Relationship Manager

Relationship Manager
The Bronx, NY, US

Salary Range: $90,000.00 To $130,000.00 Annually

General Summary
Support Regional President in execution of successful sales and client relationships to achieve desired business results. Responsible for managing existing client relationships, referring new clients to all areas of the Bank, including Commercial Banking, Trust, and other departments, and managing a team of employees responsible for helping to achieve these goals.

Essential Duties and Job Responsibilities

Serve and satisfy the Bank's customers.

Ensure the quality of managing customer relationships.

Perform prospect site visits in a sales capacity.

Develop prospects from current commercial customers, referral leads, and sales and trade meetings.

Manage relationships through scheduling and executing calls, responding to referrals from Centers of Influence (COI’s), resolving issues, problems, concerns and other matters for them.

Work to expand the overall profitability of relationships through cross-selling, upgrading and other sales techniques.

Participate in joint calls with all business lines of the Bank for their customers and prospects including acquiring and preparing documentation, participating in external activities and other appropriate business development efforts.

Plan, conduct and follow up on prospect calls for potential new commercial banking customers.

Follow up on leads from Business Advisory Board members, Directors, and other referral sources.

Introduce clients to other staff within the Bank to ensure they have multiple resources available.

Review business trends to advise customers regarding any relevant changes.

Effectively refer business opportunities to all departments of the Bank including the Trust/Investment Departments and others as appropriate.

Prepare and submit timely accurate business development reports as requested, including using Sales Force to document business development and customer retention efforts

Conduct and/or participate scheduled and unscheduled planning and follow up meetings with Regional President.

Provide motivational and corrective feedback to staff as appropriate and in a manner which reinforces the Bank's values and sets the tone for ongoing interpersonal communication between staff.

Ensure the branch operates in a safe and secure manner monitoring all equipment, policies, procedures and activities including adherence to all appropriate regulatory requirements, as needed.

Review, ODs and provide guidance to branch staff on non-routine demand deposit activity.

Participate in external community-based organizations including offering the Bank's facilities, expertise and other resources as appropriate.

Work with internal and external resources to ensure the Bank's security, data processing and other equipment are in proper working order, reporting problems and ensuring their resolution effectively and efficiently.

Structure deals balancing customer needs with the Bank’s benchmarks.

Prepare forms or agreements to complete sales.

Attend and participate in internal and external meetings as required.

Participate in personal development activities, internally and externally, as appropriate.

Develop small loan portfolio ($500 thousand or less).

Source Commercial loans (over $500 thousand) and refer to commercial lending groups.

Other Responsibilities
Perform other duties as required by management.

Decision making ability is an essential function of this position as policies and procedures must be interpreted and acted upon in an accurate and timely manner. Requires spontaneous decision making.

Education, Certification, Experience
Education:

Required: AIB Diploma, certificate or other bank related education.

Preferred: AS or BS degree in business related area helpful.

Experience:

Required: Experience working in large and smaller banking environments.

Preferred: Five (5) years of banking experience.

Knowledge, Skills, Abilities

Deep knowledge and contacts in the Hudson Valley and beyond.

Ability to source new relationships annually.

Ability to influence and persuade to achieve desired outcomes.

Strong analytical, problem solving and negotiation skills.

Excellent organizational, planning and prioritization skills.

Willingness to travel.

Ability to lead diverse management and non-management personnel in a manner consistent with the Bank's values and in a manner which is goal focused.

Demonstrated ability to effectively utilize Bank specific PC business tools.

Well-developed sales skills.

Effective interpersonal skills in dealing with customers, direct reports, peers and others.

Ability to identify, communicate and manage employee performance requirements.

Knowledge and experience with Bank deposit and commercial loan products and processes.

Familiarity with Bank specific teller and platform operations, operating policies and procedures and regulatory requirements.

Ability to work collaboratively to achieve business goals.

Ability to work well with a minimum of direct supervision

Ability to exercise judgment in the decision making process while working with established authority.

A demonstrated commitment to self-development and education.

Work Environment

Working Conditions: The work locations for this position are split between the branch and various outside sites when engaging in external business development.

Equipment Operations: A general knowledge of personal computer applications including windows and word perfect. Keyboard and typing skills required.

Physical Demands
Special Note:

External and internal applicants, as well as position incumbents, must be able to perform the essential job functions as set forth above. Orange Bank and Trust Company is committed to a policy of Equal Employment Opportunity and will not discriminate against an applicant or employee on the basis of age, sex, sexual orientation, race, color, creed, religion, ethnicity, national origin, alienage or citizenship, disability, marital status, military or veteran status or any other legally-recognized protected basis under federal, state or local laws, regulations or ordinances.

Upon request, individuals with disabilities may be entitled to a reasonable accommodation. A reasonable accommodation is a change in the way things are normally done that will ensure an equal employment opportunity without imposing an undue hardship on the bank. Please inform the Human Resources Department if you need assistance completing any forms or to otherwise participate in the application process or, at the appropriate time, to perform the essential functions of the job.

This job description in no way states or implies that these are the only duties to be performed by an employee. Additional functions and requirements may be assigned by supervisors as deemed appropriate, based on the employee’s knowledge, skill and ability as well as his/her mental and physical abilities.

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