Senior Relationship Manager, Middle Market

TD Bank•Coral Gables, FL

46d

About The Position

The Middle Market (MM) Senior Relationship Manager (RM), Commercial Banking, is an external sales role that proactively executes integrated sales, service, and relationship strategies with responsibility for obtaining new and growing existing commercial relationships within the Middle Market target space. This role is the principal point of client acquisition and retention of existing and ongoing relationships. Relationship Managers work both independently and as part of the Middle Market Team to secure new and maximize existing profitable commercial relationships by cross selling the full range of TD's products and services, such as lending, treasury management, capital markets, investment services and other financial solutions.

Requirements

4 year degree or equivalent experience
10+ years related experience
In-depth understanding of commercial industry, business development techniques and credit decisions
Proven business development track record, with proven ability to conceptualize and implement effective new business strategies
Extensive network of outside referral sources for new business
Excellent credit and financial analysis skills
Refined negotiation skills
Proven communication skills, both verbal and written
Proven PC skills
Demonstrated experience in Commercial & Industrial, Divestitures, Mergers & Acquisition loans
Demonstrated experience in syndicated loans

Responsibilities

Leads the formulation and implementation of long and short-term strategic plans and objectives to increase market share/penetration and maximize opportunities for growth throughout the marketplace
Works independently to develop new business with prospects that have the largest and most complex credit needs in assigned portfolio segment
Maintains or establishes largest portfolio segment and geography for growth goals (loans, deposits, fees), both individually and assisting the team, through development of new business Customers and cross selling existing Customers as well as an established network of resources
Facilitates larger transactions and relationships referred to Commercial relationship management according to prescribed Bank parameters
Makes calls independently and invites less experienced Relationship Managers to join as a development opportunity
Contributes to the coaching, training, development and team leadership of less experienced Relationship Managers
Makes and assists in sales calls, gathers financial and general business information and explains products and services offered
Negotiates terms and conditions within parameters defined by credit decisions; finalizes loan agreements with prospects and Customers and closes sales
Contributes and provides input to loan decision process based on evaluation of credit risk and other key factors from Credit Management
Assists in issue resolution (including delinquencies and problem credits) and activities related to credit support and product partners to support the regional strategy
Develops a clear retention plan for assigned portfolio deposits and loans within the specified territory
Actively generates referrals to all business partners in the bank to help meet the comprehensive financial needs of entrepreneurs or borrowing entity
Meets regularly with internal referral sources to establish business relationships and develops network of outside referral sources for new business
Develops broader knowledge base of commercial and small business, other Company products and services, which may include loan policy, documentation, structuring and regulatory requirements
Maintains frequent interaction with centers of influence, diverse industry segments, community leaders, and senior business contacts
Develops community relationships, through CRA initiatives and membership in civic and professional organizations, including active participation in networking events
Meets regularly with internal referral sources to establish business relationships and develops network of outside referral sources for new business
Prepares and submits all reports may prepare management reports summarizing individual and team loan activity