Job Description

The Relationship Manager (RM) is the central contact person for Middle Market clients and is responsible for representing Valley Bank well in the Community. They will be the Relationship quarterback and be responsible for the delivery and maintenance of a wide array of diverse bank products and services through cross-sell partners and acts as a trusted advisor to the client’s executive management team. Must have a strong credit background and be able to represent client’s needs internally to deliver appropriate credit solutions that satisfies the client and meets the Bank’s risk appetite. Within the Middle Market team, the Relationship Manager will focus on companies with annual revenue between $25-$500+ million and will typically be responsible for managing credit-based relationships. Independent worker and excellent collaborator. Must be able to identify opportunities that will solve the client's needs and importantly, articulate the Bank’s full capabilities and interact at the CEO/Owner level to conduct strategic level conversations.

Responsibilities include but are not limited to:

• Business development with a focus on acquisition of new clients and expanding relationships with existing clients. Respond quickly and effectively on all new business referrals from Senior Management, the branch network or other areas of the bank.
• Develop network of external referral sources/centers of influence (COI's) in order to attract new clients.
• Maintain, grow and service assigned portfolios and appropriately cross sell other bank products. Overall accountability for driving the profitability, quality, and growth of portfolio.
• Negotiates terms (collateral, covenants, pricing and other components) of lending agreements with clients/prospects to properly structure and price credit facilities consistent with the bank's credit policies and lending practices. Prepare effective packages for credit approval circulation and to present packages to the required level of credit authority.
• Ensure that the bank is in possession of current financial information and that the information has been properly analyzed and on file. Monitor and report changes in credit quality.
• Bears overall responsibility for the loan closing process and attends loan closings ensuring legal documents reflect all terms as agreed to by customer/prospect and approved by the bank, in addition to making sure required documents and signatures are in place for loan closing and to ensure loans are closed properly.

Required Skills:

• Excellent and effective interpersonal and presentation skills as well as written and verbal communication skills. Proven track record of prospecting new business and enhancing existing relationships.
• Excellent ability to critically review, analyze and structure commercial loans, cross sell bank products, and attract new business through effective presentations and the ability to respond to questions.
• Strong working knowledge of credit underwriting, basic accounting, and loan documentation. Formal credit training preferred.
• Ability to work totally independently or as a team to achieve overall Departmental goals using sound judgement in decision making.
• Proficient computer skills using Microsoft Word, Excel and Outlook as well as prospecting/tracking tools such as Salesforce, nCino or similar systems.
• Familiarity with professional business practices (time management, communication and appearance).

Required Experience:

• High School Diploma or equivalent and a minimum of 7 years of related lending and/or credit experience with community and/or industry involvement in the area.
• Valid driver's license.
• Bachelor's degree in Finance, Accounting or business related study and/or formal Commercial Credit training preferred.

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