Healthcare Relationship Mgr IV

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.

The Healthcare Relationship Manager is responsible for generating new loan and deposit business, according to assigned sales goals, by initiating and developing relationships with Healthcare industries, owners/operators, developers, and centers of influence particularly in the senior living space. This role maintains acceptable credit quality and appropriate loan pricing. Individual portfolio management, credit underwriting acumen, and client relationship expansion, including partner referrals, are critical for success in this position.

Responsibilities

• Achieve Sales Targets
  • Proactively identify and pursue healthcare organizations with financing needs greater than $10 million that also have complementary depository and treasury needs.
  • Manage a portfolio of Specialty Banking Healthcare clients, serving as a key ongoing relationship contact.
  • 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.
• 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.
  • Interact with portfolio clients to obtain required credit information for loan renewals, modifications, and/or new credit facilities.
  • Structure loan terms adhering to credit policies and operating guidelines required by the Bank and Healthcare team.
  • Interact with Underwriters and Credit Officers to obtain prescreen and final credit approval.
  • Work with clients, outside counsel, and internal loan processing teams to document and close loan transactions for portfolio clients.
  • 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.
  • 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

• Strategy in Action
  • Build your strategic mindset capability.
  • Break down larger goals into smaller achievable goals and communicate how they contribute 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.
• 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 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.
• Make Decisions & Solve 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.
• 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.

Requirements

• Bachelor’s Degree in Business, Accounting, or Finance and/or H.S. Diploma/GED with related experience.
• Minimum 5 years of Healthcare, Corporate Sales, or Underwriting experience.
• Exposure to working on deals ranging from $10MM - $50MM+ with the ability to support specialized complex loans.
• Must have significant industry experience within Healthcare (Senior Housing, CCRCs, assisted living facilities, skilled nursing centers, and/or hospitals).
• Demonstrated experience in tax-exempt lending.
• Thorough knowledge of accounting and legal principles underlying the bank’s documents.
• Ability to orchestrate organizational resources by identifying key players, communicating relevant information, and building collaborative client-focused relationships.
• Possess a thorough knowledge of Loan Standards, Loan Review Administration, and Banking/OCC Procedures.
• Ability to work on multiple complex projects simultaneously, managing time and resources to ensure work is completed efficiently and within established timeframes.
• Excellent written and oral communication skills.
• Strong math aptitude, organizational, and analytical skills.
• Demonstrated ability to manage an assigned client portfolio.
• Ability to demonstrate the successful expansion of existing relationships, management of credit risk, responsiveness to client needs, and independent execution of client calls on assigned portfolio of relationships.
• Computer literate; fluency in Microsoft Office programs, Excel analysis required.
• Strong problem-solving and follow-up skills with the ability to make independent decisions based on researched conclusions.
• Knowledge of banking products, services, policies, procedures, and regulations.
• Position may require travel to other Old National, client, or meeting locations.

Key Measures of Success

• Achieve individual Relationship Manager goals for new loan/deposit production, fees, credit and deposit spread, and active utilization of Salesforce.

Qualifications

Relationship Manager roles may vary between RM II, RM III, RM IV, RM Senior – 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, business development, commercial credit, and portfolio management in Healthcare Banking or similar Commercial market experience.
• Number of consistent years with success and track record as a Healthcare 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 - $153,000 per year plus bonus. The base salary indicated 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 factors including the specific responsibilities of the position, the candidate’s relevant skills and professional experience, educational qualifications, and geographic location.

Benefits

• Medical, dental, and vision insurance.
• 401K.
• Continuing education opportunities.
• Employee assistance program.
• 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.