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Relationship Manager, Working Capital

Company: Pitney Bowes
Location: Houston
Posted on: May 16, 2022

Job Description:

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 trends.You will:

  • 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 basis.
  • 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 referral business.
  • 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 commercial lending.
    • 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 Disabilities link.

Keywords: Pitney Bowes, Houston , Relationship Manager, Working Capital, Executive , Houston, Texas

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