The Relationship Manager will show aptitude as a trusted advisor by building and retaining member relationships through the sale of commercial credit and cash management solutions. In addition, this role will promote, sell and negotiate business-banking services to current and potential members. The Relationship Manager will proactively develop long-term, profitable relationships with members, service partners and local markets to optimize business opportunities and referrals. This role will ensure that the credit union and business services goals and objectives are met, and all assigned lending activities are in compliance with legislation, regulations, policy and procedures.
Key Responsibilities and Deliverables
Relationship Management
- Interview members and potential members, gather information, determine business needs and conduct an analysis on credit worthiness.
- Fully understand the history, goals, objectives and status of the member’s business by actively monitoring and managing the business relationship.
- Proactively assess and anticipate member’s needs to identify solutions to meet those needs and the member’s broader business objectives.
- Provide proactive, individualized financial advice, and achieve set portfolio targets.
- Share awareness of changing economic/marketplace influences and applicable industry trends/data through presentation to members.
- Foster long term member relationships with follow-ups and referrals in order to cross-sell credit union products and service.
Portfolio Management
- In collaboration with Credit Assistants, structure, and document credit and cash management arrangements with current and prospective members.
- Recommend loans for approval above approved lending limits to the required authority level.
- Manage business, commercial and agricultural accounts with lending needs of up to $500,000 and less including daily decisions, annual reviews, risk mitigation with a strong emphasis on business development and member retention.
- Work collaboratively with internal members to ensure all activities are compliant with relevant legislation, regulations and policies and procedures to minimize errors and omissions.
Policy/Procedure and Product Knowledge
- Maintain up-to-date knowledge of all Lakeland Credit Union business lending products and services, policy, procedure and documentation by regularly reviewing applicable literature.
- Regularly review applicable literature in regard to changing economic/marketplace influences and applicable industry trends/data.
Organization Participation
- Participate and contribute to a working environment that stimulates exceptional internal and external member service.
- Participate in performance planning expectations and be accountable for training and development needs.
- Support in exceeding department goals and objectives.
- Accountable for promoting Lakeland Credit Union values and teamwork between internal members.
- Organize and prioritize tasks and projects to ensure maximum efficiency of each workday.
- Participate in department meetings and credit union meetings.
Qualifications and Competencies
Post-secondary degree in Business or related field. Formal education may include Fellow of Credit Union Institute of Canada (FCUIC) designation through the Credit Union Institute of Canada.
5+ years of business lending experience, including business lending and relationship management.
As a Relationship Manager, exceptional business development, marketing abilities, collaboration skills and an entrepreneurial spirit will support success in this position.