Director, Food and Agribusiness

Essential Functions/Responsibilities

• Manages significant account relationships with existing and prospective customers in assigned market and/or industry segment.
• Executes a comprehensive calling plan designed to increase market share for assigned industry, prioritizing revenue generating sales opportunities.
• Develops cultivating referral sources, institutionalizing relationships and calling. Specific calling goals are developed depending upon client portfolio responsibilities.
• Aggressively grows and maintains a profitable book of business (loans and deposits) in conjunction with bank/group profitability targets.
• Partners with others across the bank to originate, structure, and execute most complex transactions with little to no supervision, including but not limited to commercial lending, syndications, treasury management, derivative hedging, investment banking, and foreign exchange.
• Serves as primary negotiator on complex credits. Negotiates multi-lender credit facilities and inter-creditor agreements. Negotiates document terms and conditions. Understands competition's terms and pricing and recommends changes to adjust to market.
• Maintains a high level of presence and contact with prospective customers, influencers, and decision-makers by attending industry-specific events, conferences, meetings peer-groups, and other venues where the RM will be recognized and building relationships.
• Makes recommendations on loans at the highest lending limits to loan committee for approval. Recommends actions in keeping with own analysis of credit worthiness.
• Monitors the performance of the borrower over the life of the loan. Prudently services loans to protect the bank's interest and minimize losses. Be able to recognize developing problems and bringing them to the attention of management. For troubled credits, assist in developing a strategy to return the credit to a pass rating or exit strategy.

Minimum Knowledge, Skills, and Abilities Needed to Perform Essential Functions of the Job

• Bachelor’s degree.
• 7 years’ experience in agribusiness or similar experience in agricultural credit, preferably with experience at a dedicated agricultural lending institution.
• Skilled in comprehensive selling, negotiating and influencing; understanding complex financial structures, and how to sell those structures to customers and the marketplace.
• In-depth understanding of food, beverage and agribusiness industries, including management, finance, and cyclicality of the agricultural industry. Knowledge of technical standards, regional & national regulatory requirements, and acceptable structures in target industry.
• Excellent interpersonal, written and verbal communication and presentation skills.
• Excellent organizational skills and ability to handle and prioritize multiple tasks.
• Advanced analytical and problem-solving skills.
• Generating new business through a consultative sales approach.
• Ability to work effectively with cross functioning teams to deliver recommendations and solutions.
• Credit training, credit quality and underwriting fundamentals experience; including financial analysis.

Preferred Knowledge and Skills

• Bachelor’s degree in Agriculture, Agricultural Economics, Accounting or Finance.
• Experience working in Commercial or Agribusiness including credit underwriting or lending.
• Broad knowledge of credit and financing alternatives including USDA & Farm Service Agency Guarantees, Farmer Mac products, and other industry partners.
• Demonstrated ability to analyze all components on credit standards.
• Knowledge of technical standards, industry trends, technology, and regional/national regulatory requirements.
• Maintains expertise in a designated market/industry segment and keeps abreast of industry trends and the competitive environment.

Level of Complexity and Scope

• Performs work with a high degree of latitude.
• Handles large, highly complex deals.

Degree of Independence and Decision-Making

• Performs daily tasks independently.
• Regularly interacts and works with senior management.
• Uses advanced logic and processes to complete work.
• Possesses expert knowledge of subject matter.

Required Supervisory Responsibilities

Physical Requirements

• Occasionally lifts and carries up to 10 lbs.
• Frequently stands and sits.
• Travels as needed for business to meet business and client needs and attend industry events.

Compliance Statement

The associate is responsible for meeting all compliance requirements imposed on First Financial Bank by State and Federal law and regulation, as well as all related First Financial Bank policies and procedures. This includes all Bank Secrecy Act, Anti-Money Laundering, OFAC and Suspicious Activity reporting requirements, as well as all other lending and deposit compliance requirements.

Development and Training