Work Location:
New Britain, Connecticut, United States of America
Hours:
40
Line of Business:
Personal & Commercial Banking
Pay Detail:
$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.
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Job Description:
The Sr. Relationship Manager serves the needs of the community commercial banking business, customizing a broad range of products and services to meet the financial needs of TD's customers. The job acquires, develops and manages commercial banking relationships by providing customized solutions across different commercial segments to build a strategy that is right for the customer now, and in the future with a focus on growing the portfolio by providing financial solutions and developing new business from both existing and new customers.
The role is a trusted advisor who, with sensitivity to the customer's operating environment, structures and packages practical and competitive solutions that demonstrate an understanding of their financing, cash management and overall business needs to add value to the customer's portfolio.
Depth & Scope:
- Recognized as top level expert within the company in a customer segment or product/service line with responsibility for identifying and interpreting trends in the market to structure portfolios and get results
- Develops new business with prospects that have the largest and most complex credit needs in assigned portfolio segment
- Defines new approaches to sell and deliver solutions
- Anticipates emerging customer trends as a basis for recommending products and services and expanding the business
- Highly sophisticated understanding of customer needs and competitor offerings that contribute to the direction of the business line or segment
- Oversees the management and activities of large accounts and related servicing teams
- Manages the most strategic relationships that are characterized by significantly complex products and services provided and/or takes a significant business development focus
- Solves unique problems with broad impact on the business segment and financials
- Develops and implements new and innovative approaches to the sales process, including negotiation of terms and approaches to account management - provides expert advice internally and externally
- Impacts a range of sales achievement for largest accounts and relationships and a significant part of one or more business lines
- Communicates complex ideas, anticipates potential objections and persuades customers; negotiates significant terms
- Provides leadership guidance, makes recommendations and collaborates with business to ensure solutions meets the business needs on a complex project or program
- Identifies and leads problem resolution for project/program complex requirements related issues at all levels
Education & Experience:
- Undergraduate degree
- 10+ years relevant 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
- Effective negotiation skills
Customer Accountabilities:
- Responsible for growth goals (loans, deposits, fees), both individually and within the team, through development of new business Customers and cross selling existing Customers as well as an established network of resources
- Makes sales calls and may coordinate sales calling efforts, gather related financial and general business information as directed, coordinate financial analyses needed to make credit decisions
- Contributes and/or provides recommendation to loan decision process based on evaluation of credit risk and other key factors from Credit Management
- Negotiates specific terms and conditions and communicate credit decisions to prospects and Customers as directed by policy and/or credit approval
- Leads all aspects of relationship management for an assigned portfolio /segment and/or geography
- Delivers exceptional customer service at every interaction and execute on plans to continuously improve the customer experience
- Acts as a trusted advisor expected to meet the needs of customers by providing creative products / solutions
- Actively uses sales platforms to build a robust understanding of customer / target needs, industries, and markets
- Understands customer's operating environment, structure unique financing, cash management and overall business needs to add value to the customer
- Actively generates referrals to all business partners in the Bank to help meet the comprehensive financial needs of TD customers
- Develops a clear retention plan for assigned portfolio deposits and loans within the specified territory
- Possesses and constantly enhances expert knowledge of the market, customers, and broader economic factors
- Identifies and responds to changes in the business environment and establishing action plans to address customer issues and priorities
- Identifies customer / prospect referral opportunities to internal Bank partners that meet customer needs
- Develops community relationships and membership in civic and professional organizations, including active participation in networking events
Shareholder Accountabilities:
- Develops / implements sales strategies to proactively attract, acquire and retain customers / sales opportunities and referrals, to increase profitability and enable business growth
- Plans and executes business development activities, review and communicate results, and adjust tactics accordingly
- Promotes and offers full suite of products, sales, services and banking capabilities
- Assesses credit requests to determine risk and make appropriate recommendations for structuring credit deals
- Contributes to credit applications with a high quality of risk assessment, credit structure, due diligence, and credit presentation
- Contributes to business objectives for Operational Excellence
- Supports the timely and accurate completion of business processes and procedures
- Protects the interests of the organization - identify and manage risks, and escalate non-standard, high risk transactions / activities as necessary
- Ensures documentation that is prepared / completed is accurate and properly reflects client / business intentions and is consistent with relevant rules / regulations
- Identifies, suggests and actively participates in process improvement opportunities
- Actively manages relationships within and across various business lines/ corporate and/or control functions and ensures alignment with enterprise and/or regulatory requirements
- Participates in cross-functional / enterprise initiatives as a subject matter expert helping to provide guidance for complex situations
- Ensures necessary due diligence to support the accuracy of all customer transactions / activities
- Keeps abreast of emerging issues, trends, and evolving regulatory requirements and assess potential impacts
- Maintains a culture of risk management and control, supported by effective processes in alignment with risk appetite
- Assumes responsibility to minimize operational and regulatory risk by complying with Bank and industry Code of Conduct
Employee/Team Accountabilities:
- Participates fully as a member of the team, supports a positive work environment that promotes service to the business, quality, innovation and teamwork and ensures timely communication of issues/ points of interest
- Provides thought leadership and/ or industry knowledge for own area of expertise in own area and participates in knowledge transfer within the team and business unit
- Keeps current on emerging trends/ developments and grows knowledge of the business, related tools and techniques
- Participates in personal performance management and development activities, including cross training within own team
- Keeps others informed and up-to-date about the status / progress of projects and / or all relevant or useful information related to day-to-day activities
- Contributes to team development of skills and capabilities through mentorship of others, by sharing knowledge and experiences and leveraging best practices.
- Leads, motivates and develops relationships with internal and external business partners / stakeholders to develop productive working relationships.
- Contributes to a fair, positive and equitable environment that supports a diverse workforce
- Acts as a brand ambassador for your business area/function and the bank, both internally and/or externally
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 Securities offers a wide range of capital markets products and services to corporate, government, and institutional clients who choose us for our innovation, execution, and experience. With more than 6,500 professionals operating out of 40 cities across the globe, we help clients meet their needs today and prepare for tomorrow. Our services include underwriting and distributing new issues, providing trusted advice and industry-leading insight, extending access to global markets, and delivering integrated transaction banking solutions. In 2023, we acquired Cowen Inc., offering our clients access to a premier U.S. equities business and highly-diverse equity research franchise, while growing our strong, diversified investment bank. We are growth-oriented, people-focused, and community-minded. As a team, we work to deliver value for our clients every day.
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
If you are an applicant with a disability and need accommodations to complete the application process, email the TD Bank US Workplace Accommodations Program at USWAPTDO@td.com. Include your full name, best way to reach you, and the accommodation needed to assist you with the application process.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.