Relationship Manager - Toronto, Canada - Rabobank

Rabobank

Verified Company

Toronto, Canada

2 weeks ago

Posted by:

Sophia Lee

beBee Recruiter

Description

Our Organization:

Rabobank Canada 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.

Job Overview/Purpose:

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.

Key Responsibilities and Accountabilities:

Sales Calling Strategy

Contribute to the development of lead generation for the own area or client group

Acquisition

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.

Analysis

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.

Contracts

Negotiate with clients on loan structure
Move the loan through the Customer Team, in accordance with the Stages of the Sales Process

Resource/Reference Utilization

Reference and utilize the Team Relationship Excellence (TREx) document and the Stages of the Sales Process as key foundational "learnings"

Salesforce

Utilize Salesforce as the
MAIN tool for work documentation

Relationship Management

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, agrelated seminars, local public events, and other agrelated 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.

Client Contact

Act as primary contact with the client
Set and manage client expectations of timing, process, interactions, and what is needed to move request forward

Product Information

Stay abreast of (internal) developments regarding products
Advise clients, annually, on those financial products (loans)

Cross-Selling

Keep track of all products and services other than those in the own area of expertise
Identify opportunities for crossselling
Followup on those opportunities

Projects

Define and/or plan and/or manage and/or execute assigned projects in the area of communication or marketing

Compliance

Organize and ensure the monitoring of the business, corporate, and external policies and regulations

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 RAF and Rabobank antimoney laundering, compliance, and all other applicable laws.

Culture and Values

Actively and consistently demonstrate the Eight RAF Cultural Practices

Job Skills and Knowledge:

Essential:

Knowledge of sensitivity of borrowers' financial information
Knowledge (extensive) of diversified production agriculture and livestock enterprises
Knowledge of relevant rules and regulations
Skilled in customer service
Skilled in information analysis
Skilled in business judgment and decisionmaking
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
Organizational Skills
Ability to process information
Ability to multitask

Qualifications:

Essential:

Bachelor's Degree
57 years of experience

We Offer:

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: