Healthcare Relationship Manager

Why you should consider applying to this opportunity:

• You're excited to build relationships with Healthcare Clients across NY and NJ
• You want to work on a small team where you get autonomy to build relationships and have end to end ownership
• You want flexibility on how your day is structured

Reports to:

• National President, Healthcare Lending

The Relationship Manager’s (“RM”) main responsibility is business development within the Healthcare arena in line with Valley's credit quality standards, both in respect to existing relationships as well as new relationships. RMs are the primary owners and key contact persons for each relationship in their portfolio, and they act as a “quarterback” to coordinate all customer interactions with the Bank.

Key Responsibilities of Relationship Manager:

- Overall accountability for driving the profitability, quality and growth of his/her portfolio as well as for customers satisfaction and service level

- Business development and the acquisition of new client

- Develops sales plans, builds referral sources and centers of influence and manages their individual pipeline of business development

- Management and growth of existing customers through increasing the use of lending products and cross-sales of non-lending products and services to existing customers

- Develops plans for each relationship in conjunction with product specialists, i.e. Private Banking, if appropriate- Overall structure of each transaction based on customer/prospect lending needs

- Negotiates terms (collateral, covenants, pricing and other components) of lending agreements with customer/prospect at the initiation of the process

- Signs off on the credit presentations, asserting that the business description and terms are reflected correctly, including underwriting

- Communicates the business terms of all deals to the customer/prospect once terms are approved

- Bears overall responsibility for the loan closing process, ensuring legal documents reflect all terms as agreed to by customer/prospect and approved by the bank, in addition to making sure required documents and signatures are in place for loan closing

- Act as a quarterback with respect to customer contact, determining the level of customer contact for each of the team members assigned to the customer. The RM directs the interactions of the Underwriter (“UW”), Portfolio Manager (“PM”), and various Treasury and Commercial Services team members

- Accountable for the profitability of each relationship and growing the revenue streams- Overall responsibility for KYC of his/her customers

- Responsible for customer retention and satisfaction – ensures customer is treated appropriately and resolves any issues customer may have directly or by assigning the solution to a team member

- Supported by either Portfolio Manager, Relationship Associates and/or Service & Delivery branch personnel

Skills & Experience:

• 5 - 10 years of commercial banking experience in the Healthcare sector, specific to assisted living, skilled nursing facilities or physician rollup, ambulatory surgery, join venture with hospitals
• Proven track record of prospecting new business and enhancing existing relationships
• Must have ability to critically review, analyze and structure commercial loans, cross sell bank products, and attract new business

Nice to have:

• Credit trained

What Success Looks Like For Someone In This Role

3 months - Become familiar with current portfolio. Develop a top prospect list and have it up to date with salesforce.

6 months - Understand our credit policy and know your portfolio of clients. Source first deal.

12 months - Should have 3 opportunities in package stage (getting financial statements, inventory listing) and 1 deal in underwriting. Have a pipeline in place, functioning autonomously by and large.

**Hybrid - this role is 4x a week in our 1 Penn Plaza office and 1 day flex