer experience. Key responsibilities include meeting and exceeding sales goals for deposits, loans, and fee income, proactively soliciting new business, and actively participating in networking events. The manager will also prepare credit packages, analyze financial data, identify credit risks, and present requests to loan committees. Furthermore, the role entails monitoring loan relationships for compliance, managing delinquencies, ensuring timely communication, and adhering to enterprise risk management and AML/OFAC requirements, including KYC documentation. The Relationship Manager will also mentor Business Development Officers and participate in internal committees.

Requirements

Minimum 5+ years’ experience in banking.
Excellent organization skills and ability to handle and prioritize multiple tasks.
Detailed knowledge of banking regulations and laws; compliance documentation, and reporting requirements.
Minimum Education Level: Bachelor’s Degree.
English: Written: Advanced.
English: Verbal: Fluent.
Computer / Systems Knowledge Requirements- Intermediate.
Ability to generate new business through a consultative sales approach.
Ability to close sales without relying solely on interest rates.
Ability to originate C&I Loans.
Thorough knowledge of bank’s credit policy & procedure and underwriting guidelines.
Ability to analyze and organize financial information and perform complex financial calculations.
Ability to structure the loans according to the customer’s needs and the bank’s underwriting guidelines.
Ability to present the loans to various credit approving authorities within the bank.
Ability to close approved loans and to support loan servicing, including collecting updated financials and collection.
Ability to respond effectively to the most sensitive inquiries or customer complaints.
Excellent interpersonal, written and verbal communication and presentation skills.
Ability to make effective and persuasive presentations on controversial or complex topics to top management, employees, regulators, or board members.
Present a professional image in dealing with customers, interdepartmental and external representatives.
Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.

Responsibilities

Gain a full understanding of the customer’s: Nature of business and business model, Business strategy and long-term objectives, Business requirements, Industry trends, Risk factors, Financial Condition
Develop and execute a Relationship Development Plan tailored to each customer’s needs and update it at least annually. The plan should include a comprehensive analysis of the business, market and industry, business requirements, potential banking products & Services to supplement or complement and the execution timeline.
Negotiate terms and conditions, including but not limited to: pricing and fee for loans, deposits and other banking services on terms acceptable to the Bank.
Communicate pricing strategy with respective Portfolio Management units in written document form.
Establish effective communication channels with underwriters, branch personnel, treasury management services and other bank employees to ensure high quality customer experience.
Meet or exceed assigned Deposit, Loan, Fee Income Production Goals.
Meet or exceed assigned Partner Referral Goals.
Meet or exceed assigned New Customer Relationship Goals.
Develop a and Execute a Marketing Plan to acquire new relationships, retain and expand existing customer relationships.
Proactively solicit new business relationships through aggressive calling efforts on prospects developed through referrals from existing customers, cultivation of key referral sources and prospect lists.
Actively engage in networking opportunities/events for target industries to help raise brand awareness of the Bank and to identify prospective customers.
Work closely with the Treasury Services Team to ensure that Commercial customers/prospects needs are properly matched with the appropriate depository, cash management, and investment needs.
Proactively update status of all business leads and deals on the Bank CRM.
Participate in the Bank’s sales training program(s) to continue develop sales and business development skills.
Prepare a complete credit package for underwriting, which includes, but not limited to: completed application, tax returns, financial statement, legal entity documents and any other pertinent business and/or property information.
Analyze financial and related data to determine the general credit worthiness of Commercial customer/prospects and the merits of specific credit requests.
Collaborate with underwriting to identify credit risks and recommend appropriate credit structure.
Presents credit requests to loan committee for approval.
Generally, handles loan relationships with aggregate exposure up to $15M and portfolios up to $75M.
Expand and Retain existing relationships to maximize bank profitability through appropriate pricing of new loan originations, fee income, and cross selling of all bank products & services, including deposits and Treasury Services products.
Investigate and follow up on significant changes in status of existing customers; meet with customers to discuss needs and outline appropriate Bank services and to resolve problems as necessary.
Monitor loan relationships for compliance/tickler and communicate directly with the customers to gather appropriate information and documents related to financials, insurance, collateral position, property taxes etc. to ensure full compliance with all credit covenants, credit reviews, audits and regulatory examinations.
Monitor payment performance of the loan portfolio and contact the customer for any delinquency related follow up.
Ensure timely communication with borrowers, loan officers, portfolio managers and credit administration.
Comply with all applicable enterprise risk management requirements and documentation including AML/OFAC.
Monitor the business activities of the customers to assess appropriated Customer Risk Rating and to generate or update Know Your Customer (KYC) documentation, including the BSA Customer Site Visitation Report for high risk customers.
Coordinate as a point of contact in communication with the customers to fulfill KYC requirements and other inquiries form the AML/OFAC team.
Report any suspicious activities to the AML/OFAC Department.
Complete all required Compliance Training prior to assigned due dates.
Assist in conducting due diligence requested and compliance requirements.
Mentor Business Development Officers.
Participate in various internal committees assigned by senior management.
Complete other assigned duties.