Relationship Manager Team Lead

Job Responsibilities

• Meet with RMs regularly to discuss performance against key metrics (e.g., calling activity, prospect strategy, pipeline, client acquisition, referrals) and to strategize/prioritize for successful completion against those metrics.
• Develop and execute a marketing strategy for the Commercial Banking team, coordinating with WSFS Marketing to plan and host client/prospect events to assist with client retention, new client acquisition, and WSFS Middle Market brand promotion.
• Generate leads and assign them as appropriate to the RM team based on location, complexity, etc.
• Promote referral activity by maintaining strong relationships with key partner groups such as Cash Management, Capital Markets, and Wealth/Private Banking, and maintain positive relationships with functional groups such as Loan Operations, Loan Review, Human Resources, Accounting & Financial, Compliance & Audit, and Technology.
• Aid RM and Portfolio Manager (PM) teams with structuring and negotiating complex transactions, navigating credit approval and negotiating with clients to win business for the bank. Incumbents will have approval authority via a matrix and will participate in the credit approval process.
• Aid RM and PM teams with formulating action plans for client relationships which have experienced credit deterioration, partnering with Asset Recovery as appropriate.
• Handle all HR functions with respect to the team (performance reviews, compensation plan approval, incentive plan approval, timecard approval, provisioning for open positions, on-boarding new RMs, etc.).
• Responsible for retaining and expanding existing Middle Market relationships, as well as sourcing new commercial relationships via systematic networking with prospects and referral sources (i.e., existing clients, CPAs, attorneys, PE firms, investment banks).
• Identify opportunities to deliver non-credit products, including Cash Management, Capital Markets (Interest Rate Derivatives, FX and Trade Finance) and Wealth products and services. Partner with credit associates such as Portfolio Managers and Credit Officers in the development and analysis of financial background data for new or renewed loans.
• Track existing loan portfolio to ensure complete conformity with terms and covenants, monitor and identify developing trends or early warning signs of problem credits, perform timely risk assessment based upon this information, update loan systems and customer credit files with assessments, and perform annual reviews.

Minimum Requirements

• Must have a Bachelor’s degree in business, accounting, finance, or related field; or equivalent work experience.
• Minimum of 10 years’ experience in a Commercial Banking Relationship Management role is required.
• Minimum of 3 years of prior experience leading, coaching, and developing a team is required.
• Prior experience working with companies with annual revenues ranging from approximately $5 million to $100 million + is required.
• Must be comfortable working with companies who have alternative tranches of capital (e.g., mezzanine financing).
• Must possess demonstrated experience in business development, prospecting, and managing commercial client relationships and portfolios, with an established network of centers of influence.
• Must be versed in delivering credit solutions to solve client’s objectives regarding growth, timing differences, and ownership transition.
• Must have the ability to thoroughly interpret financial data and use sound business judgement with knowledge of commercial loan structuring and risk assessments.
• Must have excellent written and verbal communication skills with the ability to present important and complex information in a concise and understandable style.
• Able to collaborate effectively with credit, operations, treasury management, wealth management and other internal partners.