Director, Commercial Banking

At FNBO, our employees are the heart of our story—and we’re committed to their success! Please see below the details of this career opportunity and how it fits into our organization’s success.

Our Modern, Flexible Workplace:

 

We believe in a Modern, Flexible Workplace, and we are continuously exploring advancements in technology and office environments to make it easier to work from anywhere at any time, allowing for more flexibility in where and how you work. We know that choice and flexibility are important to you. We also recognize that flexible and remote positions can become opportunities for military partners, caregivers, and individuals with disabilities to thrive at our company. We invite you to consider what a Modern, Flexible Workplace can mean for you!

It is anticipated that an incumbent in this role will work onsite for three (3) or more days a week and will have a dedicated workspace when working onsite. Work location is subject to change based on business needs.

Summary of the Job:

 

The Commercial Banking Relationship Manager (RM) will deliver advice and value for business customers. They will enable business customer growth and retention in line with credit and risk strategies. The Relationship Manager will “bring the bank to the customer” by connecting business customers with appropriate products to include but not limited to, commercial deposit accounts, payment products, treasury services, business planning, and credit accounts.

About This Role:

 

Key Accountabilities:

1. Customer Relationship Management: Help customers be successful by understanding customer needs and matching with FNBO solutions. This will be achieved by alignment with “how we will consistently get the work done” though the Wholesale Banking Group Behaviors;

• Proper use of Salesforce
• Proper use of Precision Lender
• Proper use of IMPAX
• Collaboration
• Full adaption to new way of working in nCino
• Be respectful of other roles and process

Target Customer Base:

The Commercial Banking Relationship Manager will manage portfolio relationships matching the skills, knowledge, and experience of the RM to the needs of the customers in their geography framework. A summary of the customer persona is detailed below:

• Professionally Managed Business –
  • Employment tenure – 8-10 yrs
  • Company size – 20-100+ employees
  • Management style – Middle Market to Large, Closely held, Professionally managed
• Deliver an Uncommon Understanding for customers and providing advice and value based on the customers financial needs and goals by;
  • 60% time spent acquiring new business
  • 30% time spent growing existing business
  • 10% time spent servicing exiting business
• This role would be primarily reliant on adding new commercial relationships.
• Be accountable for managing a portfolio of 50 relationships averaging $50MM-$100MM loans
• Be accountable for managing a portfolio of 50 relationships averaging $20MM-50MM deposits

*Volume-based expectations will be measured per the RM dashboard/scorecard*

2.  Business Development Activities:

• Build a portfolio of business customers by delivering advice and value. Build centers of influence (attorney, accountants, and other needed referral sources).
• RMs will guide, direct and facilitate solutions across all product specialties of the bank for their business customers.
• Participate and be involved as an active community member.
• Identify new business customer opportunities and solutions aligned to match customer needs.
• Oversee portfolio quality focused on growth and retention in line with credit risk.
• Facilitate product partners and support teams based on customer needs.
• Negotiate terms and options with customer.
• Qualify and document opportunities.
• Set expectations with customer regarding timeline and product document requirements.
• Leverage technology and tools consistently for data quality.
• Use sales and prospecting tools and processes, effectively.

3.  Cross Functional Working Relationships: Partner with others across the diverse footprint of the enterprise to optimize referral opportunities to meet the needs of the business customer.

• Collaborate with partners across the enterprise to fully optimize meeting the needs of the business customer to accelerate income and growth.

4. Compliance: Understand and comply with bank policy, laws, regulations, and the bank's BSA/AML Program, as applicable to your job duties.

• Complete compliance training and adhere to internal procedures and controls,