Senior Relationship Manager - Middle Market

Flagstar Bank•Troy, MI

3d•$131,612 - $219,478

About The Position

The Senior Relationship Manager is responsible for developing new business and managing relationships with middle market companies with sales of $30 million or greater, targeting Southeast Michigan and the Metro Detroit area. The role generates revenue by building relationships with companies, sponsors, developers, and managers; generating deal flow directly from clients and prospects; and coordinating a team approach to each relationship. Product specialists, portfolio managers, and operational support specialists provide support, while the Relationship Manager remains accountable for all aspects of the relationship. The role includes originating new business, managing client relationships, contributing to strategic planning, monitoring credit quality and bank risk exposure, and staying informed about industry trends and market conditions. The Senior Relationship Manager also mentors less experienced Relationship Managers and Portfolio Managers, cross-sells banking services, participates in relevant industry organizations, and adheres to applicable regulatory and compliance requirements.

Requirements

High school diploma or equivalent required.
At least 10 years of commercial financing or equivalent lending experience.
Established relationships and a demonstrated direct origination track record with relevant companies.
Expertise in negotiating, structuring, and closing complex loans.
Proven ability to generate significant cross-sell revenues.
Strong analytical and credit skills.
Strong oral, written, interpersonal, and sales skills to present proposals to clients and recommend loan transactions to bank senior management.
Expertise in due diligence, credit underwriting, and legal documentation.
Excellent interpersonal and verbal and written communication skills.
Ability to excel in a team environment.
Must comply with applicable federal, state, and local laws and regulations and Flagstar’s internal compliance policies and procedures, complete required compliance training on time, and keep up to date with changing regulations and policies.

Nice To Haves

Bachelor’s degree preferred.
Formal credit training preferred.
Foreign exchange and commodity hedging knowledge or capability is a plus.

Responsibilities

Develop and maintain relationships to generate direct deal flow from middle market companies, sponsors, developers, and managers.
Coordinate the team approach to approving and closing new deals to grow assets and revenues while optimizing return on equity.
Work with assigned portfolio managers to engage sponsors and borrowers in idea generation and identify opportunities to expand relationships.
Partner with regional leadership to create a strategic plan and action plans, set and track individual team-member production and revenue goals, and forecast results based on existing pipelines.
Work with assigned portfolio managers to monitor portfolio credit quality, gather financial statements, monitor client reporting compliance, analyze financial information, and take or recommend corrective actions.
Manage the bank’s risk exposure to acceptable levels.
Stay informed about industry trends and market conditions affecting the Sponsor Coverage group and assigned relationships and borrowers.
Mentor less experienced Relationship Managers and Portfolio Managers as appropriate.
Cross-sell banking services, including treasury management, interest rate protection, and syndication products and capabilities.
Recognize issues early and coordinate remedial management and workout matters as appropriate.
Keep management informed about key factors affecting the bank, portfolio, client relationships, and competitive environment.
Participate in industry-related associations, committees, and boards that provide marketing and community services for the Bank.
Adhere to regulatory and compliance policies and standards, applicable laws and regulations, and required training; maintain knowledge of changing regulations and internal policies.