Sr Banker

Overview

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Direct responsibility for strategy, execution and overall leadership of the Affiliate Wholesale LOB to drive the achievement of growth revenue, P&L objectives, operational & regulatory, client experience and employee engagement goals. Directs, coaches and leads execution of Wholesale Strategy including Playbook execution, annual business planning, portfolio segmentation, business development & client relationship strategies. Establishes sales goals for team members, and ensures that team members meet and strive to exceed goals, and adhere to the Bank's policies, procedures and regulatory requirements.

Mentors team members, especially on more complicated loan structures. Helps to develop less experienced team members and build partnerships with talent available in the market, talent identification, and cultivating those relationships. Key member of affiliate executive leadership team reporting directly to the Affiliate President. Typically utilized in large affiliates.

GENERAL FUNCTION:

Direct responsibility for strategy, execution and overall leadership of the Affiliate Wholesale LOB to drive the achievement of growth revenue, P&L objectives, operational & regulatory, client experience and employee engagement goals. Directs, coaches and leads execution of Wholesale Strategy including Playbook execution, annual business planning, portfolio segmentation, business development & client relationship strategies. Establishes sales goals for team members, and ensures that team members meet and strive to exceed goals, and adhere to the Bank's policies, procedures and regulatory requirements.

Mentors team members, especially on more complicated loan structures. Helps to develop less experienced team members and build partnerships with talent available in the market, talent identification, and cultivating those relationships. Key member of affiliate executive leadership team reporting directly to the Affiliate President. Typically utilized in large affiliates.

Responsible and accountable for risk by openly exchanging ideas and opinions, elevating concerns, and personally following policies and procedures as defined. Accountable for always doing the right thing for customers and colleagues, and ensures that actions and behaviors drive a positive customer experience. While operating within the Bank's risk appetite, achieves results by consistently identifying, assessing, managing, monitoring, and reporting risks of all types.

• Performance and Talent Management:
  Provide RMs and Team Leads support, ongoing feedback, coaching and direction in client and prospect business development, through established individual sales meetings, team meetings and joint calling efforts with team members to elevate individual and team performance/results.
• Ensure sales effectiveness and performance management results are being achieved as tracked by weekly and monthly reporting.
• Utilize the Onboarding Resource to assimilate new team members.
• Business Development:
  Lead regional/portfolio business planning for region to grow lead client relationships and acquire new prospective relationships to achieve loan and fee production goals.
• Lead Prospect strategy for clients by utilizing referral sources, existing clients and centers of influence.
• Active and visible community and industry involvement to broaden and leverage relationship networks, referral sources and continually deepen knowledge of trends, practices, services and the competitive landscape.
• Ensure that customer relationships are managed to maximize revenue contribution, while mitigating risk and focusing on client needs.
• Collaborate with One Bank /product partners (IA, Consumer/ Retail, TMO, etc. and Bancorp
  - Vantiv, Paycor, etc.) analyze, evaluate and develop a tailored relationship strategy for each top client or prospect.
• Lead Cross-sell strategy on all applicable 5/3 products and services to an existing portfolio of business clients and their owners/Sr. management with the ultimate goal of being client's lead or primary bank.

• Oversee execution and follow through on One Bank meetings, pre-call planning processes, One Bank Consultative Sales approach and prompt post call follow up.
• Ensure utilization of the Bank's Client Relationship Management (CRM) system for client activity.

• Develop strong partnership with Credit and on credit requests to ensure adherence to established Portfolio Management guidelines and Policy.
• Ensure team achieves credit standards and metrics in regard to asset quality, credit administration (matured/renewals, financial statement documents, covenant data integrity, matured notes and document exception) and RAROC.
• Monitor, on an ongoing basis, information concerning client financial performance, condition, and industry trends to determine that any credit…