Specialty Banking Relationship Manager IV

Responsibilities

• Proactively prospects Government entities serving population centers of 25,000+ or holding $25MM+ in deposits for new deposit and fee income opportunities, followed by loan opportunities.
• Works to achieve assigned sales goals with a primary focus on deposit growth, followed by fee income and loan production.
• Builds and deepens relationships through a consultative approach—conducting pre-call planning, establishing rapport, identifying needs, presenting solutions, and closing opportunities.
• Leverages centers of influence and strategic referral partners to expand the pipeline and strengthen market presence.
• Develops tailored deposit strategies and Treasury Management solutions, in partnership with the Treasury Management Consultant to meet client needs and maximize profitability.
• Ensures competitive pricing and alignment with Bank objectives while maintaining compliance with internal policies.
• Promotes fee-based services such as Treasury Management, Merchant Services, and other Specialty Banking solutions.
• Evaluates loan opportunities that complement deposit and fee relationships, ensuring proper purpose, structure, and pricing.
• Interacts with portfolio clients to obtain required credit information for loan renewals, modifications, and/or new credit facilities.
• Structures loan terms with input from assigned relationship manager; ensures loan structures adhere to credit policies and operating guidelines required by the Bank and team.
• Coordinates with Underwriters and Credit Officers for prescreen and final credit approval.
• Solicits guidance and insight from other lenders and Executives to deliver the best possible loan terms for the bank and client.
• Maintains a high-quality portfolio of Government and Nonprofit clients, ensuring strong relationships and adherence to credit standards.
• Maintains proactive monitoring of portfolio performance, addressing delinquencies and escalating classified credits promptly.
• Strives to exceed portfolio growth targets through relationship expansion and cross-sell opportunities.

Qualifications

• Bachelor’s Degree in Business, Accounting, or Finance and/or H.S. Diploma/GED with related experience.
• Minimum 10 years of Relationship Management, Corporate Sales or Underwriting experience.
• Exposure to working on opportunities (deposits and loans) ranging from $5MM - $30MM+ with the ability to support complex deposit and Treasury Management as well as specialized complex loans structures.
• Significant industry experience working with large and sophisticated clients.
• 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.
• Possesses 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.
• Strong written and oral communication skills.
• Strong math aptitude, organizational and analytical skills.
• Demonstrated ability to manage an assigned client portfolio.
• Agility and adaptability to adjust strategies based on changes in public-sector funding, nonprofit trends, and broader market conditions.