Regional Manager - Relationship Manager

Job Summary

The Regional Relationship Manager is responsible for the overall success of a group of Relationship Managers associated with branch banking offices. The Regional Relationship Manager directs and manages Relationship Managers, Portfolio Bankers, and subordinate in their efforts to maximize profitability while safeguarding asset quality and minimizing risks. The Regional Relationship Manager is responsible for the overall quality, size, and profitability of the portfolios generated by their subordinates’ loan portfolio and depository accounts. The Regional Relationship Manager is to exercise proper leadership skills to inspire all personnel to provide exemplary service to ensure customer satisfaction, and to model prudent judgment and discretion in exercising credit risk selection and due diligence.

Essential Duties

Business Development 

• Ensure top customers and prospects receive a level of service and relationship exceeding expectations. 
• Enhance existing customer relationships for their group and direct and develop new depository and commercial loan relationships
• Direct and make quality prospect calls each month in the local service area.        Obtain necessary information for preliminary underwriting purposes
• Direct and develop new business and referral sources.  Belong to trade associations and/or service organizations that promote the bank’s visibility in the communities it serves.        Document all marketing activities and call results within acceptable reports, including B.O.S.S.        

Credit Analysis  

• Direct and analyze financial statements and pertinent information for credit worthiness of potential borrowings
• Be involved as necessary with the spreading of financial statements on CASH Insight and evaluate historical and forecasted cash flows for proposed debt serviceability.  Evaluate collateral for appropriate debt coverage, advance rate, value, stability and ease of liquidity
• Make recommendations regarding specific products and services to be offered and credit approval or disapproval.  Ensure that credit approvals adhere to Bank policy.  Communicate credit decisions to loan applicants in a timely manner.  Facilitate the credit through the approval, documentation, and boarding processes. Obtain proper approval of products and services to be provided to prospective clients
• Ability to independently prepare Loan Worksheet & Authorizations as required per Bank policy for new credit extensions and renewals.  Loan Worksheets & Authorizations are to convey a thorough understanding of the credit worthiness of the applicant and the primary and secondary sources of loan repayment.  All significant credit issues are to be addressed.  Credit terms and conditions are to be structured in a manner that adheres to sound lending practices and minimizes the risk to the Bank while meeting each customer's credit requirements.        Adhere to Bank policy by renewing maturing lines of credit and extending expiring term loan in a timely fashion and as appropriate

Credit Negotiations  

• A necessary, persuasively negotiate credit, pricing, terms, collateral and conditions with each potential borrower to adhere to (at a minimum) Bank established minimum pricing guidelines.  Negotiate terms of credit agreements, including financial covenants and reporting requirements sufficiently to protect the Bank from excessive credit and pricing risk
• Lending Limits: Secured 250,000 - 1,000,000; Unsecured 100,000 - 1,000,000

Loan Documentation  

As necessary, coordinate the documentation of extensions of credit.   Ensure the preparation of loan and collateral documents is in accordance with Bank policy.  Maintain credit and documentation files in accordance with Bank policies.  Obtain sufficient information and property documentation to comply with BSA and all regulatory requirements.

Compliance Follow-Up 

Independently monitor the financial condition of loan portfolios under each subordinate manager as appropriate considering risk. Work with Credit Administration to follow for proper compliance with bank policies and procedures.  Be responsible for the quality of the portfolios supervised along with all audit findings and response. 

Staff Management

Establish a rapport with each supervised employee and take an active role in their annual reviews and any corrective action.  Use input from the Regional Managers – Branch Banking, Branch Managers, and Credit Administration in creating reviews for subordinate employees. 

Collaborate

Each Regional Relationship Manager has a responsibility to cause all staff under their supervision to collaborate with office staff assigned for the greater good of the branch and the bank.  Having top quality lenders in our branch offices in an important part of distinguishing the bank from the competition.  

Customer Retention  

As appropriate, establish and maintain an excellent rapport with customers, including those with complex financing and depository requirements.   Make monthly retention calls on selected deposit customers.  Quickly, independently, and positively respond to daily administrative needs of all branch customers.  Be familiar with and cross sell all Farmers & Merchants Bank services.  Obtain deposit account balances wherever possible.

The requirements of this position have not been identified to include actions or activities that meet the definition of mortgage loan originator (MLO) under the Secure and Fair Enforcement for Mortgage Licensing Act (S.A.F.E Act).    At such time the position requirements change to meet the definition of a mortgage loan originator, an active and current loan originator ID issued through the National Mortgage Licensing System Registry will be required as a mandatory requirement of this position.

Supervisory Responsibilities:

The Regional Relationship Manager Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

Qualification Requirements: 

To perform this Regional Relationship Manager position at a successful level, an individual must be able to perform each essential duty satisfactorily.  The requirements listed below are representative of the knowledge, skill, and/or ability required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Basic Knowledge, Skills & Abilities

• Ability to spread complex financial statements, analyze credits, analyze income tax returns, personal financial statements, balance sheets, income statements and statements of cash flow
• Ability to model the financial effects of various debt restructuring scenarios and to produce financial projections
• Bank products and services, and trust services offered by Farmers & Merchants Trust Company
• Bank policies and governmental regulations
• Ability to type and to compose credit documentation, analyses, reports and business correspondence utilizing computerized word processing and financial spread sheet programs
• Ability to effectively communicate orally and in writing with customers, prospects, and Bank personnel
• Ability to identify and define problems, collect data, establish facts, develop solutions and draw valid conclusions.  Ability to interpret an extensive variety of technical instructions in different forms and deal with several abstract and concrete variables at the same time
• Ability to actively listen & learn

Complies with all State and Federal Banking regulatory requirements, including but not limited to: BSA, Anti-Money Laundering OFAC, CIP, Financial Elder Abuse Reporting, Sexual Harassment, Information Security and privacy requirements. Acts as the control point for the office to ensure that all CIP, BSA, OFAC requirements, procedures and time frames are met.

Equipment Operated

• Telephones/Cell Phones 
• Desk and/or Laptop Computers 
• Standard office equipment (copiers, fax machines)

Physical Requirements & Work Environment  

• Requires standing and/or sitting for prolong periods of time
• Up to 50% traveling
• May be require to stand and walk while touring customer or prospective customers real property, manufacturing plant, distribution facility, business facility, proposed construction site, etc. 
• Requires lifting up to 10lb
• Office setting w/controlled temperature

Education and Experience

Bachelor's degree (B.A.) from Four‑year College or university; minimum of 10 plus years of related experience and/or training; or equivalent combination of education and experience.  Successfully completing college-level accounting courses is beneficial

Additional Requirements

• Ability to travel to various bank locations as needed
• Some Saturday hours are required 

As a part of the Bank’s internal control systems, employees holding sensitive positions are required to be absent from their duties for a minimum of two consecutive weeks each year. This position has been deemed to meet the test for a sensitive position, and therefore you will be required to meet the minimum absence requirement each and every year.  

This job description is not intended to be all-inclusive, and employees will also perform other duties as assigned by management as required. 

Farmers and Merchants Bank of Long Beach reserves the right to revise or change job duties and responsibilities as the need arises.  This job description does not constitute a written or implied contract of employment.