VP – Senior Relationship Manager

Rabobank • Visalia, 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 in one of the most productive agricultural regions in the world. Your role on the team will be to acquire new clients and work with existing clients to achieve the return objectives of the region. 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 for the bank, find solutions for customer needs through offering bank products and services, and evaluate customer needs, assess their eligibility and suitability for certain products, and negotiate acceptable product solutions utilizing product specialists as needed. You will work with multiple-person deal-teams and Financial Analysts to assure accurate presentation of customer requests and operate within the credit policies and procedures established by the company. 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 of customers of all sizes, but primarily targeted at $5M and greater in size. You will coordinate deal teams composed of department specialists throughout the company in assisting the structuring, approval, closing, and servicing of customers. You will position yourself with customers as a knowledge provider by bringing in Rabobank’s worldwide perspective on markets, using other company services and Rabobank Food and Agribusiness Research to set the Bank apart from other loan providers in the market. You will provide customers annually a presentation of how Bank services can increase their operations' efficiency and profitability, acting as a provider of solutions for customers. 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
• match 50% of the first 6% you contribute to your 401(k) plan for US Employees.
• Rabo also contributes an additional 3% of your eligible pay in Safe Harbor contribution and up to 3% in annual Discretionary Profit Sharing contributions.
• generous paid time off program to full time employees: up to 20 days of vacation time, 5 days of additional time off plus 7 sick days and 11 US holidays annually
• Dollars for Doers, Helping Hands and Gift Matching programs.
• hybrid working model that offers the flexibility to split your time between home and the office—typically 2 days remote and the remaining days onsite

What This Job Offers

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