Sr. Relationship Manager

Rabobank•Yuba City, CA

1d•Hybrid

About The Position

As a Sr. Relationship Manager in the California & Southwest region, you will play a key role in promoting Rabobank and Rabo AgriFinance to farms and producers. Your role will be to acquire new clients and work with existing clients to achieve the region's return objectives. As a VP – Senior Relationship Manager, you will be responsible for business development and customer management in an assigned area, sector, or market segment. You will provide agricultural lending services to existing customers, find solutions for customer needs by offering bank products and services, and evaluate customer needs and suitability for products. You will negotiate acceptable product solutions, utilizing product specialists as needed, and work with deal teams and Financial Analysts to ensure accurate presentation of customer requests, operating within the company's credit policies and procedures. You will recommend customer requests and applications to the Credit department for approval. You will be the primary contact for the origination and servicing of agricultural loans for customers of all sizes, primarily targeted at $5M and greater. You will coordinate deal teams composed of department specialists to assist in structuring, approving, closing, and servicing customers. You will position yourself as a knowledge provider by bringing Rabobank’s worldwide perspective on markets, using other company services and Rabobank Food and Agribusiness Research to differentiate the Bank from other loan providers. You will provide customers with an annual presentation on how Bank services can increase their operations' efficiency and profitability, acting as a provider of solutions. You will grow/maintain your portfolio to a minimum size of $150M and increase the profit line each year.

Requirements

Bachelor’s degree with Master preferred.
7+ years’ experience.
Ability to read, analyze, and interpret risk in appraisals, financial statements, crop insurance reports, FSA reports and other customer data.
Ability to communicate, market and sell banking products.
Successfully completed advanced credit/risk structuring course as identified by the Bank or equivalent testing.
Successfully completed advanced relationship sales and marketing course as identified by the Bank or equivalent testing.
Excellent communication skills required.
Must be able to manage cross organizational relationships and have completed managing priorities and relationship training course.
Ability to travel regionally, more than 50%.
Legally authorized to work in the United States on a full-time basis.
Rabobank is unable to sponsor or take over sponsorship of an employment visa for this position.

Responsibilities

Manage a portfolio of customers and their relationship with the Bank and monitor the customer goals and needs to expand each relationship in a profitable manner.
The Senior RM will have annual goals with the overriding goal to grow their portfolio and bottom-line profit annually.
Responsible for identifying marketing opportunities within their assigned territory to grow the Bank's brand name and enhance the image of Worldwide. Food and Agribusiness Research to deliver Local Farm Financial Solutions.
Target the top 25% of agricultural producers to provide banking solutions to their farm financial needs.
Use banking products and services to create solutions for potential customers.
Identify customer needs and sell solutions; not price them (low interest rates).
Responsible for identifying profitable potential customers who are sustainable/growing and have a risk profile that is acceptable to the Bank.
To annually grow your portfolio requires direct contact with existing customers to gain new client referrals.
The Senior RM is expected to develop new customer referrals by building relationships with appraisers, attorneys, CPA’s, ag retailers, product buyers, bankers, title companies, realtors and educators.
This includes bank brand building by attending top producer trade shows, farm visits, ag-related seminars, local public events and other ag-related events to promote the Bank effectively.
The Senior RM will develop a target list of potential customers in the assigned area, sector or market segment which will be contacted on a regular basis.
Maintain the customer relationship management (CRM) documentation on prospects, inquiries, direct mail contacts, referrals, and clients to assist in marketing and the overall marketing efforts of the Bank.
The Senior RM is expected to annually target existing customers for expansion of company products and services.
The Senior RM should drive customer retention through the offering of products and services that add value to the client and their operations.
The Senior RM will have annual goals aimed at increasing the average products utilized per customer in his or her portfolio.
The Senior RM is responsible for developing a familiarity with the Markets R&R Quality Framework, relationship development including Client Selection, documentation of client calls and activity, involving Markets in the marketing process as appropriate, generally ensuring that suitable products are sold to suitable clients and the ongoing maintenance of the relationship to recertify client eligibility and reassess client’s suitability.
Actively mentors Financial Analysts in customer relationship building.

Benefits

Medical, Dental and Vision plan coverages are effective on your date of hire.
Rabo offers multiple plan options and a full network of providers to best meet your needs.
401(k) plan
50% match on the first 6% of employee contributions to the 401(k) plan.
Additional 3% of eligible pay in Safe Harbor contribution.
Up to 3% in annual Discretionary Profit Sharing contributions.
Up to 20 days of vacation time.
5 days of additional time off.
7 sick days.
11 US holidays annually.
Dollars for Doers program.
Helping Hands program.
Gift Matching program.