Healthcare Relationship Manager 4

Overview

Old National Bank has been serving clients and communities since 1834. With over $70 billion in total assets, we are a regional powerhouse deeply rooted in the communities we serve. As a trusted partner, we thrive on helping our clients achieve their goals and dreams, and we are committed to social responsibility and investing in our communities through volunteering and charitable giving. 

We continually seek highly motivated and talented individuals as our people are critical to our success. In return, we offer competitive compensation with our salary and incentive program, in addition to medical, dental, and vision insurance.  401K, continuing education opportunities and an employee assistance program are also included in our benefit suite. Old National also offers a variety of Impact Network Groups led by team members who are passionate about driving engagement, creating awareness of diverse backgrounds and experiences, and building inclusion across the organization.  We offer a unique opportunity to join a growing, community and client-focused company that is firmly rooted in its core values.

Responsibilities

Job Summary

The Healthcare Relationship Manager is responsible for generating new loan and deposit business, according to assigned sales goals, by initiating and developing relationships with Healthcare industries, owners/operators, developers, and centers of influence particularly in the senior living space. The Healthcare Relationship Manager maintains acceptable credit quality and appropriate loan pricing. Individual portfolio management, credit underwriting acumen, and client relationship expansion, including partner referrals, are critical for success in this position.

Salary Range

The salary range for this position is $98,400 - $199,000 per year plus bonus. The base salary indicated for this position reflects the compensation range applicable to all levels of the role across the United States. Actual salary offers within this range may vary based on a number of factors, including the specific responsibilities of the position, the candidate’s relevant skills and professional experience, educational qualifications, and geographic location.

Key Accountabilities

Achieve Sales Targets

• Proactively identify and pursue healthcare organizations with financing needs greater than $10 million that also have complementary depository and treasury needs.
• Manages a portfolio of Specialty Banking Healthcare clients, serving as a key ongoing relationship contact for those clients.
• Works to achieve assigned personal sales goals through proactive activities and behaviors that lead to results.
• Aligns client and bank objectives and orchestrates organizational resources and referral partners to build collaborative, client-focused relationships.
• Uses a consultative selling approach to understand client needs and opportunities, including conducting pre-call planning, establishing rapport, interviewing for needs and opportunities, explaining features and benefits, overcoming objections and closing the sale.
• Leverages centers of influence to build a network and create a pipeline of business.

Loan Originations

• Ensures loan requests meet the requisite level as set forth under current loan standards by evaluating loan requests for proper purpose, structure and pricing.

• Interacts with portfolio clients to obtain required credit information for loan renewals, modifications, and/or new credit facilities.
• Structures loan terms adhering to credit policies and operating guidelines required by the Bank and Healthcare team.
• Interacts with Underwriters and Credit Officers to obtain prescreen and final credit approval.
• Works with clients, outside counsel, and internal loan processing teams to document and close loan transactions for portfolio clients.
• Seeks guidance and insight from other lenders and Executives to deliver the best possible loan terms for the bank and client.

Portfolio Management

• Manages a portfolio of customers satisfactorily, ensuring the relationships are maintained in a professional manner and monitoring of the portfolio meets current loan standards.
• Strives to meet or exceed average portfolio target by strengthening existing client relationships and fostering new relationships.
• Manages delinquencies and portfolio to ensure that classified credits are recognized timely and referred promptly to Special Assets.

Key Competencies for Position

Strategy in Action – Build your strategic mindset capability. 

• Breaks down larger goals into smaller achievable goals and communicates how they are contributing to the broader goal.
• Actively seeks to understand factors and trends that may influence role.
• Anticipates risk and develop contingency plans to manage risks.
• Identifies opportunities for improvement and seeks insights from other sources to generate potential solutions.
• Aligns activities to meet individual, team and organizational goals.  

Compelling Communication – Openly and effectively communicates with others. 

• Effectively and transparently shares information and ideas with others.
• Tailors the delivery of communication in a way that engages the audience and that is easy to understand and retain.
• Unites others towards common goal.
• Asks for others' opinions and ideas and listens actively to gain their support when clarifying expectations, agreeing on a solution and checking for satisfaction.

Makes Decisions & Solves Problems – Seeks deeper understanding and takes action. 

• Takes ownership of the problem while collaborating with others on a resolution with an appropriate level of urgency.
• Collaborates and seeks to understands the root causes of problems.
• Evaluates the implications of new information or events and recommends solutions using decisions that are sound based on what is known at the time.
• Takes action that is consistent with available facts, constraints and probable consequences.

Delights Clients – Continuously seeks and applies knowledge leading to a best-in-class client experience. 

• Passionately serves internal/external clients with excellence.
• Maintains a growth mindset staying current with developments and trends in areas of expertise influencing client satisfaction both internally and externally.
• Understands data, metrics and/or financial information, and how they tie to client satisfaction and business outcomes related to position, client and/or team.
• Nurtures client relationships by listening, prioritizing, and acting responsibly to meet client needs, mitigate risk and add shareholder value.

Qualifications and Education Requirements

• Bachelor’s Degree in Business, Accounting, or Finance and/or H.S. Diploma/GED with related experience
• Minimum 5 years of Healthcare, Corporate Sales or Underwriting experience.
• Exposure to working on deals ranging from $10MM - $50MM+ with the ability to support specialized complex loans.
• Must have significant industry experience within Healthcare (Senior Housing, CCRCs, assisted living facilities, skilled nursing centers, and/or hospitals).
• Demonstrated experience in tax-exempt lending.
• Thorough knowledge of accounting and legal principles underlying the bank’s documents.
• Ability to orchestrate organizational resources by identifying key players, communicating relevant information, and building collaborative client-focused relationships.
• Possesses a thorough knowledge of Loan Standards, Loan Review Administration and Banking/OCC Procedures.
• Ability to work on multiple complex projects simultaneously, managing time and resources to ensure work is completed efficiently and within established timeframes
• Excellent written and oral communication skills
• Strong math aptitude, organizational and analytical skills
• Demonstrated ability to manage an assigned client portfolio
• Ability to demonstrate the successful expansion of existing relationships, management of credit risk, responsiveness to client needs, and independent execution of client calls on assigned portfolio of relationships
• Computer literate; fluency in Microsoft Office programs, Excel analysis required
• Strong problem-solving and follow-up skills with the ability to make independent decisions based on researched conclusions
• Knowledge of banking products, services, policies, procedures and regulations
• Position may require the need to travel to other Old National, client or meeting locations.

Key Measures of Success/Key Deliverables

• Achieve individual Relationship Manager goals for new loan/deposit production, fees, credit and deposit spread, and active utilization of Salesforce.

Relationship Manager roles may vary between RM II, RM III, RM IV, RM Senior – this position may be filled at a different level depending on the candidate’s qualifications and relevant experience.  Factors may include but are not limited to:

• Depth and breadth of prior and/or related commercial lending, business development, commercial credit and portfolio management in Healthcare Banking or similar Commercial market experience
• Number of consistent years with success and track record as a Healthcare Relationship Manager (or similar role) at the Bank or at another financial institution
• Demonstrated and proven ability to work through complex credits and/or other unique situations
• Well connected, known in market/region/industry, and influential in acquiring, deepening, and maintaining profitable client relationships through sales, prospecting and enhancing existing relationships
• Prior experience formally or informally coaching and mentoring peers while utilizing leadership skills
• Agile and prior proficiency to adapt if/when changes in sales practices and broader market and industry conditions are needed

Old National is proud to be an equal opportunity employer focused on fostering an inclusive workplace and committed to hiring a workforce comprised of diverse backgrounds, cultures and thinking styles. 

As such, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, status as a qualified individual with disability, sexual orientation, gender identity or any other characteristic protected by law. 

We do not accept resumes from external staffing agencies or independent recruiters for any of our openings unless we have an agreement signed by the Director of Talent Acquisition, SVP, to fill a specific position.

Our culture is firmly rooted in our core values.

We are optimistic. We are collaborative. We are inclusive. We are agile. We are ethical.

We are Old National Bank.  Join our team!