Relationship Manager Senior Specialty Deposits (Embedded Transaction Banking)

About the role

The Specialty Deposits Relationship Manager develops and manages relationships within the Non-Bank Financial Institutions, Third Party Payment Processors, Money Service Businesses, and the Embedded Finance segments for City National Bank. This position is responsible for actively meeting the Treasury Services Deposits needs of both existing and prospective clients by presenting product solutions and providing responsive, exemplary service. The Relationship Manager manages profitability and portfolio risk, ensuring continued profitable growth through active calling efforts, service, and referrals. This role requires high-level relationship management, communication, presentation, and influencing skills, with the ability to approve transactions within delegated authority.

Responsibilities

• Develop new deposit relationships by preparing a Relationship Plan and calling schedule for each client or prospect in conjunction with the strategic business development program.
• Identify business opportunities and solicit referrals for Treasury Services or other Bank products from existing customers, referral sources, and industry professionals.
• Develop a strong understanding of company, industry, business, and client needs to assist in calling efforts.
• Set revenue/deposit contribution objectives for each relationship and call on clients to promote Treasury Services and other Bank products, establishing a total client banking relationship.
• Discuss business opportunities and general conditions; forecast clients’ Treasury Services, credit, and banking needs to develop tailored solutions.
• Partner with product specialists as necessary to meet client needs.
• Negotiate transactions, price Treasury Services products, and document/close loan transactions using approved pricing models to ensure profitability for CNB while adhering to bank guidelines.
• Ensure conformance with Bank policy and regulatory requirements, exercising sound credit and risk judgment in approving transactions.
• Represent the Bank by participating in civic, community, business, and industry-related organizations, including trade shows and association meetings.
• Interface and partner with other Bank departments to resolve client needs and internal issues.
• Define responsibilities and coordinate objectives across all product areas in a relationship or transaction.
• Maintain and update MYCNB with sales calls for prospects and clients, monitoring relationship results and account activities to determine client profitability.
• Prepare reports for management, including monthly expense reports with proper detail.
• Monitor portfolio quality, risk, and adherence to policy, working with staff departments to resolve issues.
• Maintain awareness of competitive products, practices, rates, and market conditions.
• Analyze problem areas and develop solutions to minimize loss exposure.
• Proactively identify, develop, and build new profitable relationships consistent with Treasury Services and Bank objectives.
• Actively work with existing clients to expand relationships and deposits, aligning with Treasury Services business strategy.
• Ensure proper record-keeping, call reports, expense documentation, and completion of all required bank training.

Requirements

• Bachelor's Degree or equivalent.
• Minimum 5–8 years of relationship management experience with Treasury Services Deposits-based clients/portfolios in a financial services company.
• Minimum 3 years of Treasury Services/Treasury Deposits product sales and new business development in a financial services company.

Skills

• Superior understanding of all Treasury Services products and services applicable to the target client segment.
• Ability to collaborate cross-functionally with product, finance, risk, and technology teams to ensure embedded payments/managed services are well represented.
• Experience developing and executing strategies to optimize sales processes and tools across business lines.
• Good credit analysis and accounting skills.
• Ability to work independently and in teams, exercising autonomous decision-making within delegated authority.
• Exceptional interpersonal, verbal, and written communication skills.
• Superior knowledge of FinCEN, MSB, and licensing rules/regulations.
• Exceptional knowledge of payment network rules and regulations.
• Leadership in scaling managed services operations to ensure high performance, efficiency, and client satisfaction.

Pay

Starting base salary: $111,408 – $189,738 per year. Exact compensation may vary based on skills, experience, and location. This job is eligible for bonus and/or commissions.

Benefits

• Comprehensive healthcare coverage, including Medical, Dental, and Vision plans, available the first of the month following start date.
• Generous 401(k) company matching contribution.
• Career Development through Tuition Reimbursement and internal upskilling/training resources.
• Valued Time Away benefits, including vacation, sick, and volunteer time.
• Specialized health and family planning benefits, including fertility support and cancer, diabetes, and musculoskeletal programs.
• Career Mobility support from a dedicated recruitment team.
• Colleague Resource Groups to support networking and community engagement.