VP, Relationship Manager- PCS

The VP; Relationship Manager in the Private Client Services Department under the Wealth Management Division is responsible for originating, structuring, and managing portfolios comprised of deposits, with a stronger emphasis on commercial lending relationships. The role pursues opportunities to expand existing relationships through business development calls and networking events, delivering credit solutions and cross-selling complementary products and services in support of overall business development goals. Complies with all related CIP and BSA/AML requirements; adheres to Bank policies, procedures and regulations.

Key responsibilities:

• Responsible for developing Wealth Management / Private Client Services clientele through commercial lending business development efforts, including calling programs and networking events to generate new commercial loan opportunities.
• Drive business growth by leading commercial loan production and relationship management efforts for the assigned market, including ongoing portfolio management and expansion of the relationships.
• Prospect and meet regularly with potential customers outside of the office to originate commercial loan opportunities and sell credit solutions and related banking services.
• Uncover potential sales opportunities such as relationship expansion, account additions, and other products and services within an established portfolio to help achieve business development goals. 
• For deposit relationships, responsible for monitoring account activity as well as managing accounts in uncollected or overdraft status.
• Ensure that the customer profile information and documentation remain current; this may include, but is not limited to, W-9 and W-8BEN, CIP documentation (drivers licenses, passports), core and supporting bank documents, updated financial statements and information, client profile information, and other support documentation.
• Monitor overdrawn and uncollected accounts.  Manage past due loan payments.
• Perform due diligence on the BSA/KYC (Know Your Customer) write-ups and profile; conduct customer interviews to profile them as well as to comply with BSA, KYC and other bank policies and procedures. Respond to BSA requests.
• Ensure efficiency with customers’ accounts in all their bank products.
• Continually identify and analyze new products and/or initiatives that would enhance the service provided to the customer.

Education/Experience:

Requirements

1. Bachelor’s Degree in Business Administration, Accounting or Finance.
2. Five (5) years of banking-related experience in product sales and comercial lending.
3. Knowledgeable in bank operations, new accounts, relationship management, payment processing, wire transfers, debits/credits, overdraft/uncollected management, past due loan management, and related activities. 
4. Ability to visit prospective clients within a designated market area to achieve sales objectives is required. 
5. Combination of education and experience will be considered. 

Soft Skills

1. Advanced understanding and experience with commercial banking or private banking relationships and experience interacting with high-net worth clients.
2. An in-depth knowledge of the Bank Secrecy Act/AML and related regulations is required.
3. Experience working in a sales team with high quality service advocacy.
4. Knowledge of how to complete and maintain a comprehensive KYC client profile is required.
5. An in-depth understanding of banking laws and applicable compliance regulations is required. 
6. An established contact or client portfolio is required.
7. Must possess excellent organizational, interpersonal, time management, written and verbal communication (English and Spanish) skills. 
8. Computer proficiency in MS Software (e.g. Excel, Word, and Outlook). 

Preferred Experience

• Associate’s degree with a minimum of seven (7) years banking-related experience in product sales and sales servicing to customers in commercial or international/private banking.