KeyBank Commercial Banking Relationship Manager I (RM Trainee) in New York, New York
Entry level sales position accountable for revenue growth and profitability with gradual goal expectations over a defined three year time period. Responsible for servicing and expanding existing and new client relationships based upon clients’ business and personal financial needs. Incumbents in the role will learn and develop sales process skills and techniques in order to develop and retain new business. The role will develop strategic relationships with all Key lines of business in order to effectively refer business and leverage partnerships to deepen and enrich the client experience. The RM I is on a three year production ramp with full goal allocation at the end of year three. The production ramp is as follows: Year 1 – no goal, Year 2 – 45% goal, Year 3 – 75% goal.
ESSENTIAL JOB FUNCTIONS
Assists RM to originate thorough discussion draft for the effective communication of information from the field to the analytical resources within the centralized underwriting group, provide information to begin deal dialogue, endorse deal strength, present identified risks and mitigations, and but not limited to propose deal structure. (This work would be performed for all credit and credit equivalent exposures, i.e. CAP, FX, interest rate and energy derivatives)
Knowledge of Credit Policy & Guidelines to help direct conversations and provide insight on proposed loan structures
Ensures an efficient and effective transfer of knowledge from the Relationship Manager, Credit Campus and approving Credit Officer
Assists RM in providing value-added input and support to the approving Credit Officer through the use of risk/mitigant analysis
Works as member of relationship management team executing relationship strategies for credit and non-credit product delivery
Work with clients to ensure timely collection of financial statements needed to monitor performance
Ensures lines of credit are renewed in a timely manner
Sales and Service
Maintains and expands current client relationships.
Creates client proposals, presentation and pitch books, identifying opportunities for presenting solutions and advice in consultation with a Relationship Manager
Assists the Relationship Managers in providing clients with knowledge in key prduct areas. Obtains sufficient product knowledge to effectively identify potential opportunities through preliminary prospect calling
Assembles a cross-functional team to quickly respond to customer requests when not able to address requests personally. Knows when and how to ask Relationship Manager for assistance and/or bring in a team of experts.
Prepares client analytics as directed by RM or own clients needs
Participates in business development activities by identifying cross-sell opportunities in client group
Participates in client calling initiatives with Relationship Manager and/or as the lead on assigned clients
Manages account relationships as assigned. Function as the primary back-up for Relationship Manager(s)
Effectively sets priorities among client maintenance responsibilities
Executes and leads the Middle Market team’s data stewardship approach, enabling accurate data flow, client insight, and sales activity to occur at the enterprise and district level
Leads and coordinates advisory team based on client needs. Acts as lead and/or client advocate/ representative on assembled team.
Employs and maintains a disciplined approach to the client review process using designated tracking tools to document progress on implementation of client strategies.
Identify opportunities to retain and expand relationships. Gather information from the client and consult with appropriate team members to recommend product solutions.
Participates in Community organizations to demonstrate Key’s commitment to the local community.
Delivers distinctive service by completing annual relationship reviews consistently updates the Desktop with current client data, call summaries, etc.
Brings other relationship management team partners to the table to deepen the relationship based upon need and assessment.
Bachelor’s Degree in accounting, finance or related field or equivalent experience
Minimum 3 – 5 years of financial services related experience
Excellent client relationship skills and superior partnering skills
Deep knowledge of bank products
Demonstrated sound credit, analytical skills, and financial acumen
Established excellent written and verbal communication skills
Experience working in credit teams and have a proven understanding of the importance of asset quality and exceptional customer service.
Sales or customer service experience
Customer Focus – Dedicated to meeting the expectations and requirements of clients; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.
Peer Relationships - Can quickly find common ground and solve problems for the good of all; can represent his/her own interests and yet be fair to other groups; can solve problems with peers with a minimum of noise; is seen as a team player and is cooperative; easily gains trust and support of peers; encourages collaboration; can be candid with peers.
Action Oriented – Enjoys working hard; is action oriented and full of energy for the things he/she sees as challenging; not fearful of acting with a minimum of planning; seizes more opportunities than others.
Learning on the Fly – Learns quickly when facing new problems; a relentless and versatile learner; open to change; analyzes both successes and failures for clues for improvement; experiments and will try anything to find solutions; enjoys the challenge of unfamiliar tasks; quickly grasps the essence and the underlying structure of anything.
Approachability – Is easy to approach and talk to; spends extra effort to put others at ease; can be warm, pleasant, and gracious; is sensitive to and patient with the interpersonal anxieties of others; builds rapport well; is a good listener; is an early knower, getting informal and incomplete information in time to do something about it.
Functional/Technical skills – Has acquired the functional and technical knowledge and skills to support the client at a high level of accomplishment; understands how to use the technology available.
KeyCorp's roots trace back 190 years to Albany, New York. Headquartered in Cleveland, Ohio, Key is one of the nation's largest bank-based financial services companies, with assets of approximately $134.5 billion at March 31, 2017. Key provides deposit, lending, cash management, insurance, and investment services to individuals and businesses in 15 states under the name KeyBank National Association through a network of more than 1,200 branches and more than 1,500 ATMs. Key also provides a broad range of sophisticated corporate and investment banking products, such as merger and acquisition advice, public and private debt and equity, syndications, and derivatives to middle market companies in selected industries throughout the United States under the KeyBanc Capital Markets trade name. KeyBank is Member FDIC.
ABOUT THE BUSINESS:
Key Community Bank serves individuals and small to midsized businesses from Maine to Alaska through our 15-state network of over 1,200 branches, 1,500 ATMs, telephone banking and robust online and mobile platforms. KeyBank’s Consumer/Business Banking segment provides consumers and small business owners with straightforward banking solutions and personal finance expertise that helps them make confident financial decisions today and plan for tomorrow. Key Private Bank offers wealth planning that follows a consistent, disciplined approach guided by objective advice based on each unique situation. KeyBank Commercial Bank offers midsize business financial services that drive growth and profitability and help business owners identify new opportunities with products and services including deposit, cash management, investment services, commercial lending, equipment leasing, and asset-based lending.
FLSA STATUS: Exempt
KeyCorp is an Equal Opportunity and Affirmative Action Employer committed to engaging a diverse workforce and sustaining an inclusive culture. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.
New York, NY