Relationship Manager - Health Care Lending

• New Customer Transactions (BDO originated):
  
  
  
  • Have direct interaction with the originating Business Development Officer (BDO) on the closing process of new deals destined to be part of their portfolio (as method of deal familiarization); this includes being responsible for assuring accuracy in loan documentation.
  
  
  
  
• Existing Customer Transactions (within an assigned RM portfolio; growth as well as maintenance activity):
  
  
  
  • Conduct proactive negotiation and development of credit strategies regarding renewals, extensions, modifications, waivers, remedial action and new credit requests (non-BDO prompted transactions).
  • Prepare and present transactions to approval authorities in an effective manner.
  • Close the transaction in an efficient manner, ensuring accuracy within the documentation.
  
  
  
  
• Portfolio Expansion and Retention:
  
  
  
  • Primary contact with customer; ability to gain customer loyalty and expand existing accounts, both depository and lending products.
  • The RM must have effective people skills conducive toward establishing close connections with their customers.
  • Formulate and update Retention Strategies (determine frequency, followed by execution of onsite customer visits). Travel Required.
  
  
  
  

Portfolio Monitoring and Maintenance:

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  • Obtain periodic financials, monitor trends, and continually verify the quality of assigned loans. The RM must have the ability to conduct effective and comprehensive financial analysis. The RM is responsible for discovering adverse trends in a proactive manner.
  • Continually monitor compliance with all aspects of Loan Agreements and promptly identify instances of default.
  • Resolve and minimize any past dues and exceptions (especially toward Quarter-end reporting periods)
  • Alert management on deteriorating situations in a timely manner.
  • Complete standardized reports that cover compliance, risk assessments and grading rationale. The RM is responsible for the accuracy of risk grades.
  • Ensure compliance, preservation and adherence to Government Guaranty requirements.
  • Serve as Lead Agent on syndicated deals interacting with participants when needed.
  
  
  
  
• Remedial Management:
  
  
  
  • Formulate and implement strategies on distressed healthcare loans (in consultation with special assets division).
  • Periodically update progress on strategy and promptly alert management of deterioration.
  
  
  
  
• Interaction, Communication, Training and Conferences:
  
  
  
  • Interact with personnel and representatives from credit, approval, loan administration, appraisal, construction management, treasury management, work-out management, upper management, healthcare consultants, accounting firms, loan review, bank regulators, government agencies and bank attorneys.
  • Provide assistance and consultation for complex healthcare credits to professionals in all divisions of the bank.
  • Maintain knowledge and stay well informed on the complexities and inherent risks of the healthcare industry (seek appropriate training to stay abreast on accounting rules, regulations and overall governance). Travel Required.
  • Attend industry conferences for not only educational purposes, but also for branding and marketing purposes. Travel Required.
  
  
  
  

Position Requirements:

• Bachelor's degree and 5 years experience in commercial banking preferred.
• Healthcare Lending and Credit Underwriting experience a significant plus.
• Proficient knowledge of understanding financial analysis trends and loan structure (knowledge of C&I loan structure highly preferred, knowledge of loan structure regarding healthcare nuances a strong plus).
• Demonstrate ability to read, interpret and negotiate complex attorney prepared loan and collateral documentation
• Proven history of excellent communication and customer relations
• Ability to respond appropriately to customer inquiries in a fast paced environment
• Ability to multi-task under intense deadlines
• Strong written and verbal skills
• Work autonomously/independently and make conclusions in a timely manner
• Problem identification and resolution
• Ability to work with senior management both internal and external
• Computer proficient including Microsoft office products
• Understanding of complex corporate financials
• Ability to generate creative solutions to complex situations
• Develop loan structures & financial products to meet various borrowers needs in their specific industry sub-set
• Ability to deal with problem loan identification and workout strategy