Commercial Relationship Manager

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Summary of the Job:

 

This Sr. Advisor position, also known as “Commercial Banking Relationship Manager,” is part of FNBO’s community banking division located in Greeley, CO. The Relationship Manager (RM) focuses on delivering strategic advice and value to a portfolio of managed business customers while enabling customer growth and retention in alignment with

The RM will “bring the bank to the customer” by connecting business clients with appropriate specialists and bank products, including commercial loans, commercial lines of credit, commercial deposits, payment products, treasury services, global banking, commercial cards, and business planning services.

In addition to managing an existing customer portfolio, the Relationship Manager will lead business development to attract new business relationships with a primary objective of growing commercial loan outstandings, commercial deposits, and fee income in the portfolio managed by RM.

About This Role:

 

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 FNBO’s CRM system (Salesforce)
• Proper use of Precision Lender (Relationship Pricing Platform)
• Frequent collaboration with Team Members to help serve and grow portfolio
• Adapt as needed to new processes and ways of working
• Be respectful of other roles and process

The 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.

• The following is an example of customer type focused on in role: 
  • commercial loan/ deposit relationships “generally” in excess of $250,000
  • typical company size of focus:  10 employees to 500 employees
  • closely held businesses that are professionally managed
  • manage a mix of for profit, non-profit, and investor relationships.

• Deliver consultative advice and value based on the customers financial needs and goals by;
  • 25% time spent acquiring new business
  • 35% time spent growing existing business
  • 40% time spent servicing existing business
• Be accountable for managing a portfolio of commercial loan relationships
• Be accountable for managing a portfolio of commercial deposit relationships

*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, as required.
• Report any known violations of compliance policy, laws, or regulations.
• Report any suspicious customer and/or account activity.

5. Professionalism/Attendance: Exhibit professional behavior and promote positive working relationships. Maintain regular and predictable attendance.

The Ideal Candidate for This Role