Relationship Manager, LM II (US)

Job Title

Oversee a portfolio of small business clients while actively expanding the loans, deposits, and treasury management services across the Hilton Head and Charleston markets in South Carolina.

Depth & Scope

• Requires deep/specialized expertise in a customer segment or product/service line
• Originates and monitors loans of moderate size and complexity and/or supports a growing Region Accountable for sales and / or delivery of solutions across business lines and segments
• Applies business and financial principles to improve delivery of the products and services provided
• Possesses a deep understanding of the business, the competitive landscape, and the economic and legal/regulatory environment affecting the industry and customer segment
• Provides customer relationship management of an assigned customer portfolio within an assigned territory / account base; serves as a segment or product expert
• Leads the identification, pursuit and management of accounts across a product or customer segment
• Solves complex problems and recommends new product and service solutions
• Sets standards for planning and executing complex sales or account management processes; focuses on "consultative" advice and integrated solutions
• Impacts a range of sales achievement (P&L) for a product line
• Builds stakeholder alignment in providing solutions; conveys deep product or segment context in providing advice to customers and
• stakeholders
• Works independently within area of expertise

Education & Experience

• 4+ year degree or equivalent experience
• Understanding of commercial business development techniques and credit decisions
• Business development and sales ability
• Developing network of outside referral sources for new business
• Strong credit and financial analysis skills
• Negotiation skills
• Excellent communication skills, both verbal and written
• Good PC skills

Customer Accountabilities

• Responsible for growth goals (loans, deposits, fees), both individually and within the team, through development of new business Customers and cross selling existing Customers as well as an established network of resources
• Makes sales calls and may coordinate sales calling efforts, gather related financial and general business information as directed, coordinate financial analyses needed to make credit decisions
• Contributes and/or provides recommendation to loan decision process based on evaluation of credit risk and other key factors from Credit Management
• Negotiates specific terms and conditions and communicate credit decisions to prospects and Customers as directed by policy and/or credit approval
• Leads all aspects of relationship management for an assigned portfolio /segment and/or geography
• Delivers exceptional customer service at every interaction and execute on plans to continuously improve the customer experience
• Acts as a trusted advisor expected to meet the needs of customers by providing creative products / solutions
• Actively uses sales platforms to build a robust understanding of customer / target needs, industries, and markets
• Understands customer's operating environment, structure unique financing, cash management and overall business needs to add value to the customer
• Actively generates referrals to all business partners in the Bank to help meet the comprehensive financial needs of TD customers
• Develops a clear retention plan for assigned portfolio deposits and loans within the specified territory
• Possesses and constantly enhances expert knowledge of the market, customers, and broader economic factors
• Identifies and responds to changes in the business environment and establishing action plans to address customer issues and priorities
• Identifies customer / prospect referral opportunities to internal Bank partners that meet customer needs
• Develops community relationships and membership in civic and professional organizations, including active participation in networking events

Shareholder Accountabilities

• Develops/implements sales strategies to proactively attract, acquire and retain customers / sales opportunities and referrals, to increase profitability and enable business growth
• Plans and executes business development activities, review and communicate results, and adjust tactics accordingly
• Promotes and offers full suite of products, sales, services and banking capabilities
• Assesses credit requests to determine risk and make appropriate recommendations for structuring credit deals
• Contributes to credit applications with a high quality of risk assessment, credit structure, due diligence, and credit presentation
• Contributes to business objectives for Operational Excellence
• Supports the timely and accurate completion of business processes and procedures
• Protects the interests of the organization identify and manage risks, and escalate non-standard, high risk transactions / activities as necessary
• Ensures documentation that is prepared / completed is accurate and properly reflects client / business intentions and is consistent with relevant rules / regulations
• Identifies, suggests and actively participates in process improvement opportunities
• Actively manages relationships within and across various business lines/ corporate and/or control functions and ensure alignment with enterprise and/or regulatory requirements
• Participates in cross-functional / enterprise initiatives as a subject matter expert helping to provide guidance for complex situations
• Ensures necessary due diligence to support the accuracy of all customer transactions / activities
• Keeps abreast of emerging issues, trends, and evolving regulatory requirements and assess potential impacts
• Maintains a culture of risk management and control, supported by effective processes in alignment with risk appetite
• Assumes responsibility to minimize operational and regulatory risk by complying with Bank and industry Code of Conduct

Employee/Team Accountabilities

• Participates fully as a member of the team, support a positive work environment that promotes service to the business, quality, innovation and teamwork and ensure timely communication of issues/ points of interest
• Provides thought leadership and / or industry knowledge for own area of expertise in own area and participate in knowledge transfer within the team and business unit
• Keeps current on emerging trends/ developments and grow knowledge of the business, related tools and techniques
• Participates in personal performance management and development activities, including cross training within own team
• Keeps others informed and up-to-date about the status / progress of projects and / or all relevant or useful information related to day-to-day activities
• Contributes to team development of skills and capabilities through mentorship of others, by sharing knowledge and experiences and leveraging best practices.
• Leads, motivates and develops relationships with internal and external business partners / stakeholders to develop productive working relationships.
• Contributes to a fair, positive and equitable environment that supports a diverse workforce
• Acts as a brand ambassador for your business area/function and the bank, both internally and/or externally

Physical Requirements

Never: 0%; Occasional: 1-33%; Frequent: 34-66%; Continuous: 67-100%

• Domestic Travel Occasional
• International Travel Never
• Performing sedentary work Continuous
• Performing multiple tasks Continuous
• Operating standard office equipment - Continuous
• Responding quickly to sounds Occasional
• Sitting Continuous
• Standing Occasional
• Walking Occasional
• Moving safely in confined spaces Occasional
• Lifting/Carrying (under 25 lbs.) Occasional
• Lifting/Carrying (over 25 lbs.) Never
• Squatting Occasional
• Bending Occasional
• Kneeling Never
• Crawling Never
• Climbing Never
• Reaching overhead Never
• Reaching forward Occasional
• Pushing Never
• Pulling Never
• Twisting Never
• Concentrating for long periods of time Continuous