Relationship Manager, Working Capital
Company: Pitney Bowes
Posted on: May 16, 2022
At Pitney Bowes, we do the right thing, the right way. As a
member of our team, you can too.
We have amazing people who are the driving force, the inspiration
and foundation of our company. Our thriving culture can be broken
down into four components: Client. Team. Win. Innovate.We actively
look for prospects who:
* Are passionate about client success.
* Enjoy collaborating with others.
* Strive to exceed expectations.
* Move boldly in the quest for superior and best in market
solutions.Job Description:You are:The Relationship Manager, Working
Capital position will be responsible for bringing in new business
relationships to the bank as well as maintaining and growing
existing relationships. The position will be responsible for four
key areas: a) Business Development activities; b) Customer
Segmentation and Profiling; c) Center of Influence development to
increase referral activities; d) Partnership development with
internal networks in an effort to expand the business "household"
through client profiling and introductions to key internal partners
in shipping and logistics. The position will focus on building
relationship with companies with annual revenues generally in the
$5-50million range and directly "own" all credit exposures up to
$10,000,000. The RM will be directly involved in the credit
decision process and must review financial information to discuss
- Active involvement and timely completion of a structured and
targeted Business Development model which includes prospect
letters/e-mails, site visits, phone calls, industry research and
regularly scheduled follow-up. Segmenting of the prospects into
industry categories, follow-up dates, prospect comment history,
etc. is required and will be discussed with management on a regular
- Specific Customer Segmentation and On-Boarding activities as
set by management with reporting. Customer Segmentation will
include regularly scheduled visits to clients on a weekly basis
with profiles completed over time to develop stronger relationships
that lead to a "Trusted Advisor" status and resulting household and
referral business. On Boarding activity will involve monitoring
scheduled contact within the first 90 days of any new relationship
to include introduction of Senior Management, the Portfolio Manager
and Client Specialist.
- Develop a strong Center of Influence network to generate high
quality referrals. This will include developing and leveraging the
network of our existing clients with specific tactics as well as
developing a core group of outside COI's.
- Actively refer business opportunities to internal partners,
including those specifically related to shipping, mailing, carriers
and intermediaries such as third-party logistics providers, freight
auditors, brokers, etc. Also you may be expected to work with
external partners who provide products and services to our clients.
Objective is to increase our "relationship" or "household" status
with our clients, which will lead to improved retention rates and
- Prepare for regular "check-ins" with your manager with detailed
reporting on the activities described above related to Business
Development, Customer Segmentation and OnBoarding, COI Development,
Internal Partnerships, Pipeline Reporting, etc.
- Work along with your assigned Business Banking Portfolio
Manager, monitor your assigned loan and deposit customers for
payment and maturity past dues, overdrafts, future maturing loans,
closed accounts, etc. Loan Delinquencies will be actively worked
starting at 10 days past due and there will be an expectation of no
matured past dues monthly with minimal use of short-term extensions
to avoid past dues. Be prepared to respond to manager questions
related to these issues at any time.
- Active participation in Group Sales Meetings with sharing of
success stories, difficulties, suggestions for improvements in the
process that will benefit the group.
- Active participation in pipeline meetings, with detailed
knowledge of deals and ability to communicate status and updates
effectively.Your background:As a Relationship Manager, Working
Capital, you have:
- Formal Credit Training preferred with 5+ years of experience in
- College degree with 5 years relevant work experience in
business banking or commercial banking.
- Understanding of working capital loans and lines of credit with
monitoring including ability to review client prepared borrowing
base certificates, receivable/payable agings, field exams, annual
and interim financial statement trends including key ratios.
Ability to prepare a deal summary to summarize both financial and
non-financial aspects of a loan, to be reviewed by management and
the credit team. Also needs to understand other general commercial
loan products including equipment financing, SBA 7A and 504 loans
and Treasury Management solutions.We will:* Provide the opportunity
to grow and develop your career
* Offer an inclusive environment that encourages diverse
perspectives and ideas
* Deliver challenging and unique opportunities to contribute to the
success of a transforming organization
* Offer comprehensive benefits globally ()Pitney Bowes is an Equal
Employment Opportunity/Affirmative Action Employer that values
diversity and inclusiveness in the workplace.
Women/Men/Veterans/Individuals with Disabilities/LGBTQ+ are
encouraged to apply.
All interested individuals must apply online. Individuals with
disabilities who cannot apply via our online application should
refer to the alternate application options via our Individuals with
Keywords: Pitney Bowes, Houston , Relationship Manager, Working Capital, Executive , Houston, Texas
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