Agriculture Rel Mgr III

About the role

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. As a trusted partner, we thrive on helping our clients achieve their goals and dreams, and we 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. This Agriculture Relationship Manager role is responsible for generating new loan and deposit business, maintaining acceptable credit quality, and expanding client relationships within the agriculture sector.

Responsibilities

• Achieve Sales Targets
  • Prospect businesses with annual sales of $500M–$25MM+ for new loan and deposit opportunities.
  • Work to achieve assigned personal sales goals through proactive activities and behaviors.
  • Align client and bank objectives; orchestrate organizational resources and referral partners to build collaborative, client-focused relationships.
  • Use a consultative selling approach: pre-call planning, establishing rapport, interviewing for needs, explaining features and benefits, overcoming objections, and closing sales.
  • Leverage centers of influence to build a network and create a business pipeline.
  • Take an active role in the agriculture community through volunteering and attending events.
• Loan Originations
  • Evaluate loan requests for proper purpose, structure, and pricing to meet current loan standards.
  • Partner with support staff to ensure the loan origination process meets bank and client expectations.
  • Seek guidance and insight from other lenders and executives to deliver optimal loan terms for both bank and client.
• Portfolio Management
  • Manage a portfolio of customers professionally, ensuring relationships are maintained and monitored to current loan standards.
  • Stay current on ag trends (agronomy, commodities, real estate, farm financial health) to assess risks and understand client needs.
  • Strive to meet or exceed average portfolio targets by strengthening existing client relationships and fostering new ones.
  • Manage delinquencies and ensure classified credits are recognized timely and referred promptly to Special Assets.
• Key Competencies
  • Delights Clients: Continuously seek and apply knowledge for a best-in-class client experience. Serve clients with excellence and maintain a growth mindset. Understand data, metrics, and financial information tied to client satisfaction and business outcomes. Nurture client relationships by listening, prioritizing, and acting responsibly.
  • Compelling Communication: Communicate openly and effectively. Tailor communication to engage the audience and unite others toward common goals. Actively listen and seek others' opinions.
  • Strategy in Action: Build strategic mindset capability. Break down larger goals into achievable steps. Anticipate risks and develop contingency plans. Identify opportunities for improvement and align activities with individual, team, and organizational goals.
  • Makes Decisions & Solves Problems: Take ownership of problems and collaborate on resolutions with appropriate urgency. Understand root causes and evaluate implications of new information. Take action consistent with available facts and probable consequences.
• Key Measures of Success
  • Achieve personal goals for new loan/deposit production and average portfolio target.
  • Achieve personal goals for new fee production and average loan delinquency.

Requirements

• Bachelor’s degree or H.S. Diploma/GED with equivalent work experience in finance or agriculture-related discipline preferred.
• Minimum 5 years of Commercial Ag loan sales experience required.
• 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.
• Very high level of sales, negotiation, and financial analysis skills.

Relationship Manager roles may vary between RM II, RM III, and RM IV—this position may be filled at a different level depending on the candidate’s qualifications and relevant experience. Factors include:

• Depth and breadth of prior commercial lending, Ag lending, business development, commercial credit, and portfolio management experience.
• Number of consistent years with success as a Relationship Manager (or similar role) at a financial institution.
• Demonstrated ability to work through complex credits or unique situations.
• Well-connected in the market/region/industry; influential in acquiring, deepening, and maintaining profitable client relationships.
• Prior experience coaching and mentoring peers while utilizing leadership skills.
• Agility and proficiency to adapt to changes in sales practices and broader market/industry conditions.

Pay

The salary range for this position is $77,900 – $153,000 per year. Final compensation will be determined by location, skills, experience, qualifications, and the career level at which the position is filled.

Benefits

• Competitive compensation with salary and incentive program.
• Medical, dental, and vision insurance.
• 401K retirement plan.
• Continuing education opportunities.
• Employee assistance program.
• Impact Network Groups led by team members passionate about driving engagement, creating awareness of diverse backgrounds, and building inclusion.