SVP, Relationship Manager

Cathay Bank•Los Angeles, CA

About The Position

Cathay Bank’s Corporate Banking Division (“CBD”) provides lending and ancillary banking products/services to corporate and middle market companies in certain U.S. geographies and in certain specialized industries and product niches. The Law Firm Practice Banking group is a newly mandated segment within the Corporate Banking Division, focused on developing relationships with law firms to provide financing and depositary services. These services include working capital lines of credit, term financing, IOLTA accounts, and other depositary services. The role of the SVP, Relationship Manager is to grow and develop this new group.

Requirements

Bachelor’s degree, or equivalent experience.
Minimum of 10 years’ lending experience.
Proven experience selling to Law Firm Practices.
Excellent verbal and written communication skills.
Attention to detail and a strong sense of ethics and integrity.
Strong leadership and interpersonal skills.
Demonstrated ability to work collaboratively in a team-oriented environment.
Excellent organizational and time management skills to deal with multiple and sometimes conflicting demands and time constraints.
Excellent adaptability and flexibility to deal with a changing environment.
Well-developed problem-solving and decision-making skills.
Applies diverse methodologies and deep experience in a variety of disciplines to identify and solve complex and/or undefined risk problems.
Ability to think abstractly and project various what-if scenarios.
Be self-sufficient to lead the new client relationship and strongly motivated to achieve loan growth goals and pre-tax income.
Self-starter and team player with ability to work with credit administrators/Chief Credit Officer and credit committee members as well as staff across the Corporate Banking Division.

Nice To Haves

Experience in marketing structured finance products and corporate finance products strongly preferred.
Know the risks in developing internal assessment tools and in the management of the portfolio.
Must be an expert on the rating methodology and credit models for the financial sponsors direct risks.
Knowledge of credit risk monitoring systems and methodologies for financial sponsors direct exposure.

Responsibilities

Develop and provide lending, depository, and treasury management services linked to law firm practices.
Provide expertise on lending and depository services, assess market opportunities, and assist in aligning internal stakeholders to underwrite deals.
Lead the development of potential new client relationships with established law firm practices.
Lead the dialogue with clients, maximize cross-sell opportunities, and reinforce long-term relationships.
Develop an organized and comprehensive plan to achieve given goals resulting in growth of new customer relationships, net loan growth, and pre-tax income.
Lead the strategic dialogue with clients, bringing in added value ideas originated internally.
Coordinate the spectrum of products to effectively cross-sell.
Interact with CBD Underwriting Department and Credit Administration to successfully obtain appropriate approvals.
Build and maintain strong relationships with internal business partners.
Act as an effective first line of defense to filter risks and avoid unwanted exposure.
Conduct due diligence calls or visits where appropriate.
Prepare concept memos for new opportunities which identify risk and provide credit analysis.
Articulate a convincing case in support of the risk opinion.
Make presentations to credit committees.
Meet with senior management of client and potential client firms to maintain credit relationships and identify credit-related and other business opportunities.
Be perceived both internally and externally as an expert in lending to Law Firm Practices.
Apply a complete and current understanding of other Bank products.