VP - Senior Relationship Manager

Job Title

VP - Senior Relationship Manager

Job Description

As a VP - Senior Relationship Manager for the East region you will play a key role in promoting Rabo AgriFinance to farmers 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 objections of the region.

You and Your Job
As a VP – Senior Relationship Manager you will be responsible for the business development and customer management in an assigned area, sector or market segment. You will be providing agricultural lending services to the largest and most complex existing and potential customers for the company. Finding solutions for customer needs through offering financial products and services. Evaluates customer’s needs, assess customer’s eligibility and suitability for certain products and negotiate acceptable product solutions utilizing product specialists as needed. Works with multiple person deal teams and Financial Analysts to assure accurate presentation of customer requests and ensures adherence to the credit policies and procedures established by the company. Recommends customer requests and applications to the Credit department for approval.

Such responsibilities include but are not limited to: 
Being a primary contact for the origination and servicing of agricultural loans of customers off all sizes but primarily targeting customers within our target market based on an assigned area, sector or market segment. Coordinate deal teams composed of department specialists throughout the company in assisting the structuring, approval, closing and servicing of customers. Position yourself with customers as a knowledgeable provider by bringing in the Rabobank worldwide perspective on markets, using other company services including Rabo Food and Agribusiness Research to set the company apart from other loan providers in the market. Provide customers annually a presentation of how the Banks services can increase their operations efficiency and profitability, be a proactive provider of solutions for customers. Grow/maintain your portfolio to a minimum size of $300M and increase profit line each year. This is minimum is required regardless of your assigned area, sector or market segment.

Job Responsibilities
MARKETING GOALS 
The Senior RM will be assigned to an area, sector or market segment to manage client relationships 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 his portfolio and bottom-line profit annually. Responsible for identifying marketing opportunities within your assigned area, sector or market segment to grow the Banks brand name and enhance the image of Worldwide Food and Agribusiness Research to deliver Local Farm Financial Solutions.

LOAN PORTFOLIO GROWTH 
Target the top 25% of agricultural producers to provide the Banks products and services to solution new or existing client needs. Identify customer needs and sell solutions, not price (low interest rates). Responsible to identify profitable potential customers who are sustainable/growing and the risk profile of the customer is acceptable to the bank.

NETWORK DEVELOPMENT 
To annually grow your portfolio requires direct contact with existing customers to gain new client referrals. The Sr. 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 brand building for the bank by attending top producer trade shows, farm visits, ag-related seminars, local public events and other ag-related events to promote the bank effectively.

MARKETING PROGRAM 
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.

CROSS-SELL SERVICES 
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.

MARKETS R&R QUALITY FRAMEWORK 
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 mark