Sr. Relationship Manager - Global Commercial Banking - Dealer Financial Services (Los Angeles)

Bank of America • Los Angeles, CA

16h • $140,000 - $235,000 • Onsite

About The Position

At Bank of America, we are guided by a common purpose to help make financial lives better through the power of every connection. We do this by driving Responsible Growth and delivering for our clients, teammates, communities and shareholders every day. Being a Great Place to Work is core to how we drive Responsible Growth. This includes our commitment to being an inclusive workplace, attracting and developing exceptional talent, supporting our teammates’ physical, emotional, and financial wellness, recognizing and rewarding performance, and how we make an impact in the communities we serve. Bank of America is committed to an in-office culture with specific requirements for office-based attendance and which allows for an appropriate level of flexibility for our teammates and businesses based on role-specific considerations. At Bank of America, you can build a successful career with opportunities to learn, grow, and make an impact. Join us! Great opportunity to join Bank of America’s Dealer Financial Services Team which is part of the Global Commercial Bank serving public and private companies with annual revenues of $50 million to $2 billion. Dealer Financial Services (DFS) is one of the nation’s largest bank-owned dealer finance groups, offering a wide spectrum of financial services in the automotive and specialty industries. As one of the largest non-captive floor plan lenders in the U.S. for franchised automotive and recreational vehicle (RV) relationships with $20 billion in commercial commitments, Bank of America supports top market providers, from single-points to publicly-traded dealer groups. Our specialty group provides the full range of commercial banking services to new automotive, and recreational vehicle dealers across the United States. The Senior Relationship manager is responsible for maintaining and building existing client relationships as well as acquiring new client relationships. Key responsibilities include serving as the primary point of contact or trusted advisor, collaborating with teammates, and facilitating client relationships with teammates. This is a great opportunity to grow a significant existing dealer portfolio in a major market with the strength of the Bank of America brand and product offerings to support you. Product offerings will include new and used vehicle floor plan lines of credit, term loan financing (real estate/acquisition financing etc.), DDA /Treasury products, Merchant Services, 401k & Employee Benefits services. The ideal candidate will successfully demonstrate his/her extensive product knowledge and ability to effectively prospect, market, prioritize and solicit appropriate dealer commercial clients, determine the optimum needs for these clients and lead a team of product professionals in closing assigned revenue objectives for DFS. The Relationship Manager will cover clients and prospects in Southern California and other surrounding markets.

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 again focusing on the commercial market.
• Requires extensive experience in financial analysis and a 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
• Astutely can assess the current and historical financial condition of a company by analyzing ratios, the asset conversion cycle, and cash flow and can identify all of the critical elements for loan structuring
• Proven track record of prospecting new business, enhancing existing relationships and closing profitable transactions
• Professional proven sales skills and experience, including planning, execution and follow up of client meetings
• Outstanding oral and written communication skills
• Demonstrated leadership ability
• Leverages relevant technology, tools and resources to maximize the financial management of the business
• Knows where to find industry information and uses the data to effectively pre-call plan
• Leverages an in-depth knowledge of the customer's/client's business to uncover needs in order to deliver the appropriate bank solution
• Desire to sell not only core Treasury and Credit services, but also to drive responsible growth through the successful implementation of a broad array of solutions including – Financial Life Benefits, Global Wealth & Investment Management (GWIM) solutions, and advanced Digital capabilities.

Nice To Haves

• Undergraduate degree in related field or equivalent work experience
• Existing knowledge of the market preferred
• Strong negotiation skills while effectively managing client expectations around deals (overcoming objections)
• Identifies and openly shares cross-selling opportunities with partners; influences internal partners/contacts to refer business
• Capitalizes on unexpected events or circumstances and turns them into sale opportunities
• Active member/participation in local ADA organizations
• Highly desirable to have active networking contacts and Centers of Influence established

Responsibilities

• maintaining and building existing client relationships
• acquiring new client relationships
• serving as the primary point of contact or trusted advisor
• collaborating with teammates
• facilitating client relationships with teammates
• effectively prospect, market, prioritize and solicit appropriate dealer commercial clients
• determine the optimum needs for these clients
• lead a team of product professionals in closing assigned revenue objectives for DFS

Benefits

• This role is eligible to participate in the annual discretionary plan.
• Employees are eligible for an annual discretionary award based on their overall individual performance results and behaviors, the performance and contributions of their line of business and/or group; and the overall success of the Company.
• This role is currently benefits eligible.
• We provide industry-leading benefits, access to paid time off, resources and support to our employees so they can make a genuine impact and contribute to the sustainable growth of our business and the communities we serve.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level