AVP, Retail Relationship Manager

Cathay Bank•Irvine, CA

11d•Onsite

About The Position

The Retail Relationship Manager is primarily responsible for business development (90%) and portfolio management (10%) of new and assigned business clients. This includes identifying and acquiring new quality business relationships, driving deposit and loan growth, generating fee income, and cross-selling to an assigned business client portfolio. This position is expected to be an outside sales role, with the incumbent spending the majority (over 80%) of their work time away from the Bank’s offices, sourcing 50% or more of leads themselves and meeting with clients and potential clients to sell the Bank’s products.

Requirements

College graduate with a major in related fields or equivalent work experience strongly preferred.
3-5+ years of sales and business development experience in banking.
Basic knowledge of treasury management products and services.
Lending experience and knowledge of lending regulations and credit/underwriting practices, preferred.
Experience working as an outside business development professional with a proven record of acquiring businesses with revenue from $2mm to $20mm and above is preferred.
Ability to generate new business through a consultative sales approach.
Strong negotiation skills (rates, terms, collateral requirements).
Business and lending experience in either a retail or commercial banking environment.
Knowledge and understanding of Bank’s credit policy, risk management, and underwriting requirements.
Strong knowledge and understanding of banking products and services and demonstrated ability to cross-sell such products.
PC proficiency.
Excellent verbal and written communication skills.
Ability to work well independently to source new business.
Must be organized and detail-oriented and able to multi-task.
Ability to work effectively in a fast-paced, high production and team environment.
Excellent time management skills and accustomed to working with deadlines.
Ability to assume responsibility and accountability for decision-making.
Ability to communicate effectively with all levels of Bank personnel.

Nice To Haves

Bilingual (English/Mandarin or Cantonese) a plus but not required.

Responsibilities

Proactively solicit new business relationships through calling efforts on prospects developed through referrals from existing clients, cultivation of key referral sources and prospect lists.
Actively engage in networking opportunities/events to identify prospective new clients, including making outside sales calls.
Develop and execute a business relationship development plan, including analysis of business opportunities, market and industry, business client requirements, and sales activity.
Achieve assigned annual deposit, loan, fee income, new account acquisition, and partner referrals goals.
Work closely with business partners (Treasury Management, Elavon, Business Banking, Commercial, FX, International, Mortgage, and Wealth Management) to match business prospects and client needs with appropriate solutions.
Prepare complete loan/financial packages for underwriting, including applications, tax returns, financial statements, legal entity documents, and other pertinent business and/or property information.
Serve as the point of contact for client communication, loan processing, and follow-up.
Manage business prospects/clients, sales pipeline, opportunities, sales activities, and business relationship profiles through Sales Management (CRM).
Review client accounts and assigned portfolios to identify and evaluate potential cross-sell opportunities.
Follow a disciplined relationship development process to effectively maintain and build relationships with clients and prospects.
Consult with manager on strategies and make adjustments as needed.
Ensure compliance with Bank, regulatory, and credit requirements, emphasizing client service and adhering to required timeframes.
Partner with branch management and staff to educate and train on business solutions and identify new business opportunities.
Answer all product-related inquiries from potential clients, branch/lending personnel, and outside sales contacts.