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The Commercial Relationship Manager Team Lead is a highly productive new business developer, very skilled in negotiation and successful in coaching the team in sales and business development activities. The Team Lead is responsible for the overall management of clients within the team portfolio, and adherence to the LOB strategy.less than br>
Essential Functions/Responsibilities
- Assists Relationship Managers in structuring and pricing loans, generating fee income and deposits.
- Helps the team achieve their goals.
- Develops and implements strategies/plans to assist Relationship Managers within assigned markets and establishes behaviors for success to achieve LOB goals.
- Establishes sales plans/strategies for assigned territory.
- Consults with Relationship Managers on challenging/complex sales opportunities.
- Provides coaching and guidance to Relationship Managers including networking, planning, prospecting, selling, and closing new and additional products.
- Instills/cultivates a sense of urgency and participates in joint client calls and networking programs frequently to observe Relationship Managers in sales environment.
- Monitors assigned Relationship Managers’ sales performance in relation to plan. Shares performance measurements and rewards and remediates as warranted.
- Collaborates with assigned bankers, branch managers, retail market leaders, credit/underwriting staff, loan processing and documentation teams and bank senior management.
- Participates in all bank marketing and sales promotions, contributes to initiatives and programs designed to promote organization’s strategic priorities, complies with all bank, loan and regulatory guidelines and policies.
Minimum Knowledge, Skills, and Abilities Needed to Perform Essential Functions of the Job
- Bachelor’s degree.
- Ten (10) years of relationship/account management experience.
- Demonstrated sales and negotiating experience with proven, successful results.
- Ability to work effectively with individuals and groups in managing customer relationships.
- Excellent verbal and written communication skills.
- Sales and marketing oriented.
- Self-motivated with ability to complete projects in an efficient and timely manner.
- Excellent time management and organizational skills.
Preferred Knowledge and Skills
- Demonstrated experience working in Capital Markets and/or within the Middle Market space ($75MM+).
- Experience in Structured Finance, Asset Based Lending (ABL), ESOP, and/or leading syndicated transactions.
- Credit and sales training, portfolio management, customer service, management and training of employees.
- Prior experience leading a team of Commercial Relationship Managers.
Level of Complexity and Scope
- Strong sales ability and relationship management skills.
- Ability to compile, analyze and act upon widely diverse points of view and exceptional skill at gaining agreement on issues of the highest level of importance.
Degree of Independence and Decision-Making
- Works with limited supervision.
- Makes day-to-day decisions regarding team management, recommends solutions, etc.
- Collaborates with senior managers / leaders across the organization.
- Uses specialized expertise to coach and develop other Relationship Managers.
- Authority and freedom to act independently and make decisions within broad interpretation of laws, regulations and company policies. Such decisions could have a significant short term effect on company financial results and business prospects.
Required Supervisory Responsibilities
- Manages a team of Commercial Relationship Managers.
- Responsible for providing motivation, direction, evaluation and coordination of Commercial Relationship Manager sales function within assigned market.
- Selling and coaching responsibilities, including supervision and performance management measurement analysis. Works with Commercial Regional Market President and/or Commercial Market President on planning/budgeting for assigned area.
Physical Requirements
Compliance Statement
The associate is responsible for meeting all compliance requirements imposed on First Financial Bank by State and Federal law and regulation, as well as all related First Financial Bank policies and procedures. This includes all Bank Secrecy Act, Anti-Money Laundering, OFAC and Suspicious Activity reporting requirements, as well as all other lending and deposit compliance requirements.
Development and Training
It is our policy to not discriminate against any individual in violation of federal, state, and local laws as it relates to age, race, color, religion, national origin, sex, marital status, pregnancy, gender identity, disability, sexual orientation, genetic information, veteran/military service, or any other characteristic protected by law.
We are an E-Verify Employer.
