Sr. Relationship Manager - Global Commercial Banking – Dealer Financial Services (Tampa)

Bank of America•Tampa, FL

12d•Onsite

About The Position

Bank of America's Dealer Financial Services (DFS) is seeking a Sr. Relationship Manager to join their team. DFS is part of the Commercial Bank, serving public and private companies with annual revenues of $50 million to $2 billion. Dealer Finance is a specialty group that provides a full range of commercial banking services to new automotive and recreational vehicle dealers across the United States. This position will be based in Tampa. The Senior Relationship Manager is responsible for initiating, maintaining, and building existing and new dealer commercial client relationships. The focus will be on establishing brand new commercial relationships for DFS and the Bank, as well as maintaining significant existing client relationships. This is an opportunity to build and grow a dealer portfolio in a major market with the strength of the Bank of America brand and product offerings. Product offerings include new and used vehicle floor plan lines of credit, term loan financing (real estate secured and otherwise), DDA/Treasury products, Merchant Services, and 401k & Employee Benefits services. The ideal candidate will demonstrate extensive product knowledge and the ability to effectively prospect, market, prioritize, and solicit appropriate dealer commercial clients, determine their optimum needs, and lead a team of product professionals to close assigned revenue objectives for DFS.

Requirements

10 years of broad based sales experience within Commercial Dealership Sales (Floor Plan, Real Estate or Treasury Loans, etc.) or Sales Experience within the Dealer Captive Market focusing on the commercial market.
Extensive experience in financial analysis.
Thorough understanding of dealership financial statements.
Ability to accurately review and opine on the strength/weaknesses of the client's Income Statement and Balance Sheet reporting with emphasis on cash flow and liquidity.
Ability to assess the current and historical financial condition of a company by analyzing ratios, the asset conversion cycle, and cash flow.
Ability to identify all of the critical elements for loan structuring.
Understanding of clients’ business strategies and their needs.
Expert application of sound accounting principles to spreading financial statements and analyzing credit.
Leveraging relevant technology, tools and resources to maximize the financial management of the business.
Bringing in partners at the appropriate time to support a sales opportunity.
Knowledge of where to find industry information and using the data to effectively pre-call plan.
Leveraging an in-depth knowledge of the customer's/client's business to uncover needs in order to deliver the appropriate bank solution.

Nice To Haves

Undergraduate degree in a related field or equivalent work experience.
Existing knowledge of the market.
Demonstrates flexibility and openness to new ideas and to change; adapts to changing environments, situations, and job responsibilities.
Negotiates effectively by managing client expectations around deals (overcoming objections).
Capitalizes on unexpected events or circumstances and turns them into sales opportunities.

Responsibilities

Initiating, maintaining, and building existing and new dealer commercial client relationships.
Establishing brand new commercial relationships for Dealer Financial Services (DFS) and the Bank.
Maintaining existing significant client relationships.
Prospecting, marketing, prioritizing, and soliciting appropriate dealer commercial clients.
Determining the optimum needs for these clients.
Leading a team of product professionals in closing assigned revenue objectives for DFS.
Selling core Treasury and Credit services.
Driving responsible growth through the successful implementation of a broad array of solutions including Financial Life Benefits, GWIM solutions, and advanced Digital capabilities.
Identifying and openly sharing cross-selling opportunities with partners.
Influencing internal partners/contacts to refer business.