Agriculture Relationship Manager III
Old National Bank, Winchester, IN, United States
Overview
Old National Bank has been serving clients and communities since 1834. With over $70 billion in total assets, we are a regional powerhouse deeply rooted in the communities we serve. We thrive on helping our clients achieve their goals and dreams and are committed to social responsibility and investing in our communities through volunteering and charitable giving.
We continually seek highly motivated and talented individuals as our people are critical to our success. In return, we offer competitive compensation with our salary and incentive program, medical, dental and vision insurance, 401(k), continuing education opportunities and an employee assistance program. We also offer a variety of Impact Network Groups led by team members who drive engagement, create awareness of diverse backgrounds and build inclusion across the organization.
Responsibilities
The Agriculture Relationship Manager is responsible for generating new loan and deposit business in accordance with assigned sales goals, by initiating and developing relationships with businesses, industries, developers and consumers. The Manager maintains acceptable credit quality and appropriate loan pricing, manages a portfolio, expands client relationships, and receives partner referrals.
Key Accountabilities
Achieve Sales Targets
Prospects businesses with annual sales of $500M–$25M+ for new loan and deposit opportunities
Works to achieve assigned personal sales goals through proactive activities and behaviors that lead to results
Aligns client and bank objectives and orchestrates organizational resources and referral partners to build client‑focused relationships
Uses a consultative selling approach to understand client needs and opportunities, including pre‑call planning, rapport building, needs assessment, feature/benefit explanation, objection handling and closing the sale
Leverages centers of influence to build a network and create a pipeline of business
Actively participates in the agriculture community through volunteering and attendance at events
Loan Originations
Ensures loan requests meet the requisite level as set forth under current loan standards by evaluating loan requests for purpose, structure and pricing
Partners with support staff to ensure the loan origination process meets bank and client expectations
Seeks guidance and insight from other lenders and executives to deliver the best possible loan terms for the bank and the client
Portfolio Management
Manages a portfolio of customers satisfactorily, ensuring professional relationships and monitoring of the portfolio meets current loan standards
Stays current on agricultural trends regarding agronomy, commodities, real estate and farm financial health to assess risks and understand client needs
Strives to meet or exceed portfolio targets by strengthening existing client relationships and fostering new ones
Manages delinquencies and portfolio to ensure classified credits are recognized timely and referred promptly to Special Assets
Key Competencies
Delights Clients
Passionately serves internal and external clients with excellence
Maintains a growth mindset, staying current with developments that influence client satisfaction and business outcomes
Understands data, metrics and financial information and how they tie to client satisfaction and business outcomes
Nurtures client relationships by listening, prioritizing and acting responsibly to meet client needs, mitigate risk and add shareholder value
Compelling Communication
Effectively and transparently shares information and ideas with others
Tails delivery of communication to engage the audience and ensure clarity and retention
Unites others toward a common goal
Asks for others' opinions and ideas, actively listens and gains support for clarification, agreements and satisfaction checks
Strategy in Action
Breaks down larger goals into smaller achievable goals and communicates how they contribute to the broader goal
Seeks to understand factors and trends that may influence the role
Anticipates risk and develops contingency plans to manage risk
Identifies opportunities for improvement and seeks insights from other sources to generate potential solutions
Aligns activities to meet individual, team and organizational goals
Makes Decisions & Solves Problems
Takes ownership of problems, collaborates with others on resolutions with appropriate urgency
Collaborates and seeks to understand root causes of problems
Evaluates implications of new information and recommends solutions using sound decisions based on what is known
Takes action consistent with available facts, constraints and probable consequences
Qualifications and Education
Bachelor’s degree or H.S. diploma/GED with equivalent work experience in finance or agriculture preferred
Minimum 5 years of commercial agricultural loan sales experience
Ability to orchestrate organizational resources by identifying key players, communicating relevant information and building collaborative, client‑focused relationships
Thorough knowledge of loan standards, loan review administration and banking/OCC procedures
Very high level of written and verbal communication skills
Proven track record of successful sales performance with strong business development skills
Strong sales, negotiation and financial analysis skills
Additional Qualifications
Depth and breadth of prior experience in commercial lending, agricultural lending, business development, commercial credit and portfolio management in commercial banking and similar market (agriculture preferred)
Number of consistent years with success and track record as a relationship manager at the bank or another financial institution
Ability to work through complex credits and other unique situations
Well connected, known in the market/region/industry and influential in acquiring, deepening and maintaining profitable client relationships
Experience coaching and mentoring peers through leadership skills
Agile and prior proficiency to adapt to changes in sales practices and broader market and industry conditions
Compensation
The salary range for this position is $77,900 – $153,000 per year plus bonus. The base salary reflects the compensation range applicable to all levels of the role across the United States.
Actual salary offers within this range may vary based on the specific responsibilities, relevant skills, professional experience, educational qualifications and geographic location.
Equal Opportunity and Recruitment
Old National is proud to be an equal opportunity employer committed to fostering an inclusive workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, disability, sexual orientation, gender identity or any other characteristic protected by law.
We do not accept resumes from external staffing agencies or independent recruiters for any of our openings unless we have an agreement signed by the Director of Talent Acquisition, SVP, to fill a specific position.
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Old National Bank has been serving clients and communities since 1834. With over $70 billion in total assets, we are a regional powerhouse deeply rooted in the communities we serve. We thrive on helping our clients achieve their goals and dreams and are committed to social responsibility and investing in our communities through volunteering and charitable giving.
We continually seek highly motivated and talented individuals as our people are critical to our success. In return, we offer competitive compensation with our salary and incentive program, medical, dental and vision insurance, 401(k), continuing education opportunities and an employee assistance program. We also offer a variety of Impact Network Groups led by team members who drive engagement, create awareness of diverse backgrounds and build inclusion across the organization.
Responsibilities
The Agriculture Relationship Manager is responsible for generating new loan and deposit business in accordance with assigned sales goals, by initiating and developing relationships with businesses, industries, developers and consumers. The Manager maintains acceptable credit quality and appropriate loan pricing, manages a portfolio, expands client relationships, and receives partner referrals.
Key Accountabilities
Achieve Sales Targets
Prospects businesses with annual sales of $500M–$25M+ for new loan and deposit opportunities
Works to achieve assigned personal sales goals through proactive activities and behaviors that lead to results
Aligns client and bank objectives and orchestrates organizational resources and referral partners to build client‑focused relationships
Uses a consultative selling approach to understand client needs and opportunities, including pre‑call planning, rapport building, needs assessment, feature/benefit explanation, objection handling and closing the sale
Leverages centers of influence to build a network and create a pipeline of business
Actively participates in the agriculture community through volunteering and attendance at events
Loan Originations
Ensures loan requests meet the requisite level as set forth under current loan standards by evaluating loan requests for purpose, structure and pricing
Partners with support staff to ensure the loan origination process meets bank and client expectations
Seeks guidance and insight from other lenders and executives to deliver the best possible loan terms for the bank and the client
Portfolio Management
Manages a portfolio of customers satisfactorily, ensuring professional relationships and monitoring of the portfolio meets current loan standards
Stays current on agricultural trends regarding agronomy, commodities, real estate and farm financial health to assess risks and understand client needs
Strives to meet or exceed portfolio targets by strengthening existing client relationships and fostering new ones
Manages delinquencies and portfolio to ensure classified credits are recognized timely and referred promptly to Special Assets
Key Competencies
Delights Clients
Passionately serves internal and external clients with excellence
Maintains a growth mindset, staying current with developments that influence client satisfaction and business outcomes
Understands data, metrics and financial information and how they tie to client satisfaction and business outcomes
Nurtures client relationships by listening, prioritizing and acting responsibly to meet client needs, mitigate risk and add shareholder value
Compelling Communication
Effectively and transparently shares information and ideas with others
Tails delivery of communication to engage the audience and ensure clarity and retention
Unites others toward a common goal
Asks for others' opinions and ideas, actively listens and gains support for clarification, agreements and satisfaction checks
Strategy in Action
Breaks down larger goals into smaller achievable goals and communicates how they contribute to the broader goal
Seeks to understand factors and trends that may influence the role
Anticipates risk and develops contingency plans to manage risk
Identifies opportunities for improvement and seeks insights from other sources to generate potential solutions
Aligns activities to meet individual, team and organizational goals
Makes Decisions & Solves Problems
Takes ownership of problems, collaborates with others on resolutions with appropriate urgency
Collaborates and seeks to understand root causes of problems
Evaluates implications of new information and recommends solutions using sound decisions based on what is known
Takes action consistent with available facts, constraints and probable consequences
Qualifications and Education
Bachelor’s degree or H.S. diploma/GED with equivalent work experience in finance or agriculture preferred
Minimum 5 years of commercial agricultural loan sales experience
Ability to orchestrate organizational resources by identifying key players, communicating relevant information and building collaborative, client‑focused relationships
Thorough knowledge of loan standards, loan review administration and banking/OCC procedures
Very high level of written and verbal communication skills
Proven track record of successful sales performance with strong business development skills
Strong sales, negotiation and financial analysis skills
Additional Qualifications
Depth and breadth of prior experience in commercial lending, agricultural lending, business development, commercial credit and portfolio management in commercial banking and similar market (agriculture preferred)
Number of consistent years with success and track record as a relationship manager at the bank or another financial institution
Ability to work through complex credits and other unique situations
Well connected, known in the market/region/industry and influential in acquiring, deepening and maintaining profitable client relationships
Experience coaching and mentoring peers through leadership skills
Agile and prior proficiency to adapt to changes in sales practices and broader market and industry conditions
Compensation
The salary range for this position is $77,900 – $153,000 per year plus bonus. The base salary reflects the compensation range applicable to all levels of the role across the United States.
Actual salary offers within this range may vary based on the specific responsibilities, relevant skills, professional experience, educational qualifications and geographic location.
Equal Opportunity and Recruitment
Old National is proud to be an equal opportunity employer committed to fostering an inclusive workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, disability, sexual orientation, gender identity or any other characteristic protected by law.
We do not accept resumes from external staffing agencies or independent recruiters for any of our openings unless we have an agreement signed by the Director of Talent Acquisition, SVP, to fill a specific position.
#J-18808-Ljbffr