VP - Senior Relationship Manager

Our Organization: 

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

Job Overview/Purpose: 

Responsible for the business development and customer management in an assigned area or market segment. Provide agricultural lending services to existing and potential large complex customers for Rabo Agrifinance, Inc. (RAF).  Find solutions for customer needs through offering RAF products and services. Evaluate customer’s needs, assess customer’s eligibility and suitability for certain products and negotiate acceptable product solutions utilizing product specialists as needed. Works with multiple person deal teams and Sr. Relationship Analysts to assure accurate presentation of the customer request and is within the credit policies and procedures established by the company. Recommends customer request and application to the Credit department for approval.

Have specialized in an industry segment to serve as an industry resource within RAF for that segment. Actively work with Regional and Senior management in identifying strategic growth opportunities for RAF.

Such responsibilities include but are not limited to:

  • Being the primary RAF contact for the origination and servicing of agricultural loans of customers off all sizes but primarily targeted at $5M and greater in size. Coordinate deal teams composed of department specialists throughout RAF in assisting the structuring, approval, closing and servicing of these large customers. 

  • Position yourself with customers as a knowledge provider by bringing in the Rabo worldwide perspective on markets, using other RAF services and Rabo Food and Agribusiness Research to set RAF apart from other loan providers in the market. 

  • Provide customers annually a presentation of how RAF services can increase their operations efficiency and profitability, be a provider of solutions for customers. 

  • Grow/maintain your portfolio to a minimum size of $100M and increase profit line each year. 

Team Leader Designation:

  • This designation indicates the position supervises Relationship Managers (RM) assigned to a team. Team Leaders will also supervise Relationship Analysts (RA) in the assigned team to assure they complete effective credit analysis and credit structures that support the customer needs while staying within RAF policies and procedures. The combined team will work with the RVP to guide loans through the approval, closing and servicing process. Team Leaders will also be responsible for their assigned teams carrying out any required portfolio servicing actions on their existing loan portfolios.

  • The Team Leader may also be assigned a portfolio of large loans to service personally in the team portfolio. The Team Leader is primarily responsible working with and through his team to deliver the annual portfolio goals assigned to the team.

  • Knowledge of both term and operating agricultural credit is required.  General knowledge of the agricultural industry is necessary.  A detailed understanding of RAF’s products, policies and procedures along with the ability to identify cross sell solutions to provide client value are essential.   Accountable for timely and accurate actions at all levels of the loan origination and servicing process.

Key Responsibilities and Accountabilities: 

MARKETING GOALS

The Senior RM will be assigned a portfolio of customers to manage their relationship with RAF and monitor the customer goals and needs to expand each relationship in a profitable manner. The Senor RM will have annual goals with the overriding goal to grow his portfolio and bottom line profit annually. Responsible for identifying marketing opportunities within your assigned territory to grow the RAF/Rabo brand name and enhance the image of Worldwide Food and Agribusiness Research to deliver Local Farm Financial Solutions.

LOAN PORTFOLIO GROWTH

Target the top 25% of agricultural producers to provide RAF solutions to their farm financial needs. Use RAF/Rabo products and services to create solutions for potential customers. Identify customer needs and sell solutions not price (low interest rates). Responsible to identify profitable potential customers who are sustainable/growing and the risk profile of the customer is acceptable to RAF.

NETWORK DEVELOPMENT

To annually grow your portfolio requires direct contact with existing customers to gain new client referrals. The Sr. RM is expected to develop new customer referrals by building relationships with appraisers, attorneys, CPA’s, ag retailers, product buyers, bankers, title companies, realtors and educators.  This includes RAF brand building by attending top producer trade shows, farm visits, ag-related seminars, local public events and other ag-related events to promote RAF effectively.

MARKETING PROGRAM

Senior RM will develop a target list of potential customers in the assigned area which will be contacted on a regular basis. Maintain the customer relationship management (CRM) documentation on prospects, inquiries, direct mail contacts, referrals, and clients to assist in marketing and the overall RAF marketing efforts.

CROSS-SELL SERVICES

The Senior RM is expected to annually target existing customers for expansion of RAF services. The more RAF services and products a customer utilizes the better chance of customer retention. The Senior RM will have annual goals increase the average products utilized per customer in his portfolio.

MARKETS R&R QUALITY FRAMEWORK

RM is responsible for developing a familiarity with the Markets R&R Quality Framework, relationship development including Client Selection, documentation of client calls and activity, involving Markets in the marketing process as appropriate, generally ensuring that suitable products are sold to suitable clients and the ongoing maintenance of the relationship to recertify client eligibility and reassess client’s suitability.

OTHER DUTIESActively mentors RA’s in customer relationship building.  Performs all other duties as assigned.

Must be familiar with and comply with laws, regulations and RAF 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.

Team Leader Designation:

In addition to the above, Team Leaders must,

  • Coach RM’s on team to improve marketing techniques

  • Monitor RM’s lead-based network and provide support

  • Provide direction to RM’s on complex credits

  • Work with the Marketing and Communications Department to coordinate trade shows, FAR events, or other marketing efforts

  • Oversee support personnel and provide guidance

RISK

  • 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 Rabobank anti-money laundering, compliance, and all other applicable laws.

CULTURE AND VALUES

  • Actively and consistently demonstrate applicable Rabobank Culture initiatives and commitments.

Job Skills and Knowledge: 

Essential:

  • Ability to read, analyze, and interpret risk in appraisals, financial statements, crop insurance reports, FSA reports and other customer data.

  • Successfully completed advanced credit/risk structuring course as identified by RAF or equivalent testing.  

  • Ability to communicate, market and sell RAF products. As shown by passage of RAF or External marketing courses or equivalent testing.

  • Successfully completed advanced relationship sales and marketing course as identified by RAF or equivalent testing.

  • Excellent communication skills required.  Must be able to manage cross organizational relationships and have completed managing priorities and relationship training course.

  • Experience in loan documentation including the perfection of liens and mortgages on real estate, crops, inventory, machinery and real property throughout RAF’s operating range. As shown by passage of RAF 360 modules and courses assigned by Training department in your Individual Development Plan.

  • Successfully completion of Visitor Week Program of AD KRM in Utrecht.  

  • Team Leader Designation:  Ability to manage and motivate others

Qualifications: 

Essential:

  • Bachelor’s Degree, with Masters preferred, with 10 or more years of experience with RAF or similar experience.

  • Computer proficiency with MS Word and Excel.

  • Must possess good human relations, communication skills and ability to exercise good judgment and work as a team member.

  • Must be able to work well under time constraints. 

  • Must be organized, detail-oriented and have a strong desire to succeed. 

  • Must have strong financial background

  • Must have extensive knowledge of all agricultural industry segments in geographic territory

We Offer: 

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:  

  • Medical 

  • Dental 

  • Vision 

  • Health care spending account 

  • Dependent care spending account 

  • Basic life insurance plus AD&D insurance 

  • Optional life insurance 

  • Short-term disability 

  • Long-term disability 

  • 401(k) program 

  • Health and wellness seminars 

  • Tuition reimbursement  

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.

VP - Senior Relationship Manager

Type contract Fulltime
Vakgebied Customer & Product
Locatie Plant City (Verenigde Staten)
Referentienummer JR_00057230
Publicatiedatum 12 januari 2022

Meld je aan voor onze jobalert

Sollicitatieprocedure

    Upload
    Upload

    Waar we het verschil maken

    Vacatures die misschien ook bij je passen

    Nog niet de baan gevonden die bij je past?