Sr. Relationship Manager (US)

About the role

The Sr. Relationship Manager serves the needs of the community commercial banking business, customizing a broad range of products and services to meet the financial needs of TD's customers. This role acquires, develops, and manages commercial banking relationships by providing customized solutions across different commercial segments to build a strategy that is right for the customer now and in the future, with a focus on growing the portfolio through financial solutions and developing new business from both existing and new customers.

The role acts as a trusted advisor who, with sensitivity to the customer's operating environment, structures and packages practical and competitive solutions that demonstrate an understanding of their financing, cash management, and overall business needs to add value to the customer's portfolio.

Depth & Scope

• Recognized as a top-level expert within the company in a customer segment or product/service line, responsible for identifying and interpreting market trends to structure portfolios and achieve results.
• Develops new business with prospects that have the largest and most complex credit needs in the assigned portfolio segment.
• Defines new approaches to sell and deliver solutions.
• Anticipates emerging customer trends as a basis for recommending products and services and expanding the business.
• Possesses a highly sophisticated understanding of customer needs and competitor offerings that contribute to the direction of the business line or segment.
• Oversees the management and activities of large accounts and related servicing teams.
• Manages the most strategic relationships characterized by significantly complex products and services and/or takes a significant business development focus.
• Solves unique problems with broad impact on the business segment and financials.
• Develops and implements new and innovative approaches to the sales process, including negotiation of terms and approaches to account management; provides expert advice internally and externally.
• Impacts a range of sales achievements for the largest accounts and relationships, representing a significant part of one or more business lines.
• Communicates complex ideas, anticipates potential objections, and persuades customers; negotiates significant terms.
• Provides leadership guidance, makes recommendations, and collaborates with the business to ensure solutions meet complex project or program needs.
• Identifies and leads problem resolution for project/program complex requirements and related issues at all levels.

Requirements

• Undergraduate degree.
• 10+ years of relevant experience.
• In-depth understanding of the commercial industry, business development techniques, and credit decisions.
• Proven business development track record, with the ability to conceptualize and implement effective new business strategies.
• Extensive network of outside referral sources for new business.
• Excellent credit and financial analysis skills.
• Effective negotiation skills.

Responsibilities

Customer Accountabilities

• Responsible for growth goals (loans, deposits, fees), both individually and within the team, through development of new business, cross-selling to existing customers, and leveraging an established network of resources.
• Makes sales calls and may coordinate sales calling efforts, gather related financial and general business information, and coordinate financial analyses needed to make credit decisions.
• Contributes and/or provides recommendations to the loan decision process based on evaluation of credit risk and other key factors from Credit Management.
• Negotiates specific terms and conditions and communicates credit decisions to prospects and customers as directed by policy and/or credit approval.
• Leads all aspects of relationship management for an assigned portfolio/segment and/or geography.
• Delivers exceptional customer service at every interaction and executes plans to continuously improve the customer experience.
• Acts as a trusted advisor expected to meet the needs of customers by providing creative products/solutions.
• Actively uses sales platforms to build a robust understanding of customer/target needs, industries, and markets.
• Understands the customer's operating environment, structures unique financing, cash management, and overall business needs to add value to the customer.
• Actively generates referrals to all business partners in the Bank to help meet the comprehensive financial needs of TD customers.
• Develops a clear retention plan for assigned portfolio deposits and loans within the specified territory.
• Possesses and constantly enhances expert knowledge of the market, customers, and broader economic factors.
• Identifies and responds to changes in the business environment and establishes action plans to address customer issues and priorities.
• Identifies customer/prospect referral opportunities to internal Bank partners that meet customer needs.
• Develops community relationships and membership in civic and professional organizations, including active participation in networking events.

Shareholder Accountabilities

• Develops/implements sales strategies to proactively attract, acquire, and retain customers/sales opportunities and referrals to increase profitability and enable business growth.
• Plans and executes business development activities, reviews and communicates results, and adjusts tactics accordingly.
• Promotes and offers the full suite of products, sales, services, and banking capabilities.
• Assesses credit requests to determine risk and makes appropriate recommendations for structuring credit deals.
• Contributes to credit applications with a high quality of risk assessment, credit structure, due diligence, and credit presentation.
• Contributes to business objectives for Operational Excellence.
• Supports the timely and accurate completion of business processes and procedures.
• Protects the interests of the organization by identifying and managing risks, and escalating non-standard, high-risk transactions/activities as necessary.
• Ensures documentation prepared/completed is accurate and properly reflects client/business intentions, consistent with relevant rules/regulations.
• Identifies, suggests, and actively participates in process improvement opportunities.
• Actively manages relationships within and across various business lines/corporate and/or control functions, ensuring alignment with enterprise and/or regulatory requirements.
• Participates in cross-functional/enterprise initiatives as a subject matter expert, providing guidance for complex situations.
• Ensures necessary due diligence to support the accuracy of all customer transactions/activities.
• Keeps abreast of emerging issues, trends, and evolving regulatory requirements, and assesses potential impacts.
• Maintains a culture of risk management and control, supported by effective processes in alignment with risk appetite.
• Assumes responsibility to minimize operational and regulatory risk by complying with Bank and industry Code of Conduct.

Employee/Team Accountabilities

• Participates fully as a member of the team, supports a positive work environment that promotes service to the business, quality, innovation, and teamwork, and ensures timely communication of issues/points of interest.
• Provides thought leadership and/or industry knowledge for own area of expertise and participates in knowledge transfer within the team and business unit.
• Keeps current on emerging trends/developments and grows knowledge of the business, related tools, and techniques.
• Participates in personal performance management and development activities, including cross-training within the team.
• Keeps others informed and up-to-date about the status/progress of projects and/or all relevant or useful information related to day-to-day activities.
• Contributes to team development of skills and capabilities through mentorship, sharing knowledge and experiences, and leveraging best practices.
• Leads, motivates, and develops relationships with internal and external business partners/stakeholders to develop productive working relationships.
• Contributes to a fair, positive, and equitable environment that supports a diverse workforce.
• Acts as a brand ambassador for the business area/function and the bank, both internally and/or externally.

Physical Requirements

• Domestic Travel: Occasional (1-33%)
• International Travel: Never (0%)
• Performing sedentary work: Continuous (67-100%)
• Performing multiple tasks: Continuous (67-100%)
• Operating standard office equipment: Continuous (67-100%)
• Responding quickly to sounds: Occasional (1-33%)
• Sitting: Continuous (67-100%)
• Standing: Occasional (1-33%)
• Walking: Occasional (1-33%)
• Moving safely in confined spaces: Occasional (1-33%)
• Lifting/Carrying (under 25 lbs.): Occasional (1-33%)
• Lifting/Carrying (over 25 lbs.): Never (0%)
• Squatting: Occasional (1-33%)
• Bending: Occasional (1-33%)
• Kneeling: Never (0%)
• Crawling: Never (0%)
• Climbing: Never (0%)
• Reaching overhead: Never (0%)
• Reaching forward: Occasional (1-33%)
• Pushing: Never (0%)
• Pulling: Never (0%)
• Twisting: Never (0%)
• Concentrating for long periods of time: Continuous (67-100%)
• Applying common sense to deal with problems involving standardized situations: Continuous (67-100%)
• Reading, writing, and comprehending instructions: Continuous (67-100%)
• Adding, subtracting, multiplying, and dividing: Continuous (67-100%)

Pay

$148,720 - $223,080 USD

Schedule

40 hours per week

Benefits

TD offers a Total Rewards package that includes:

• Base salary and variable compensation/incentive awards (e.g., eligibility for cash and/or equity incentive awards, generally through participation in an incentive plan).