Relationship Manager - Sales jobs in Cumberland, RI

ABOUT:

People helping people. That's what a credit union, and in particular Navigant Credit Union, is all about. Our mission is to improve the financial well-being of the families, businesses, and communities we serve, and have been since our founding in 1915.

Now at more than $3 billion in assets, Navigant Credit Union is among the largest credit unions in Rhode Island, yet still maintain our community-driven values.

Those values-and our belief in putting people first-are just a few of the reasons why Navigant Credit Union has been named "Rhode Island's Best Place to Work" year-after-year by the Providence Business News.

Our Core Values consist of "Leadership, Unity, Caring, and Integrity" are the guiding principles for our organization. They are the qualities and/or traits that we consider a high priority for Navigant Credit Union employees.

Our company prides itself on demonstrating community-based values and investing in our workforce, while exceeding member expectations. We offer tremendous opportunities for professional development, career advancement, and a best-in-class benefits package including a rich medical and dental plan, vision benefits, a robust 401(k) with a generous employer match, tuition reimbursement, competitive salaries, paid volunteer days, and opportunities to give back to the community.

If you believe you'd be a great fit, and are interested in joining our team, submit an application today!

ABOUT THE ROLE:

Responsible for developing and acquiring commercial business relationships that are profitable for the credit union. Expands customer relationships through cross-selling of all credit union services. In collaboration with the VP, Sr. Relationship Manager, develops and executes the business strategy for the acquisition of commercial business loans and deposits. Generates new commercial loans by actively pursuing new business prospects that are consistent with the objectives of the Credit Union's business development program.

WHAT YOU WILL DO (in descending order of importance)

1. Develops commercial business prospects through the establishment of a system of referrals, new business files, local organizations and associations and referrals of other credit union employees. Develops and implements a specific business development/calling program with quantifiable goals and maintains files on prospects and customers. Provides a monthly report detailing contacts with existing and potential customers.
2. Drives deposit generation, and lending directed at the targeted specialty segments through active involvement in associations, existing COI networks, sponsorships and continued demonstration of industry expertise.
3. Achieves determined loan and deposit production goals through development & generation of new and existing customers.
4. Identifies and directs cross-selling opportunities within current customer base.
5. Executes highly focused prospecting activities through cultivation and relationship building in industry segments.
6. Analyzes the needs of small business customers and prospects, both business and personal to determine which CU products and services best meet the needs of the existing/potential members. Interviews loan applicants and collects financial and related data to determine the general creditworthiness of the prospect and the merits of the specific loan request.
7. Analyzes information that reflects the current creditworthiness of customers and the current merits of existing loans including establishment/adjustment of risk ratings. Obtains information through direct inspection of the applicant's business and/or collateral, review of interim financial reports, personal interviews, and other means. Prepares loan summary which proposes terms under which credit will be extended, including the costs, repayment method, schedules, and collateral requirements for the Sr. Relationship Manager's and/or Sr. Credit Officer's review.
8. Prepares Member Business Loan Request (as necessary) and submits to the Sr. Relationship Manager for review prior to submitting the loan request for approval.

1. Ensures that high quality service is provided to members in compliance with state and federal regulations and the CU's policies and procedures. Responds to questions and/or provides information upon request from members (internal & external). Assists customers & potential customers in understanding & utilizing Credit Union products & services.

1. Monitors the performance of loans and assists with collection procedures where necessary. Monitors the documentary requirements of each loan to make certain that all files contain the most current customer information.
2. Maintains regular contact with members, being aware of any changes within the company. Assists members in identifying CU products and programs to meet their current needs. Provides on-going support to members regarding purchased products/services, provides solutions to member problems, errors, deficiencies, or obstacles to achieving member satisfaction. Involves appropriate departments/associates to ensure resolution and follow-up.
3. Utilizes tact and experience-based knowledge to resolve more complex member problems, explaining specific policies and products while representing the Credit Union in a professional manner while maintaining positive member relations.
4. Keeps informed of market conditions and competitive interest rates to implement/recommend changes. Maintains current knowledge of commercial lending products and services.
5. Markets effectively and demonstrates knowledge and banking skills necessary to lead ongoing business development efforts.
6. Collaborates and provides assistance to Business Development Officers and branch staff to foster and develop growth initiatives, assist with making sales and attentive one-on-one service to customers, loan underwriters in loan structuring and loan closing specialists in closing loans.
7. Structures credit solutions for existing and potential customers; advocate customer/prospect position in credit approval process.
8. Develops and maintains deep understanding of customer's financial conditions and needs.
9. Participates in community affairs to increase the Credit Union's visibility and to enhance new business opportunities. Develops, delivers and supports outreach programs for customers & prospects through events & tradeshows.
10. Performs other duties related to Business Development, Commercial Lending and member relations, as assigned by management.

QUALIFICATIONS:

Education

BA/BS in Business, Finance, Accounting or related field required.

Experience/Skills/Knowledge:

1. Minimum 5-7 years credit structuring, cross-selling, and commercial lending experience in a financial institution. Formal credit training preferred.
2. Excellent organizational, analytical and problem-solving skills.
3. Demonstrated knowledge of commercial lending policies, procedures, regulations and legislation.
4. Previous business development experience and success.
5. Detail-oriented self starter, able to work independently and as part of a team.
6. Strong service orientation skills in alignment with the Credit Union's mission and core values.
7. Ability to handle simultaneously, multiple tasks and changing priorities and produce the desired results.
8. PC proficient, including Microsoft Office (Word, Excel, Outlook) and the Internet.
9. Excellent verbal, written, telephone and interpersonal communication skills. Must possess a service orientation and be willing to sell products and services.
10. Ability to function in a commercial business office environment and utilize standard office equipment including but not limited to: fax, copier, telephone, etc. Travel required.