Agriculture Rel Mgr III

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.

About the role

The Agriculture Relationship Manager is responsible for generating new loan and deposit business, according to assigned sales goals, by initiating and developing relationships with businesses, industries, developers and consumers. The Agriculture Relationship Manager maintains acceptable credit quality and appropriate loan pricing. Individual portfolio management and client relationship expansion, including partner referrals, are critical for success in this position.

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 that lead to results.
  • Align client and bank objectives and orchestrate organizational resources and referral partners to build collaborative, client-focused relationships.
  • Use a consultative selling approach to understand client needs and opportunities, including conducting pre-call planning, establishing rapport, interviewing for needs and opportunities, explaining features and benefits, overcoming objections, and closing the sale.
  • Leverage centers of influence to build a network and create a pipeline of business.
  • Take an active role in the agriculture community through volunteering and attending events.
• Loan Originations
  • Ensure loan requests meet the requisite level as set forth under current loan standards by evaluating loan requests for proper purpose, structure, and pricing.
  • 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 the best possible loan terms for the bank and client.
• Portfolio Management
  • Manage a portfolio of customers satisfactorily, ensuring the relationships are maintained in a professional manner and monitoring of the portfolio meets current loan standards.
  • Stay current on ag trends regarding agronomy, commodities, real estate, and farm financial health to apply to the current portfolio in assessing risks and understanding client needs.
  • Strive to meet or exceed average portfolio target by strengthening existing client relationships and fostering new relationships.
  • Manage delinquencies and portfolio to ensure that classified credits are recognized timely and referred promptly to Special Assets.

Key Competencies

• Delights Clients – Continuously seek and apply knowledge leading to a best-in-class client experience. Passionately serve internal/external clients with excellence. Maintain a growth mindset staying current with developments and trends in areas of expertise influencing client satisfaction both internally and externally. Understand data, metrics, and/or financial information, and how they tie to client satisfaction and business outcomes related to position, client, and/or team. Nurture client relationships by listening, prioritizing, and acting responsibly to meet client needs, mitigate risk, and add shareholder value.
• Compelling Communication – Openly and effectively communicate with others. Effectively and transparently share information and ideas with others. Tailor the delivery of communication in a way that engages the audience and that is easy to understand and retain. Unite others towards a common goal. Ask for others' opinions and ideas and listen actively to gain their support when clarifying expectations, agreeing on a solution, and checking for satisfaction.
• Strategy in Action – Build your strategic mindset capability. Break down larger goals into smaller achievable goals and communicate how they are contributing to the broader goal. Actively seek to understand factors and trends that may influence the role. Anticipate risk and develop contingency plans to manage risks. Identify opportunities for improvement and seek insights from other sources to generate potential solutions. Align activities to meet individual, team, and organizational goals.
• Makes Decisions & Solves Problems – Seek deeper understanding and take action. Take ownership of the problem while collaborating with others on a resolution with an appropriate level of urgency. Collaborate and seek to understand the root causes of problems. Evaluate the implications of new information or events and recommend solutions using decisions that are sound based on what is known at the time. Take action that is consistent with available facts, constraints, and probable consequences.

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.

Qualifications

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 may include but are not limited to:

• Depth and breadth of prior and/or related commercial lending, Ag lending, business development, commercial credit, and portfolio management in Commercial banking and similar market experience (Ag preferred).
• Number of consistent years with success and track record as a Relationship Manager (or similar role) at the Bank or at another financial institution.
• Demonstrated and proven ability to work through complex credits and/or other unique situations.
• Well connected, known in market/region/industry, and influential in acquiring, deepening, and maintaining profitable client relationships through sales, prospecting, and enhancing existing relationships.
• Prior experience formally or informally coaching and mentoring peers while utilizing leadership skills.
• Agile and prior proficiency to adapt if/when changes in sales practices and broader market and industry conditions are needed.

Pay

The salary range for this position is $77,900/yr - $153,000/yr plus bonus. The base salary indicated for this position 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 a number of factors, including the specific responsibilities of the position, the candidate’s relevant skills and professional experience, educational qualifications, and geographic location.

Benefits

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