Job Description

Job Title

Sr. Relationship Manager

As a Sr. Relationship Manager in the California & Southwest region you will play a key role in promoting Rabobank and Rabo AgriFinance to farms and producers in one of the most productive agricultural regions in the world. Your role on the team will be to acquire new clients and work with existing clients to achieve the return objections of the region.

You and Your Job:

As a VP – Senior Relationship Manager you will be responsible for the business development and customer management in an assigned area, sector or market segment. Provide agricultural lending services to existing customers for the bank. Find solutions for customer needs through offering bank products and services. Evaluate customer’s needs, assess customer’s eligibility and suitability for certain products and negotiate acceptable product solutions utilizing product specialists as needed. Works with multiple-person deal-teams and Financial Analysts to assure accurate presentation of customer requests and operates within the credit policies and procedures established by the company. Recommends customer requests and applications to the Credit department for approval.

Being the primary contact for the origination and servicing of agricultural loans of customers off all sizes but primarily targeted at $5M and greater in size. Coordinate deal teams composed of department specialists throughout the company in assisting the structuring, approval, closing and servicing of customers. Position yourself with customers as a knowledge provider by bringing in Rabobank’s worldwide perspective on markets, using other company services and Rabobank Food and Agribusiness Research to set the Bank apart from other loan providers in the market. Provide customers annually a presentation of how Bank services can increase their operations efficiency and profitability, be a provider of solutions for customers. Grow/maintain your portfolio to a minimum size of $150M and increase profit line each year.

Job Responsibilities:

MARKETING GOALS

• Manage a portfolio of customers and their relationship with the Bank and monitor the customer goals and needs to expand each relationship in a profitable manner.
• The Senior RM will have annual goals with the overriding goal to grow their portfolio and bottom-line profit annually.
• Responsible for identifying marketing opportunities within their assigned territory to grow the Bank's brand name and enhance the image of Worldwide.
• Food and Agribusiness Research to deliver Local Farm Financial Solutions.

LOAN PORTFOLIO GROWTH

• Target the top 25% of agricultural producers to provide banking solutions to their farm financial needs.
• Use banking products and services to create solutions for potential customers. Identify customer needs and sell solutions; not price them (low interest rates).
• Responsible for identifying profitable potential customers who are sustainable/growing and have a risk profile that is acceptable to the Bank.

NETWORK DEVELOPMENT

• To annually grow your portfolio requires direct contact with existing customers to gain new client referrals.
• The Senior RM is expected to develop new customer referrals by building relationships with appraisers, attorneys, CPA’s, ag retailers, product buyers, bankers, title companies, realtors and educators. This includes bank brand building by attending top producer trade shows, farm visits, ag-related seminars, local public events and other ag-related events to promote the Bank effectively.

MARKETING PROGRAM

• The Senior RM will develop a target list of potential customers in the assigned area, sector or market segment which will be contacted on a regular basis.
• Maintain the customer relationship management (CRM) documentation on prospects, inquiries, direct mail contacts, referrals, and clients to assist in marketing and the overall marketing efforts of the Bank.

CROSS-SELL SERVICES

• The Senior RM is expected to annually target existing customers for expansion of company products and services.
• The Senior RM should drive customer retention through the offering of products and services that add value to the client and their operations.
• The Senior RM will have annual goals aimed at increasing the average products utilized per customer in his or her portfolio.

MARKETS R&R QUALITY FRAMEWORK

• The Senior RM is responsible for developing a familiarity with the Markets R&R Quality Framework, relationship development including Client Selection, documentation of client calls and activity, involving Markets in the marketing process as appropriate, generally ensuring that suitable products are sold to suitable clients and the ongoing maintenance of the relationship to recertify client eligibility and reassess client’s suitability.
• Actively mentors Financial Analysts in customer relationship building.

Manager Responsibilities:

As a Rabo NA leader you will have continuous opportunities to further your professional growth and development through traditional learning paths and programs, connection-points with senior leaders, peer-to-peer interactions, stretch opportunities, an alumni program and more. You will have the opportunity to interact with and learn from leaders all over the world.

Your Promise to Us:

To be considered for the VP – Senior Relationship Manager role, you must have:

• Bachelor’s degree with Master preferred.
• 7+ years’ experience.
• Ability to read, analyze, and interpret risk in appraisals, financial statements, crop insurance reports, FSA reports and other customer data. Ability to communicate, market and sell banking products.
• Successfully completed advanced credit/risk structuring course as identified by the Bank or equivalent testing. Successfully completed advanced relationship sales and marketing course as identified by the Bank or equivalent testing.
• Excellent communication skills required.
• Must be able to manage cross organizational relationships and have completed managing priorities and relationship training course.
• Ability to travel regionally, more than 50%.
• Legally authorized to work in the United States on a full-time basis. Rabobank is unable to sponsor or take over sponsorship of an employment visa for this position.

Our Commitment to you – cultivating your way beyond pay:

Rabobank welcomes employees and applicants from all backgrounds and is committed to fostering an inclusive environment that leverages the diverse strengths of our workforce. This enables us to exceed the expectations of our clients and customers while ensuring a healthy and safe environment for our staff.

We believe your well-being extends far beyond just a paycheck and should encompass your health, happiness, and satisfaction. To meet these needs, Rabobank offers a flexible hybrid working model and continually evaluates and enhances our benefit offerings to ensure they are comprehensive, competitive, and provide you with the options and flexibility you need.

Our employee benefits are focused on four main components:

• Physical Well-Being includes our commitment to your Health and Wellness. Medical, Dental and Vision plan coverages are effective on your date of hire. Rabo offers multiple plan options and a full network of providers to best meet your needs.
• Financial Well-Being provides for your Retirement + Savings + Security. We love seeing your retirement plan balance grow just as much as you do! That’s why you can start participating in the 401(k) plan on your date of hire. Plus we match 50% of the first 6% you contribute to your 401(k) plan for US Employees. Rabo also contributes an additional 3% of your eligible pay in Safe Harbor contribution and up to 3% in annual Discretionary Profit Sharing contributions.
• Emotional Well-Being ensures your Work + Life balance. We offer a generous paid time off program to full time employees: up to 20 days of vacation time, 5 days of additional time off plus 7 sick days and 11 US holidays annually (based on hire date during the calendar year). In addition, Growing a Better World Together requires wanting the best for our employees and their families and our communities. To do that, we offer both the time and financial support to give back to the community through our Dollars for Doers, Helping Hands and Gift Matching programs. (All paid time off is subject to company accrual and carryover policies.)
• Workforce Well-Being supports a hybrid working model that offers the flexibility to split your time between home and the office—typically 2 days remote and the remaining days onsite—promoting both productivity and personal well-being.

Our Organization:

Rabobank Group is a global financial services leader providing wholesale and retail banking, leasing, and real estate services in more than 37 countries worldwide. Founded over a century ago, Rabobank today is one of the world’s largest banks with over $678 billion in assets.

In North America, Rabobank is a premier corporate and investment bank to the food, agribusiness, commodities and energy industries in the United States, Mexico, and Canada. Rabo AgriFinance, a subsidiary of Rabobank, is a leading financial services provider for farmers, ranchers and agribusinesses in the United States and Canada. Together, we provide sector expertise, strategic counsel and tailored financial solutions to clients across the entire value chain. Visit www.RabobankNA.com

Salary Expectations:

Target Hiring Range: $125,000.00 - $190,000.00

This position is subject to the terms of [RAF/Rabobank/RDS]’s compensation plans and policies. It is anticipated that the position will pay within the target hiring range. The range is reflective of the desired primary physical work location and may be adjusted outside of the projected range based on geographical differentiation if the actual work location of the hired candidate differs from the desired primary location, or for other lawful reasons. Further, all full-time regular positions include all other benefits provided to [RAF/Rabobank/RDS] employees, including healthcare benefits, 401k matching, vacation, sick leave, parental leave, possible discretionary bonuses and all other benefits that are all governed by and subject to ERISA plan documents and eligibility.

Rabo provides equal opportunity in employment to all employees and applicants and does not discriminate on the basis of race, color, creed, religion, national origin, ancestry, alienage or citizenship status, age, sex, sexual orientation, gender identity gender expression, marital status, genetic information, medical condition, physical or mental disability, pregnancy, childbirth or related medical condition, military service or veteran status, victims of domestic violence, or any other basis protected by applicable law. Rabo also prohibits harassment of any individuals on any of the bases listed above.

At Rabobank, we strive to grow a better world together. In order to achieve that, we have to have the right people in the right jobs. Are you ready to join our team?

This job posting has no fixed application deadline. We will accept resumes until a qualified applicant pool is identified.

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