Commercial Banking Relationship Manager - White Plains, United States - Valley Bank

Description

We are currently seeking a Relationship Manager (RM) with a focus on Commercial & Industrial (C&I) companies to join Valley Bank's Middle Market Banking Group in Westchester, covering the Greater Hudson Valley and Fairfield, CT.

This is both a business development and relationship management position. The RM will manage some existing relationships and potential growth opportunities.

As a Relationship Manager, you will develop a calling program for prospective clients and acquire, develop and maintain relationships, while working with customers to cross sell appropriate banking services.

You will work with many teams throughout the bank, leading and executing closings for loans, deposits, treasury services, capital markets products and other services.

Target Market:
Middle Market companies headquartered in the Northeast market (Westchester, Greater Hudson Valley, Connecticut)
These companies should have annual revenues above $25 million and loan needs above $3 million

Common Industries Prospected:
Fuel and Gas, Wholesale, Transportation, Fleet Companies, Not for Profit, Colleges, Manufacturing, Service Companies, Food and Beverage


Responsibilities:

Develop, plan and pursue an active client and prospective client calling program, within the Bank structure, in order to attract new banking relationships for the Region through research and making habitual calls on prospective clients.

A major focus for this position will be to identify most actionable prospects and applicable calling strategies for the team.

Mine and outside databases to keep data current, and to identify and prioritize corporate prospects and their key decision-makers.

Maintain up-to-date knowledge of a) customer industries b) in-market competitors and c) bank trends and outlooks in order to manage clients and prospective client target lists accordingly.
Participate in business development networking activities.

By serving as the customers main point of contact, the RM will manage and cross-sell all new and existing relationships in order to generate high quality new loan, deposit and fee income business to achieve or exceed specific region production goals.

Work with Credit and Underwriting to comply with all credit requirements and policy matters.

Coordinate with various departments (Legal, Operations, Credit, etc.) in the servicing of customer transactions and in solving the needs of our customers.

Pre-qualify all new opportunities.

Gather an initial credit package, analyze initial credit risk, prepare a deal screen memo, determining appropriate loan structure, preparing a term sheet and preparing an ROE analysis.

RM will also closely partner with internal stakeholders including Treasury Management, Merchant Services, Capital Markets, Foreign Exchange, Derivatives, Underwriting, Credit Risk and Commercial Client Service and Support to provide seamless execution and an exemplary customer experience and produce revenue.

Coordinate with internal stakeholders to collect all necessary compliance-related materials and non-credit diligence information.


Basic Qualifications:
Bachelor's Degree or military experience
At least five years' experience in direct sales or business development and relationship management

Preferred Qualifications
Six plus years' experience in direct sales or business development and relationship management
Proven track record aligning business strategy with business development in customer acquisition
Established leadership skills
Experience analyzing growth industries and creating and implementing targeted calling campaigns
Use of business and industry knowledge to identify, drive, and deliver results
Experience and knowledge in business development with for profit companies in diversified industries in the New York City, Brooklyn, the Bronx, Staten Island, Westchester and Connecticut markets
Experience identifying Commercial and Industrial prospects with revenues between $25-$500 million
Business development experience in creating a calling plan with market leadership to engage C-suite executives, including CEOs and CFOs, to prescriptively offer solutions and originating opportunities in: Lending, treasury management, trade services, credit and capital markets
Commercial credit training
Team player with proven ability to execute in a fast-paced, dynamic environment
Problem solving skills with the ability to find creative solutions
Client presentation skills and enjoys face to face interactions
Excellent business writing and communication skills
Proficient in MS Office; Excel, PowerPoint, Word,

by Jobble

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