Relationship Manager Team Lead Asset Based Lending

Job Description

Position Overview

We are seeking a highly experienced and strategic Team Lead for our Asset-Based Lending (ABL) group. The ABL Team Lead is responsible for leading and managing the bank's ABL team of Relationship Managers, ensuring a strong credit portfolio and profitable customer relationships. The Team Lead should be a proven revenue generator and thought leader, with a track record of delivering meaningful business outcomes. This role involves overseeing portfolio management, and business development strategies to support the bank’s growth objectives while maintaining strong asset quality. The ABL Team Lead will work closely with internal and external stakeholders to structure, approve, and monitor ABL transactions, ensuring regulatory compliance and maximizing portfolio performance. Additionally, the ABL Team Lead will manage and mentor the ABL team, ensuring alignment with the bank's strategic goals and fostering a high-performance culture.  Emphasis placed on maximizing cross sell of bank products with existing and new customers.

Key Responsibilities

• Lead and manage a team of relationship managers, providing guidance, support, and mentorship to team members.
• Track and evaluate portfolio performance, identify emerging trends, and recommend actions aligned with IDB's strategic growth objectives.
• Oversee the team’s workflow by proactively managing client requests and ensuring the quality and timely completion of all credit deliverables, including client inquiries, periodic credit reviews, evaluation of all ABL diligence materials, and prompt updates to credit risk ratings.
• Manage and resolve portfolio issues relating to past due documentation, annual account reviews, expiring credit facilities, overdrafts, uncollected funds and advances.
• Contribute toward market wide vision and strategy, bringing deep understanding of Banking Industry and/or Customer Portfolio to represent customer trends and needs.
• Bring a business builder mindset driving the success of the portfolio through supervision of all portfolio management functions, crafting the strategic direction, and aligning resource allocation.
• Focus on developing profitable business strategies, cross-sell and fostering high-value client relationships within their client portfolio.
• Actively advocate for deals in client meetings and credit approval discussions, engaging thoughtfully and respectfully with business line and credit partners on deal structure, risks, and mitigants.
• Ensure proactive monitoring of client financial health and early identification of potential credit issues through adherence to credit risk policies, structuring sound transactions that mitigate risk while meeting client needs.
• Individually pursues business development efforts on aligned account(s) as part of direct KPI metrics expectations.
• Provide guidance, coaching, mentoring, and subject matter expertise to direct reports. Provide consistent feedback and effectively manage performance.

Qualifications

Required Qualifications

• 10+ years of banking industry expertise, with a strong background in Asset-Based Lending, including a strong understanding of collateral.
• Proven track record of building and managing a sales pipelines and driving high-value client engagements.
• Bachelor's degree in Finance, Business, or a related field required; MBA or other advanced degree is preferred. Formal Credit Training preferred.
• Deep financial product expertise across deposits, lending, payments, treasury management, and banking strategy and execution.
• History of consistently high-quality project delivery/leadership for large and complex engagements. Demonstrated ability to understand customers, influence/gain consensus, and manage risk
• Demonstrated understanding of current trends, buying patterns and insights within industry or portfolio of business; ability to balance business strategy and goals, customer needs, and business financial health
• Track record of leading negotiations and successfully closing deals with major clients, ensuring alignment with financial and operational objectives.
• Proven leadership skills, capable of motivating, developing, and managing a specialized team.
• Strong interpersonal and negotiation skills, with a track record of managing high-stakes client interactions effectively.
• Comprehensive knowledge of regulatory frameworks, credit policies, and operational risk controls relating to loan asset management.
• Proficiency with commercial banking platforms, loan tracking platforms and CRM tools such as Salesforce.
• Flexibility and a proactive mindset are key, as duties may evolve based on strategic initiatives.

Technology Skills:

• Strong technical skills including MS Office: Excel, Word and PowerPoint
• Prior experience with Salesforce and Core Banking systems is beneficial but not required. Other CRM experience is a plus.
• Jack Henry/SilverLake, FiServ banking application experience is a plus but not required.

Please note that this role requires on-site presence, while the Bank has a hybrid schedule it is dependent on the position, the hiring manager and business needs. Some roles may require to be 4-5 days in the office.

Compensation

The expected annual salary for this position is between $180,000 and $240,000 at the start of employment. A salary offer is determined on an individualized basis, taking into consideration factors such as an individual’s skills and experience. In addition to base salary, our total rewards package also includes eligibility for an annual bonus, medical, pharmacy, dental, and vision plans, life and disability insurance, employee wellness program, retirement and savings plans with employer contributions, generous holiday and paid time off schedules, parental leave, and tuition reimbursement.