Senior Relationship Manager – Middle Market

📋 Description

• Accountable for developing new business and managing relationships with middle market companies that have sales exceeding $50 million within New Jersey.

• Generate revenue by cultivating and sustaining relationships with targeted companies, developers, and managers, creating deal flow directly from these clients and adopting a collaborative team approach to relationship management.

• The role is backed by product specialists in capital markets, rates and FX derivatives, treasury management, along with portfolio managers and operational support specialists, while being responsible for all relationship aspects.

• New Business Origination: Build and nurture relationships to foster direct deal flow; oversee the team approach for approving and finalizing new deals to enhance assets and revenues while maximizing profitability (ROE).

• Relationship Management: Collaborate with designated portfolio managers to engage with borrowers for idea generation and relevant opportunities aimed at expanding our relationship, which includes attracting new clients, loan production, and fee income from cross-selling products.

• Credit Quality: In partnership with assigned portfolio managers, ensure proactive monitoring of credit quality through timely collection of financial statements, adherence to ongoing reporting requirements, thorough analysis of financial data, and implementing or recommending corrective measures as necessary.

• Ultimately accountable for managing the bank's risk exposure within acceptable parameters.

• Maintaining Knowledge: Stay informed about industry trends and market conditions that may affect the Corporate and Regional Commercial Banking group and the assigned portfolio of relationships and borrowers.

⛳️ Requirements

• Bachelor's Degree preferred or equivalent experience.

• Formal credit training is preferred.

• A minimum of 10 years in commercial financing or equivalent lending experience is required.

• Established relationships and a proven track record in direct origination with relevant companies.

• Proficient in negotiating, structuring, and finalizing complex loans.

• Demonstrated ability to generate substantial cross-sell revenues.

• Strong analytical and credit assessment skills.

• Exceptional oral and written communication and sales skills are essential for competing effectively, presenting proposals to clients, and recommending loan transactions to senior bank management.

• Expertise in due diligence, credit underwriting, and legal documentation.

• Strong interpersonal and communication skills, both verbal and written.

• Works well within a team environment.

• Mentors less experienced Relationship Managers and Portfolio Managers as appropriate.

• Cross-sells banking services including treasury management, interest rate protection, and syndication products and capabilities (experience with foreign exchange & commodity hedging is a plus).

• Identifies issues; early recognition of problems, effective management, and coordination with workout teams are critical components of ongoing portfolio management.

• Keeps management fully informed on all key factors related to the bank, portfolio, client relationships, and market competitiveness.

• Participates in industry-related associations, committees, and boards outside of the bank (e.g., Special Olympics) that provide marketing and community services for the bank.

• Complies with all regulatory and compliance issues associated with the role and the team, understanding how these contribute to the bank's vision of remaining independent.

• Expected to consistently adhere to all regulatory and compliance policies and standards relevant to their role.

• Must not engage in behavior that indicates intentional or willful noncompliance, nor exhibit gross negligence or disregard for compliance and regulatory standards.

• Responsible for ensuring compliance with all applicable federal, state, and local laws and regulations.

• Must complete all required compliance training in a timely manner.

• Expected to maintain knowledge of and adhere to Flagstar’s internal compliance policies and procedures.

• Responsible for staying updated with evolving regulations and policies.

🏝️ Benefits

• Medical insurance

• Dental insurance

• Vision insurance

• Life insurance

• Disability insurance

• Comprehensive leave program