Senior Relationship Manager - Middle Market (Cleveland, Ohio)

Overview

This role is responsible for new business development and relationship management focused on middle market companies with sales of $50 million or greater, targeting the greater Cleveland, Ohio area. The position generates revenue by developing and maintaining client and prospect relationships and coordinating a team-based approach to produce deal flow and manage relationships end to end. Product specialists and operational support are available (including capital markets, rates and FX derivatives, treasury management, credit underwriting, and transaction approvals/processing), but the relationship manager remains accountable for all aspects of the client relationship.

Responsibilities

• New Business Origination: Develop and maintain relationships to generate direct deal flow; coordinate the team approach to approve and close new deals to grow assets and revenues while optimizing profitability (ROE).
• Relationship Management: Partner with assigned portfolio managers; engage with sponsors and borrowers to generate ideas and identify relevant opportunities to expand the relationship.
• Strategic Planning: Partner with regional leadership to create strategic plans for the group; develop action plans to achieve objectives, including setting and tracking individualized goals for each team member related to production and revenue; forecast results for management based on existing pipelines.
• Credit Quality: Work with assigned portfolio managers to proactively monitor credit quality by gathering timely financial statements, monitoring required ongoing reporting/compliance, analyzing financial information, and taking or recommending appropriate corrective actions within acceptable levels. Maintain responsibility for managing the bank’s risk exposure within acceptable levels.
• Maintaining Knowledge: Stay current on industry trends and market conditions that could impact the Sponsor Coverage group and assigned portfolio of relationships and borrowers.

Requirements

• High School Diploma or equivalent (required)
• 10+ years of commercial financing or equivalent lending experience (required)
• Established relationships and demonstrated direct origination track record with relevant companies
• Expertise in negotiating, structuring, and closing complex loans
• Proven ability to generate significant cross-sell revenues
• Strong analytical and credit skills

Preferred Qualifications

• Bachelor’s degree
• Formal credit training

Job Competencies

• Expert knowledge of commercial lending credit, underwriting, and loan structuring
• Strong analytical skills to understand financial and cash flow analyses
• Highly developed negotiation skills, with excellent verbal and written communication
• Experience using a calling strategy to actively call on prospects/clients and build a personally developed network of clients and potential clients through various centers of influence
• Proficiency in Microsoft Office applications, including Word and Excel
• Ability to build and maintain effective relationships with internal and external stakeholders through clear communication, proactive collaboration, and leveraging cross-functional insights
• Ability to align relationship building efforts with enterprise goals to drive strategic results
• Ability to build trusted client relationships by identifying needs and delivering tailored solutions
• Demonstrated support for a positive work culture and productive work environment

Compensation & Benefits

• Pay range: $131,611.50 - $219,478.00
• Benefits include access to medical, dental, vision, life, and disability insurance, plus a comprehensive leave program.
• Actual starting base pay is determined based on location, experience, and other non-discriminatory factors permitted by law. Total compensation may also include variable incentives, bonuses, commissions, or other awards as outlined in the offer of employment.

Location

• Work From Home (OH), 43004
• Target area: greater Cleveland, Ohio
• Some travel may be required.

Physical Demands (ADA)

The role requires a moderate degree of physical exertion and stamina such as standing, sitting, walking, driving, or infrequent lifting.

Equal Opportunity

An Equal Opportunity Employer; welcomes qualified applicants including protected veterans and individuals with disabilities.