VP Commercial Banker - Middle Market - Melville, NY
Req #: 170117164
Job Category: Relationship Management/Sales
Commercial Banking provides clients, including corporations, municipalities, financial institutions, and not-for-profit entities with annual revenues generally ranging from $20 million to $2 billion with comprehensive financial solutions, including lending and treasury services. Middle Market Banking & Specialized Industries (MMBSI) is a Commercial Banking business located in 101 offices across the US and Canada. MMBSI provides credit, cash management, capital markets and corporate finance advisory solutions to corporations, municipalities and not-for-profit entities with annual revenues of $20 million to $500 million via our local delivery model.
The Position: Banker Middle Market Banking
Our competitive advantage lies in our people. Customers will generally continue their relationship with the same bankers and customer service representatives they have worked with for years. We believe that the combination of local decision-making, local delivery and personalized service are critical to building long-term relationships.
As a Banker in Middle Market, your primary role will be to grow and retain profitable relationships within this market segment. This is accomplished by focusing on the delivery of value added solutions to our clients and prospects that will help them reach their goals and maximize our revenues over the life of the relationship. You, as the focal point of the client relationship, will orchestrate the interfacing with clients by credit support staff and product partners. You will be a fully experienced, qualified relationship manager capable of independent activity. You should have proven client relationship skills, as well as extensive product knowledge, technical expertise and strong transaction execution skills. Credit process management is a critical component of your job.
You will develop a weekly sales plan prioritizing most promising revenue generating sales opportunities and be responsible for cultivating referral sources, institutionalization of relationships and aggressive calling (bankers should average 5-10 in person calls and at least 10 contacts via phone, mail or e-mail to clients and prospects per week). Performance will be measured by your effectiveness in many marketing areas, including but not limited to: calling activity, proposal generation, revenue generation, risk mitigation, ability to build successful relationships, and propensity to help build the franchise for the long term. You will also seek opportunities to cross sell into every relationship and anticipate the future needs of the client.
Typically a minimum of seven years direct lending or credit support related experience with focus on business relationships
Extensive knowledge of Commercial Banking products and services
Formal bank credit training program
Strong sales management skills; demonstrate strong tactical selling and negotiation skills
Business development skills are essential; arranging and executing concise business calls
Must have demonstrated experience and an ability and track record to meet or exceed aggressive sales goals
Proficiency in building and maintaining positive client relationships
Demonstrates excellent verbal and written communication skills
Possesses strong creative solution and problem solving skills
Has the ability to mobilize internal networks and resources
The final officer title and job grade is at the discretion of the firm and will be discussed at the time of offer. It may be different than what is listed on the requisition based on candidate experience level.