VP - Senior Relationship Manager
Rabo AgriFinance LLC ("RAF") is a leading financial services provider for agricultural producers across North America. Solely focused on agriculture, RAF is part Rabobank, a global financial services leader offering wholesale, rural and retail banking services in more than 40 countries worldwide and one of the world’s largest banks, with over $650 billion in assets. Founded by Dutch farmers over a century ago, Rabobank remains true to our core mission: to create value for our customers, our employees, and the local communities where we do business. With over 40 offices across the U.S., RAF provides clients with knowledgeable local teams and exclusive access to global market research in a variety of sectors, including grains and oilseeds, protein and specialty crops
Identify opportunities in the market, contact new and potential clients and build and maintain relationships with potential and existing clients as well as analyze and assess the profitability and risk of (potentially) new loans (or other products), through full engagement with Salesforce Customer Relations Management (CRM) software, and within Rabo AgriFinance LLC (RAF) policy, CRM procedures, and within risk/credit guidelines, in order to maximize revenue.
Coaches junior Relationship Managers.
Key Responsibilities and Accountabilities:
Sales Calling Strategy
Contribute to the development of lead generation for the own area or client group
Stay abreast of and analyze the market and the market developments
Understand the definition and characteristics of the Leading Target Farmer (LTF)
Focus calling and acquisition efforts on the LTF.
Analyze and calculate the profitability and risk of selling loans/products to clients using the RAF RM RAROC/Pricing model.
Assess Profits and Losses and risk associated with each client wallet share, and impact to the RM and Regional loan portfolio, with focus on improving wallet share and risk: reward ratio.
Negotiate with clients on loan structure
Move the loan through the Customer Team, in accordance with the Stages of the Sales Process
Reference and utilize the Team Relationship Excellence (TREx) document and the Stages of the Sales Process as key foundational “learnings”
Utilize Salesforce as the MAIN tool for work documentation
Develop, maintain, and expand a network of relevant internal and external relations (e.g., appraisers, attorneys, CPAs, agricultural retailers, product buyers, bankers, title companies, realtors, and educators)
Document these Center of Influence contacts in the Salesforce CRM.
Attend farm shows, farm visits, ag-related seminars, local public events, and other ag-related events
Incorporate Food and Agribusiness Research (FAR) into the customer and prospect relationship and calling efforts
Demonstrate strong knowledge of client/prospect agriculture industry
Become a trusted advisor to the customer.
Act as primary contact with the client
Set and manage client expectations of timing, process, interactions, and what is needed to move request forward
Stay abreast of (internal) developments regarding products
Advise clients, annually, on those financial products (loans)
Keep track of all products and services other than those in the own area of expertise
Identify opportunities for cross-selling
Follow-up on those opportunities
Define and/or plan and/or manage and/or execute assigned projects in the area of communication or marketing
Organize and ensure the monitoring of the business, corporate, and external policies and regulations
Coordination and Coaching
Monitor subordinates to assure complete effective credit analysis and credit structures
Oversees and coordinates activities for junior colleagues
Coach more junior Relationship Managers
Complete all mandatory training
Comply with code of conduct and Bank policies/ procedures
Actively identify incidents outside of established policies and procedures and report to management immediately
Must be familiar with and comply with laws, regulations and internal policies and procedures that are applicable to required job duties.
Understands and complies with all RAF and Rabobank anti-money laundering, compliance, and all other applicable laws.
Culture and Values
Actively and consistently demonstrate the Eight RAF Cultural Practices
Job Skills and Knowledge:
Knowledge of sensitivity of borrowers’ financial information
Knowledge (extensive) of diversified production agriculture and livestock enterprises
Knowledge of loan documentation (including perfection of liens and mortgages on real estate, crops, inventory, machinery, and real property)
Knowledge (extensive) of all agricultural industry segments in geographical territory
Knowledge of relevant rules and regulations
Skilled in customer service
Skilled in information analysis
Skilled in business judgment and decision-making
Skilled in risk analysis and interpretation
Skilled in sales and marketing techniques
Skilled in collaborative work/Teamwork
Skilled in oral and written communication
Skilled in business correspondence
Skilled in the use of MS Office Suite
Skilled in time management
Ability to process information
Ability to multi-task
People Management Competencies
Personnel and human resources knowledge
Management of financial resources skills
Management of material resources skills
Management of personnel resources skills
Time management skills
7+ years of experience
With healthcare and insurance costs on the rise, Rabo AgriFinance employees enjoy a first-class benefits package, featuring a selection of medical coverage and investment options to meet your personal needs. Our benefits program includes:
Health care spending account
Dependent care spending account
Basic life insurance plus AD&D insurance
Optional life insurance
Health and wellness seminars
Rabo provides equal opportunity in employment to all employees and applicants and does not discriminate on the basis of race, color, creed, religion, national origin, ancestry, alienage or citizenship status, age, sex, sexual orientation, gender identity, gender expression, marital status, genetic information, medical condition, physical or mental disability, pregnancy, childbirth or related medical condition, military service or veteran status, victims of domestic violence, or any other basis protected by applicable law. Rabo also prohibits harassment of any individuals on any of the bases listed above.
Consistent with this policy, Rabo embraces diversity and welcomes employees and applicants of all backgrounds. Our goal is to create an environment that is inclusive, drawing upon the strengths of the diversity of our workforce to exceed the expectations of our clients and customers.