Job Description

PURPOSE/OBJECTIVE:

The Relationship Manager (RM) III is highly independent and is considered a subject matter expert with significant experience and knowledge. The RM III will have a highly developed sense of deal quality and be comfortable discussing sophisticated transactions with credit and the senior management team. Will be used by other staff as a sounding board. Will have an extensive network and deep relationships. RM III will likely be supported by dedicated Portfolio Manager (PM).

MAJOR RESPONSIBILITIES:

Primary responsibilities include business generation to meet sales goals.  Maintenance of portfolio with customer contact and oversite of PM’s management of the portfolio.

New Business Development & Related Responsibilities

Business Development
•   Achieve sales goals and objectives
•   Strong representative of the Bank, attending networking events and taking the lead in industry organizations at times.
•   Deep network of contacts for business generation and market advice.
•   Actively manage a prospect list and consistently network with COIs and internal business partners

Underwriting and Due Diligence
•   Extensive knowledge and understanding of underwriting procedures, including ability to recommend complex structures
•   Deep understanding of risk acceptance criteria (RAC’s) and also an appreciation of appropriate occasion to seek exceptions
•   Understand importance of due diligence including strong awareness of specific areas of risk (inc. fraud)

Credit Interactions
•   Supervise and assist (as appropriate) in writing of pre-deals and credits to a high quality, requiring limited overview from TL/GH
•   Engage with internal risk review and external reviewers in a credible manner, answering queries in an appropriate manner
•   Present complex credits for discussion comfortably, addressing key issues, and answer probing questions.

Legal / Loan Closings
•   Deep understanding of loan documents and legal structures.
•   Ability to negotiate complex loan documents, highlighting issues to TL/GH as appropriate
•   Can negotiate effectively with borrowers obtaining optimal outcomes

Portfolio Management & Related Responsibilities

Portfolio Management
•   Work with PM to maintain strong portfolio quality, including covenant testing & risk ratings
•   Ongoing awareness of risk factors within the portfolio (major lease roll etc), and be prepared to adjust risk ratings based on expected outcomes
•   Work in conjunction with the Construction Management Group on active construction loans
•   Review appraisals and Field Exams and surface issues or notable items to Team Leader (TL) and Group Head (GH) as necessary

Other

Training Responsibilities 
•   Ability to guide AVP/VP on their roles in absence of TL/GH.  May have a coach role with PM and is required to impart knowledge to PM for underwriting purposes. Will likely be asked to serve as a mentor to more junior staff.

Policy and Procedures
•   Extensive knowledge of policy and procedures and will make recommendations to Team Leader (TL) for policy enhancements / exceptions

Technology
•   Proficient user of relevant technology including market research data.
•   Proficient with nCino and using nCino covenant and tracking reports for portfolio management

Special Projects
•   May be requested to assist in deeper administrative or strategic projects
PROBLEM SOLVING & DECISION MAKING:  

Lead business development efforts identifying appropriate prospects and make personal calls on present and prospective customers under the direction of a Team Leader. Take a leadership role in business and community activities.

REQUIREMENTS:

Education and Experience

• Bachelor’s degree or equivalent experience required
• Proven underwriting abilities, including 10 + years experience as a Commercial Lender
• Formal Bank credit training preferred

Skills/Knowledge

• Incumbent should be able to excel with integrity in an entrepreneurial, team-oriented environment
• Well versed in Microsoft Office: Excel and Word
• nCino/Salesforce experience

 Working Conditions

Ability to travel and meet clients an inspect assets

How to Apply

Job Categories: Equal Opportunities. Job Types: Full-Time. Job Tags: #CommercialSales&Service and Banking. Salaries: Not Disclosed.

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