Corporate Banking Relationship Manager

Under the direction of the Manager, this role serves as the primary contact between Bank of Hawaii and their assigned clients and is responsible for the overall client relationship with the bank. This position leads the team in management of the client relationship, which includes management of client risk, understanding of client priorities and positioning appropriate bank solutions. Responsible for risk associated with clients covered by the team and monitors and manages the credit risk of each relationship with the support of the Wholesale Credit Group. Assists in business unit’s compliance with applicable laws, regulations, regulatory requirements and Bank policies and procedures, including but not limited to those related to Fair Banking, Anti-Money Laundering laws and regulations, Bank Secrecy Act and USA PATRIOT Act.

Markets appropriate credit and non-credit products. Meets annual sales goals.
• Builds business relationships and positions bank solutions with clients and prospects that meet Corporate Banking’s objectives.
• Develops client relationships and marketing strategies and leads the client team in execution of these strategies. Internally communicates client strategies as appropriate.
• Executes a disciplined calling plan for prospective clients to include product partners and executive management.
• Builds internal and external referral sources to further sales goals. Regularly attends networking and business-community events to build personal brand and network.

Manages existing client relationships.
• Develops long-term, mutually profitable business relationships with Corporate Banking clients. Creates client relationship strategies and leads the client team in execution of the strategies. Communicates strategies internally as appropriate.
• Leads the client team to manage relationships according to the client management process, which includes conducting in-person calls with all relationship clients on a quarterly basis (at minimum) and recording the results of the calls.
• Provides current and forward-looking information to facilitate the completion of risk-based work.
• Makes credit and other product recommendations to meet client needs.
• With the assistance of Portfolio Management Officers and Wholesale Credit, completes credit write-ups, asset quality reports, large borrower reports, risk rating re-grades and other risk-based work.

Manages the risk (including credit risk) of each client relationship.
• Ensures borrower and transaction risk ratings are accurate and promptly changed to reflect current credit risk; responsible for ensuring the system of record accurately reflects current risk ratings.
• Regularly assesses and evaluates company management, business operations and industry Management, Industry, Business and Evaluation (“MIBE”) and completes / updates the Client Information Sheet.
• Works with the Commercial Products Manager, Portfolio Management Officer and Wholesale Credit Group to obtain timely and appropriate credit approvals.

• Performs other miscellaneous responsibilities and duties as assigned.

MINIMUM QUALIFICATIONS:
1. Education: Bachelor’s degree in business or related area from an accredited institution or equivalent work experience.
2. Experience:

Level I: Minimum 3 years of commercial lending or commercial credit experience.

• Commercial credit underwriting preferred.
• Sales / marketing experience in corporate or business relationship management.
• Relevant product and service knowledge and loan work out training and/or knowledge helpful.
• Must have thorough understanding of all aspects for financial statements and their analysis including cash flow lending.

Level II: Minimum 4 to 5 years of commercial lending or commercial credit experience.

• Commercial credit underwriting preferred.
• Sales / marketing experience in corporate or business relationship management.
• Relevant product and service knowledge and loan work out training and/or knowledge helpful.
• Must have thorough understanding of all aspects for financial statements and their analysis including cash flow lending.

Level III: Minimum 7 years of commercial lending or commercial credit experience.
• Commercial credit underwriting preferred.
• Sales / marketing experience in corporate or business relationship management.
• Relevant product and service knowledge and loan work out training and/or knowledge helpful.
• Must have thorough understanding of all aspects for financial statements and their analysis including cash flow lending.

Level IV: Minimum 10 years of commercial lending or commercial credit experience.
• Commercial credit underwriting preferred.
• Sales / marketing experience in corporate or business relationship management.
• Relevant product and service knowledge and loan work out training and/or knowledge helpful.
• Must have thorough understanding of all aspects for financial statements and their analysis including cash flow lending.

3. Technical Skills: Demonstrated proficiency with personal computers in a networked environment and Microsoft applications (Outlook, Word, Excel, Access and PowerPoint) or similar software. Knowledge of or ability to use Bank software and systems. Must have a thorough understanding of all aspects for financial statements and analysis, including cash flow lending.
4. Other Job Qualifications: Excellent writing, speaking, and presentation skills. Well- developed analytical and problem-solving skills. Must have the ability to express complex ideas in concise and simple terms. Able to make critical decisions independently. Possesses strong networking and business development skills. Has solid product knowledge and business acumen. Able to build strong working relationships and partnerships across the organization with a collaborative and consultative approach. Team player. Must be able to provide own transportation or to operate a vehicle with a valid driver’s license and commute as required. Travels by air as required. Able to work flexible hours including holidays, weekends and evenings as needed or assigned.

As a Bank of Hawaii employee, you ensure (or assist with ensuring) compliance with applicable laws, regulations, regulatory requirements and Bank policies and procedures, including but not limited to those related to Fair Banking, Anti-Money Laundering laws and regulations, Bank Secrecy Act and USA PATRIOT Act.

Delivering exceptional customer experiences is at the heart of what we do at Bank of Hawaii. We listen, understand and deliver what our customers need to help them build a better tomorrow.

We are an EEO/AA employer, including disability and veterans. For Bank of Hawaii's full EEO statement, please visit https://www.boh.com/careers.