Commercial Relationship Manager

Commercial & Industrial Banking Relationship Manager

The Commercial & Industrial (C&I) Banking Relationship Manager is responsible for generating new loan and deposit business, according to assigned sales goals, by initiating and developing relationships with businesses, industries, developers and consumers. The Commercial & Industrial (C&I) Banking Relationship Manager maintains acceptable credit quality and appropriate loan pricing. Individual portfolio management and client relationship expansion, including partner referrals, are critical for success in this position.

The salary range for this position is $79,400/yr - $156,000/yr plus bonus. The base salary indicated for this position reflects the compensation range applicable to all levels of the role across the United States. Actual salary offers within this range may vary based on a number of factors, including the specific responsibilities of the position, the candidate's relevant skills and professional experience, educational qualifications, and geographic location.

Key accountabilities include:

• Achieve sales targets through proactive activities and behaviors that lead to results.
• Align client and bank objectives and orchestrate organizational resources and referral partners to build collaborative, client-focused relationships.
• Use a consultative selling approach to understand client needs and opportunities, including conducting pre-call planning, establishing rapport, interviewing for needs and opportunities, explaining features and benefits, overcoming objections and closing the sale.
• Leverage centers of influence to build a network and create a pipeline of business.

Loan originations include:

• Ensure loan requests meet the requisite level as set forth under current loan standards by evaluating loan requests for proper purpose, structure and pricing.
• Partner with support staff to ensure the loan origination process meets bank and client expectations.
• Seek guidance and insight from other lenders and Executives to deliver the best possible loan terms for the bank and client.

Portfolio management includes:

• Manage a portfolio of customers satisfactorily, ensuring the relationships are maintained in a professional manner and monitoring of the portfolio meets current loan standards.
• Strive to meet or exceed average portfolio target by strengthening existing client relationships and fostering new relationships.
• Manage delinquencies and portfolio to ensure that classified credits are recognized timely and referred promptly to Special Assets.

Key competencies for the position include:

• Strategy in Action – Build your strategic mindset capability.
• Compelling Communication – Openly and effectively communicate with others.
• Makes Decisions & Solves Problems – Seeks deeper understanding and takes action.
• Delights Clients – Continuously seeks and applies knowledge leading to a best-in-class client experience.

Qualifications and education requirements include:

• Bachelor's degree and/or H.S. Diploma/GED with equivalent work experience.
• Minimum 5 years relevant commercial banking experience.
• Ability to orchestrate organizational resources by identifying key players, communicating relevant information, and building collaborative client-focused relationships.
• Possesses a thorough knowledge of Loan Standards, Loan Review Administration and Banking/OCC Procedures.
• Very high level of written and verbal communication skills.
• Must have a proven track record of successful sales performance with strong business development skills.
• Very high level of sales, negotiation and financial analysis skills.
• Position may require the need to travel to other Old National, client or meeting locations.

Key measures of success/key deliverables include:

• Achieve personal goals for new loan/deposit production and average portfolio target.
• Achieve personal goals for new fee production and average loan delinquency.

Relationship Manager roles may vary between RM II, RM III, and RM IV – this position may be filled at a different level depending on the candidate's qualifications and relevant experience. Factors may include but are not limited to:

• Depth and breadth of prior and/or related commercial lending, business development, commercial credit and portfolio management in Commercial & Industrial (C&I) Banking or middle market experience
• Number of consistent years with success and track record as a Relationship Manager (or similar role) at the Bank or at another financial institution
• Demonstrated and proven ability to work through complex credits and/or other unique situations
• Well connected, known in market/region/industry, and influential in acquiring, deepening, and maintaining profitable client relationships through sales, prospecting and enhancing existing relationships
• Prior experience formally or informally coaching and mentoring peers while utilizing leadership skills
• Agile and prior proficiency to adapt if/when changes in sales practices and broader market and industry conditions are needed

Old National is proud to be an equal opportunity employer focused on fostering an inclusive workplace and committed to hiring a workforce comprised of diverse backgrounds, cultures and thinking styles. As such, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, status as a qualified individual with disability, sexual orientation, gender identity or any other characteristic protected by law.

Our culture is firmly rooted in our core values. We are optimistic. We are collaborative. We are inclusive.

We are agile. We are ethical.

We are Old National Bank. Join our team!