Understanding the Role of a Relationship Manager in Non-profit & Institutional Banking
As the financial landscape continues to evolve, so too does the role of a Relationship Manager in the banking industry. Particularly in the non-profit and institutional banking sector, Relationship Managers play a vital role in fostering and managing relationships with commercial clients. This role involves presenting product solutions tailored to client needs, providing quality service, and approving transactions within delegated authority. Relationship Managers are also responsible for managing overall relationship profitability and portfolio risk, and driving the profitable growth of the assigned portfolio. They achieve this through active calling efforts, customer referrals, delivering an exemplary level of service, identifying customer needs, and maintaining an active calling program.
Key Duties and Responsibilities
A Relationship Manager in the non-profit and institutional banking sector wears many hats. They are responsible for identifying, developing, and building profitable relationships with prospects and customers in line with the bank’s objectives. They work actively with customers and prospects consistent with the bank’s credit culture, proactively identifying, and working with customers to maintain the credit quality standards of the bank.
Relationship Managers work collaboratively with other departments within the bank to provide customers and prospects with recommended solutions. They participate in both internal and external community activities as representatives of the bank, attracting new colleagues and customers.
They also prepare a Relationship Plan and calling schedule for each client or prospect in line with the strategic business development program. This includes identifying business opportunities, soliciting referrals of other bank products or services, and developing a strong understanding of the company, industry, business, and client needs to assist in customer calling efforts. They set objectives for each relationship in terms of revenue contribution and more.
Required and Additional Qualifications
To be a successful Relationship Manager in non-profit and institutional banking, there are several qualifications required. These include a Bachelor’s Degree or equivalent, a minimum of 3 years of lending experience, and a minimum of 3 years of credit experience. Additional qualifications include a good understanding of all products and services applicable to the target client segment, knowledge of commercial credit policies and procedures, and bank operations policies and procedures. Strong sales and marketing abilities, credit analysis, and accounting skills are also essential.
Compensation, Benefits, and Perks
The starting base salary for a Relationship Manager in this sector ranges from $92,114 to $156,880 per year, with exact compensation varying based on skills, experience, and location. The job is eligible for bonuses and/or commissions. Moreover, there are numerous benefits and perks offered, including comprehensive healthcare coverage, generous 401(k) company matching contributions, career development opportunities through tuition reimbursement, and other internal upskilling and training resources.
About City National Bank
City National Bank, founded in 1954, fosters an inclusive environment where all forms of diversity are valued and leveraged to make it a better company and employer. It is a subsidiary of Royal Bank of Canada, one of North America’s leading diversified financial services companies.
City National Bank is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sexual orientation, gender identity, national origin, disability, veteran status or any other basis protected by law.
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