Relationship Manager I

Company: CFA Institute
Location: Sunnyvale
Posted on: November 11, 2024

Job Description:

RELATIONSHIP MANAGER IWHAT IS THE OPPORTUNITY?Responsible for acquiring small business and personal clients, and will be responsible for deepening existing relationships, with the intent of integrating both business & personal clients. They will act as a trusted strategic advisor, providing financial advice & consistently connecting client needs with CNB's products and service offerings. Will have a clearly defined business development plan that is consistently applied and incorporates a disciplined sales and service practice. They will focus on acquisition of new relationships as well as retention and expansion of existing relationships in their own client portfolio and will actively work with other areas of CNB to ensure exemplary service for clients. Key measures of success include acquisition of new personal and new small business clients, deposit and fee income growth from both new and existing portfolios, loan and line volume that includes but is not limited to CRA-eligible fundings, excellent risk management mitigation, as well as the qualitative sales, networking, and community presence activities that generate the aforementioned volumes and represent City National with polished professionalism. This person will actively work with other areas of CNB to ensure exemplary service for clients. Must be in good standing under "The Secure and Fair Enforcement for Mortgage Licensing Act of 2008" (Safe Act) and must be registered/licensed with the "Nationwide Mortgage Licensing System and Registry"; or must be able to be registered under the Safe Act. Must remain in good standing under the Safe Act.What you will do

• Acquire & deepen client relationships - generate new business and consumer client relationships within assigned client segments and expand relationships to become our client's main bank option.
• Manage a portfolio of existing clients and actively deepens client relationships through cross-selling efforts. Develops and maintains relationships within the internal CNB community to facilitate service issues and opportunities for clients and prospects.
• Deliver an exceptional & consistent client experience - ensure client needs are met, escalations resolved appropriately, & consistent delivery centered on key areas of client needs.
• Improve Sales & Banking Acumen - committed to continuously developing stronger banking acumen and sales practices through collaboration with SME colleagues, leveraging internal training resources, and required job family curriculum.
• Capture holistic view of client's needs - draw insights from data to provide sound financial advice (strategies, products / solutions); conduct discovery activities with existing clients to grow current book e.g., deposits, investments, credit.
• Business & Risk Management - maintain awareness of updates to policies and procedures, stay within delegated lending authorities. Ensures that decisions made are consistent with all Bank policies and procedures, as well as applicable regulations, and that the risk associated with those decisions can be effectively managed.
• Partnering with a collaborative mindset - partnering to meet client needs by introducing them to the right partner in the CNB ecosystem, championing the Global Relationship Management (GRM) approach.
• Interacts in an effective and professional manner with all levels of Bank personnel, corporate and bank clients demonstrating commitment to quality client service.
• Maximize client contact - networking & being visible in the community, representing the Bank by actively participating in outside civic and community affairs, business and industry-related organizations, and other professional activities as appropriate.
• Complies fully with all Bank Operational and Credit policies and procedures as well as all regulatory requirements (e.g. Bank Secrecy Act, Know Your Client, Community Reinvestment Act, Fair Lending Practices, Code of Conduct, etc.).
• Client Centricity & Relationship Management - to understand a client's realities and growth ambitions, empathize with their challenges, earn trust and steward the relationship through advice & solutions catered to their unique and evolving focuses.
• Business Development - nurture existing client relationships, create new connections and win new business through best practices, networking and building relationships.
• Collaboration - collaborate with partners in PBB (GRM) and other divisions to win business and find the home best fitting the client and progress towards shared goals.
• Communication - actively, openly and effectively listen to understand client needs and articulately convey CNB products' value proposition.
• Critical Thinking - ability to analyze situations and translate them into insights that are used to make informed decisions and provide tailored advice for each client's individual situation.
• Adaptability - manage ambiguity and be able to quickly pivot to advise clients as necessary.
• Self-Organization & Effectiveness - ability to use tools and best practices to prioritize the right activities and deliver a consistent and exceptional client experience.
• Professionalism - conduct business in a highly proficient, polished manner fitting expectations of Preferred clients such as corporate executives.Must-Have*
  • Bachelor's Degree or equivalent
  • Minimum 3 years of direct sales experience required.
  • Minimum 3 years of experience in a financial institution required.Skills and Knowledge
    • Banking Products for Personal & Business clients - deep knowledge of CNB's offering, particularly those catered to Preferred, personal, or small business clients.
    • Regulatory / Compliance - strong understanding of the regulatory environment CNB operates in to manage risk and ensure compliance (includes deep knowledge of CIP and KYC)
    • Economic Environment - understanding of the economic environment and its impact on clients.
    • Personal & Business Financials - review financial statements to fully understand a client's financial health and advise accordingly.
    • Negotiation - ability to maintain a profitable relationship, balancing bank and client needs.
    • Policy & Procedures - knowledge of CNB's policies, procedures & regulatory obligationsCompensationStarting base salary: $65,296 - $104,304 per year. Exact compensation may vary based on skills, experience, and location. This job is eligible for bonus and/or commissions.*To be considered for this position you must meet at least these basic qualificationsThe preceding job description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.Benefits and PerksAt City National, we strive to be the best at whatever we do, including the benefits and perks we offer our colleagues. Get an inside look at our Benefits and Perks.INCLUSION AND EQUAL OPPORTUNITY EMPLOYMENTCity National Bank is an equal opportunity employer committed to diversity and inclusion. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status or any other basis protected by law.ABOUT CITY NATIONALWe start with a basic premise: Business is personal. Since day one we've always gone further than the competition to help our clients, colleagues and community flourish. City National Bank was founded in 1954 by entrepreneurs for entrepreneurs and that legacy of integrity, community and unparalleled client relationships continues to drive phenomenal growth today. City National is a subsidiary of Royal Bank of Canada, one of North America's leading diversified financial services companies.#CA-DH
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Keywords: CFA Institute, Merced , Relationship Manager I, Executive , Sunnyvale, California