Investors Bank Director Small Business & Relationship Banking in Short Hills, New Jersey

Requisition Number
4052
Job Title
Director Small Business & Relationship Banking
Location(s)
Short Hills Corporate
Full Time/Part Time
Officer Full-Time
Job Description

POSTION OVERVIEW

Responsible for managing the bank's Small Business Relationship team. In this role, the leader will own the management and expansion of deposit and loan relationships for commercial with annual sales revenue of $2 million to $10 million generating a deposit portfolio and a related commercial loan portfolio. This team will drive significant growth in primary operating relationships, commercial loans, cash management, related personal loan and deposit business through direct calling and portfolio management in an effort to expand current and acquired relationships. This role will also be responsible for working closely with the Director of Retail Banking to coordinate calling and business development activities between the Small Business Relationship Bankers and Branch Managers.

  • Sales

Drive the growth in the small business, professionals and fiduciary deposit business portfolio. Achieve line of business revenue goals while ensuring that all processes, procedures and staff are effectively meeting individual and team goals; Implement and manage sales initiatives to meet sales and referral targets based on individual and team performance; Support branch teams in the areas of new business development, portfolio management and growth and aggressively respond to referrals. Main focus on client management, report management and portfolio growth. Drive cross-sell of bank products and services through a consultative needs based selling approach. Using more advanced techniques, meet the financial needs of both the business and principals while managing the Bank's cost of funds through a new account opening process that focuses on relationship building.

  • Client Relationships

Establish business line on-boarding practices and ensure prompt, efficient and courteous service; Develop and execute strategies to generate new low cost escrow/business/personal deposits. Develop and present relevant business proposals to acquire new relationships with new customers and/or prospects. Ensure team delivery of exceptional customer service, ensuring continued customer satisfaction and retention of existing clients; Dedicate his/her financial knowledge and banking expertise to the community by sitting on non-profit boards and participating in associations within the business community; Attend various industry and trade organization meetings to promote the bank and its products.

  • Coaching/Development
Supervise the behavior, processes, and goals of all relationship managers on their team. Coach and develop sales and relationship management skills to better support client needs. Coordinate strategy between Investors Middle Market, CRE Lending and the retail franchise across footprint.
  • Sales and Portfolio Maintenance and Reporting

Supervise reporting within assigned market and team; Manage all sales and service related activities involving client on-boarding, reporting, and tracking of all books of business; Monitor call reports designed to achieve a high cross sales ratio and client management system; Provide Executive Management with reports on all phases of portfolio, books of business and new production.

  • Line of Business Ownership

Full profit and loss responsibility includes budget creation and management, serve on relevant bank committees and participate in key initiatives and ensure alignment with the bank's credit policies and workflows to deliver effective and timely credit decisions.

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Requirements
  • Bachelor's degree in Finance or Business required. Masters Degree Preferred
  • Formal credit training required
  • 15-20 years of credit, relationship banking and commercial lending experience required. Experience in leading a team of Senior Sales professionals is required.
  • Extensive knowledge of account opening procedures and documentation requirements
  • Strong sales and communication skills
  • High degree of attention to detail
  • Proficiency with Microsoft Office suite (knowledge of Microsoft Access not required)


Investors Bank is an Equal Opportunity Employer and takes pride in maintaining a diverse environment. All qualified applicants will receive consideration for employment without regard to their race, color, religion, gender, national origin, age, sexual orientation, marital or protected veteran status, disability, or any other legally protected status.