Senior Relationship Manager

Work Location:

Coral Gables, Florida, United States of America

Hours:

40

Pay Details:

$141,960 - $213,200 USD

TD is committed to providing fair and equitable compensation opportunities to all colleagues. Growth opportunities and skill development are defining features of the colleague experience at TD. Our compensation policies and practices have been designed to allow colleagues to progress through the salary range over time as they progress in their role. The base pay actually offered may vary based upon the candidate's skills and experience, job-related knowledge, geographic location, and other specific business and organizational needs. 

As a candidate, you are encouraged to ask compensation related questions and have an open dialogue with your recruiter who can provide you more specific details for this role.

Line of Business:

Personal & Commercial Banking

Job Description:

The Middle Market (MM) Senior Relationship Manager (RM), Commercial Banking, is an external sales role that proactively executes integrated sales, service, and relationship strategies with responsibility for obtaining new and growing existing commercial relationships within the Middle Market target space. This role is the principal point of client acquisition and retention of existing and ongoing relationships. Relationship Managers work both independently and as part of the Middle Market Team to secure new and maximize existing profitable commercial relationships by cross selling the full range of TD's products and services, such as lending, treasury management, capital markets, investment services and other financial solutions.

Depth & Scope:

• Leads the formulation and implementation of long and short-term strategic plans and objectives to increase market share/penetration and maximize opportunities for growth throughout the marketplace
• Works independently to develop new business with prospects that have the largest and most complex credit needs in assigned portfolio segment
• Maintains or establishes largest portfolio segment and geography for growth goals (loans, deposits, fees), both individually and assisting the team, through development of new business Customers and cross selling existing Customers as well as an established network of resources
• Facilitates larger transactions and relationships referred to Commercial relationship management according to prescribed Bank parameters
• Makes calls independently and invites less experienced Relationship Managers to join as a development opportunity
• Contributes to the coaching, training, development and team leadership of less experienced Relationship Managers
• Makes and assists in sales calls, gathers financial and general business information and explains products and services offered
• Negotiates terms and conditions within parameters defined by credit decisions; finalizes loan agreements with prospects and Customers and closes sales
• Contributes and provides input to loan decision process based on evaluation of credit risk and other key factors from Credit Management
• Assists in issue resolution (including delinquencies and problem credits) and activities related to credit support and product partners to support the regional strategy
• Develops a clear retention plan for assigned portfolio deposits and loans within the specified territory
• Actively generates referrals to all business partners in the bank to help meet the comprehensive financial needs of entrepreneurs or borrowing entity
• Meets regularly with internal referral sources to establish business relationships and develops network of outside referral sources for new business
• Develops broader knowledge base of commercial and small business, other Company products and services, which may include loan policy, documentation, structuring and regulatory requirements
• Maintains frequent interaction with centers of influence, diverse industry segments, community leaders, and senior business contacts
• Develops community relationships, through CRA initiatives and membership in civic and professional organizations, including active participation in networking events
• Meets regularly with internal referral sources to establish business relationships and develops network of outside referral sources for new business
• Prepares and submits all reports may prepare management reports summarizing individual and team loan activity

Education & Experience:

• 4 year degree or equivalent experience
• 10+ years related experience
• In-depth understanding of commercial industry, business development techniques and credit decisions
• Proven business development track record, with proven ability to conceptualize and implement effective new business strategies
• Extensive network of outside referral sources for new business
• Excellent credit and financial analysis skills
• Refined negotiation skills
• Proven communication skills, both verbal and written
• Proven PC skills
• Demonstrated experience in Commercial & Industrial, Divestitures, Mergers & Acquisition loans
• Demonstrated experience in syndicated loans

Customer Accountabilities:

• Understands and supports the Bank's Customer Service Strategy
• Considers the impact of decisions on the well-being of TD, its customers and stakeholders
• Delivers legendary customer experiences – Provide the highest level of Customer service when dealing with internal partners, vendors or our Customers - WOW at every opportunity
• Leads and models quality service delivery at every interaction
• Leads and contributes to the ongoing improvement of the partner/Customer experience

Shareholder Accountabilities:

• Participates in civic activities to promote growth and development of the community and support a high, positive image for TD   
• Develops and maintains network of referral sources and centers of influence
• Maintains strong business relationships with referral sources and ensure they have current information on products and services
• Coordinates with internal business partners to maximize cross-selling and referral opportunities
• Supports business objectives to achieve excellence in the quality delivery of sales, service, and products aligned with “Best Run” concepts
• Participates in establishing and executing plans and goals for the Business to drive toward results.
• Successfully completes all required job specific, compliance-related training
• Understands, utilizes and follows compliance/risk and control programs; understands and applies the principles outlined in TD’s Risk Appetite statement
• Maintains knowledge of business strategies, programs and practices
• Ensures ongoing compliance with internal / external audit and regulatory requirements
• Provides prompt and comprehensive response to all external audit, regulator and compliance requests and findings
• Maintains appropriate records of action plans
• Achieves assigned sales goals; Contribute to overall strategic direction, process improvement and other initiatives
• Develops and maintains knowledge about TD’s products and services; maintain knowledge of new products and solutions, competition, markets and other trends

Employee/Team Accountabilities:

• Be engaged in advancing and sustaining a unique, inclusive culture that reflects TD’s diversity agenda, and creates an extraordinary employee experience
• Participates fully as a member of the team and contribute to a positive work environment
• Ensures ongoing communication with the team on issues / points of interest
• Actively shares information and knowledge and proactively learn from the expertise of others

Physical Requirements:

Never: 0%; Occasional: 1-33%; Frequent: 34-66%; Continuous: 67-100%

• Domestic Travel – Occasional
• International Travel – Never
• Performing sedentary work – Continuous
• Performing multiple tasks – Continuous
• Operating standard office equipment - Continuous
• Responding quickly to sounds – Occasional
• Sitting – Continuous
• Standing – Occasional
• Walking – Occasional
• Moving safely in confined spaces – Occasional
• Lifting/Carrying (under 25 lbs.) – Occasional
• Lifting/Carrying (over 25 lbs.) – Never
• Squatting – Occasional
• Bending – Occasional
• Kneeling – Never
• Crawling – Never
• Climbing – Never
• Reaching overhead – Never
• Reaching forward – Occasional
• Pushing – Never
• Pulling – Never
• Twisting – Never
• Concentrating for long periods of time – Continuous
• Applying common sense to deal with problems involving standardized situations – Continuous
• Reading, writing and comprehending instructions – Continuous
• Adding, subtracting, multiplying and dividing – Continuous

The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties and skills required. The listed or specified responsibilities & duties are considered essential functions for ADA purposes.

Who We Are:
TD is one of the world's leading global financial institutions and is the fifth largest bank in North America by branches/stores. Every day, we deliver legendary customer experiences to over 27 million households and businesses in Canada, the United States and around the world. More than 95,000 TD colleagues bring their skills, talent, and creativity to the Bank, those we serve, and the economies we support. We are guided by our vision to Be the Better Bank and our purpose to enrich the lives of our customers, communities and colleagues. 

TD is deeply committed to being a leader in customer experience, that is why we believe that all colleagues, no matter where they work, are customer facing. As we build our business and deliver on our strategy, we are innovating to enhance the customer experience and build capabilities to shape the future of banking. Whether you’ve got years of banking experience or are just starting your career in financial services, we can help you realize your potential. Through regular leadership and development conversations to mentorship and training programs, we’re here to support you towards your goals. As an organization, we keep growing – and so will you.

Our Total Rewards Package

Our Total Rewards package reflects the investments we make in our colleagues to help them and their families achieve their financial, physical and mental well-being goals. Total Rewards at TD includes base salary and variable compensation/incentive awards (e.g., eligibility for cash and/or equity incentive awards, generally through participation in an incentive plan) and several other key plans such as health and well-being benefits, savings and retirement programs, paid time off (including Vacation PTO, Flex PTO, and Holiday PTO), banking benefits and discounts, career development, and reward and recognition. Learn more

Additional Information:
We’re delighted that you’re considering building a career with TD. Through regular development conversations, training programs, and a competitive benefits plan, we’re committed to providing the support our colleagues need to thrive both at work and at home.

Colleague Development
If you’re interested in a specific career path or are looking to build certain skills, we want to help you succeed. You’ll have regular career, development, and performance conversations with your manager, as well as access to an online learning platform and a variety of mentoring programs to help you unlock future opportunities. Whether you have a passion for helping customers and want to expand your experience, or you want to coach and inspire your colleagues, there are many different career paths within our organization at TD – and we’re committed to helping you identify opportunities that support your goals.

Training & Onboarding
We will provide training and onboarding sessions to ensure that you’ve got everything you need to succeed in your new role.

Interview Process
We’ll reach out to candidates of interest to schedule an interview. We do our best to communicate outcomes to all applicants by email or phone call.

Accommodation

TD Bank is an equal opportunity employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, status as a protected veteran or any other characteristic protected under applicable federal, state, or local law.

If you are an applicant with a disability and need accommodations to complete the application process, please email TD Bank US Workplace Accommodations Program at [email protected].  Include your full name, best way to reach you and the accommodation needed to assist you with the applicant process.