Sr Relationship Manager, MM (US)
About The Position
The Middle Market Senior Relationship Manager in Commercial Banking is an external sales role responsible for proactively executing integrated sales, service, and relationship strategies. The role acquires new commercial clients and grows, retains, and maximizes profitable existing relationships in the Middle Market target segment. The Relationship Manager is a principal point of contact for client acquisition and retention, working independently and with the Middle Market Team to cross-sell TD products and services, including lending, treasury management, capital markets, investment services, and other financial solutions. The role leads strategic planning to increase market share and growth across an assigned portfolio segment and geography, develops business with prospects with large and complex credit needs, and facilitates larger transactions referred to Commercial relationship management. It includes negotiating and closing loan agreements within credit-approved parameters, contributing to credit decisions, supporting issue resolution, developing retention plans, generating referrals, and maintaining networks of internal and external referral sources. The Senior Relationship Manager also contributes to the coaching and development of less experienced Relationship Managers and supports regional and business objectives. The position is based in New York, New York, with a stated work schedule of 40 hours. The role includes occasional domestic travel; international travel is listed as never. TD describes its total rewards package as including base salary and variable compensation or incentive awards, health and well-being benefits, savings and retirement programs, paid time off, banking benefits and discounts, career development, and reward and recognition. Training and onboarding are provided.
Requirements
- Four-year degree or equivalent experience.
- 10+ years of related experience.
- In-depth understanding of the commercial industry, business development techniques, and credit decisions.
- Proven business development track record and 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 verbal and written communication skills.
- Proven PC skills.
- Demonstrated experience in Commercial & Industrial, divestitures, mergers and acquisitions loans.
- Demonstrated experience in syndicated loans.
Responsibilities
- Lead the formulation and implementation of long- and short-term strategic plans to increase market share and maximize growth opportunities.
- Independently develop new business with prospects that have the largest and most complex credit needs in the assigned portfolio segment.
- Build and grow a portfolio and geographic presence through new business, cross-selling existing customers, and an established network of resources.
- Facilitate larger transactions and relationships referred to Commercial relationship management according to Bank parameters.
- Make sales calls independently and invite less experienced Relationship Managers to participate as a development opportunity.
- Contribute to coaching, training, development, and team leadership of less experienced Relationship Managers.
- Make and assist with sales calls, gather financial and general business information, and explain products and services.
- Negotiate terms and conditions within credit decision parameters, finalize loan agreements, and close sales.
- Contribute input to loan decisions based on evaluation of credit risk and other factors from Credit Management.
- Assist with issue resolution, including delinquencies and problem credits, and coordinate with credit support and product partners.
- Develop and implement a clear retention plan for assigned portfolio deposits and loans within the territory.
- Generate referrals to bank business partners to address the financial needs of entrepreneurs and borrowing entities.
- Maintain relationships with internal referral sources and develop outside referral networks for new business.
- Build knowledge of commercial and small-business products, loan policy, documentation, structuring, and regulatory requirements.
- Interact frequently with centers of influence, industry segments, community leaders, and senior business contacts.
- Develop community relationships through CRA initiatives, civic and professional organizations, and networking events.
- Prepare and submit reports, including management reports summarizing individual and team loan activity.
- Support the Bank's Customer Service Strategy and deliver high-quality service to customers, vendors, and internal partners.
- Develop referral-source relationships, coordinate with internal partners to maximize cross-selling, and achieve assigned sales goals.
- Follow compliance, risk, control, audit, and regulatory requirements; complete required job-specific and compliance training.
- Participate in business planning, process improvement, and other initiatives, and maintain knowledge of TD products, markets, competition, and trends.
- Contribute to an inclusive, positive team environment, communicate relevant issues, and share information and knowledge.
Benefits
- Base salary and variable compensation/incentive awards, including potential eligibility for cash and/or equity incentive awards through an incentive plan.
- Health and well-being benefits.
- Savings and retirement programs.
- Paid time off, including Vacation PTO, Flex PTO, and Holiday PTO.
- Banking benefits and discounts.
- Career development.
- Reward and recognition.
- Regular career, development, and performance conversations.
- Access to an online learning platform and mentoring programs.
- Training and onboarding sessions.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
