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Job Schedule: Full Time Location: Brockton, MA or Boston, MA
PURPOSE/OBJECTIVE:
The Relationship Manager (RM) III is highly independent and is considered a subject matter expert with significant experience and knowledge. The RM III will have a highly developed sense of deal quality and be comfortable discussing sophisticated transactions with credit and the senior management team. Will be used by other staff as a sounding board. Will have an extensive network and deep relationships. RM III will likely be supported by dedicated Portfolio Manager (PM).
MAJOR RESPONSIBILITIES:
Primary responsibilities include business generation to meet sales goals. Maintenance of portfolio with customer contact and oversite of PM's management of the portfolio.
New Business Development & Related Responsibilities
Business Development • Achieve sales goals and objectives • Strong representative of the Bank, attending networking events and taking the lead in industry organizations at times. • Deep network of contacts for business generation and market advice. • Actively manage a prospect list and consistently network with COIs and internal business partners
Underwriting and Due Diligence • Extensive knowledge and understanding of underwriting procedures, including ability to recommend complex structures • Deep understanding of risk acceptance criteria (RAC's) and also an appreciation of appropriate occasion to seek exceptions • Understand importance of due diligence including strong awareness of specific areas of risk (inc. fraud)
Credit Interactions • Supervise and assist (as appropriate) in writing of pre-deals and credits to a high quality, requiring limited overview from TL/GH • Engage with internal risk review and external reviewers in a credible manner, answering queries in an appropriate manner • Present complex credits for discussion comfortably, addressing key issues, and answer probing questions.
Legal / Loan Closings • Deep understanding of loan documents and legal structures. • Ability to negotiate complex loan documents, highlighting issues to TL/GH as appropriate • Can negotiate effectively with borrowers obtaining optimal outcomes
Portfolio Management & Related Responsibilities
Portfolio Management • Work with PM to maintain strong portfolio quality, including covenant testing & risk ratings • Ongoing awareness of risk factors within the portfolio (major lease roll etc), and be prepared to adjust risk ratings based on expected outcomes • Work in conjunction with the Construction Management Group on active construction loans • Review appraisals and Field Exams and surface issues or notable items to Team Leader (TL) and Group Head (GH) as necessary
Other
Training Responsibilities • Ability to guide AVP/VP on their roles in absence of TL/GH. May have a coach role with PM and is required to impart knowledge to PM for underwriting purposes. Will likely be asked to serve as a mentor to more junior staff.
Policy and Procedures • Extensive knowledge of policy and procedures and will make recommendations to Team Leader (TL) for policy enhancements / exceptions
Technology • Proficient user of relevant technology including market research data. • Proficient with nCino and using nCino covenant and tracking reports for portfolio management
Special Projects • May be requested to assist in deeper administrative or strategic projects
PROBLEM SOLVING & DECISION MAKING:
Lead business development efforts identifying appropriate prospects and make personal calls on present and prospective customers under the direction of a Team Leader. Take a leadership role in business and community activities.
REQUIREMENTS:
Education and Experience
Skills/Knowledge
Working Conditions
Ability to travel and meet clients an inspect assets
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