AVP, Retail Relationship Manager

Cathay Bank; Irvine (CA); On-site; USD 94,000 - 108,000; Full time

Benefits offered by this job

Full-time

Competitive benefits package

Job summary

Cathay Bank in Irvine, CA is seeking a Retail Relationship Manager focused on business development (90%) and portfolio management (10%) for new and existing business clients. You will solicit new relationships, grow deposits and loans, and cross-sell bank products while working primarily outside office locations.

The role requires 3–5+ years in banking sales, strong negotiation and communication skills, 50% travel, and a proven ability to source leads and close deals.

Qualifications

• Minimum 50% travel.
• College graduate or equivalent work experience preferred.
• 3–5+ years of sales and business development experience in banking, with knowledge of lending and underwriting.

Responsibilities

• Solicit new business through outside calls and referrals.
• Develop a business relationship development plan with market analysis.
• Meet annual deposit, loan, and fee income goals set by retail management.
• Coordinate with Treasury Management, Business Banking, and other partners to match client needs with solutions.
• Prepare loan/financial packages for underwriting and serve as primary client contact.

Skills

Outside sales

Relationship building

Networking

CRM

Education

College degree

Tools

CRM

Job description

People Drive Our Success

Are you enthusiastic, highly motivated, and have a strong work ethic? If yes, come join our team! At Cathay Bank – we strive to provide a caring culture that supports your aspirations and success. We believe people are our most valuable asset and we proudly foster growth and development empowering you to achieve your professional goals. We have thrived for 60 years and persevered through many economic cycles due to our team members’ drive and optimism. Together we can make a difference in the financial future of our communities.

What our team members are saying:

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GENERAL SUMMARY

The Retail Relationship Manager, primary responsibility is business development (90%) and portfolio management (10%) of new and assigned business clients. This includes identifying and acquiring new quality business relationships, business deposit and loan growth, generating fee income and cross selling to assigned business client portfolio. This position is expected to be an outside sales position, meaning that the incumbent is expected to spend the majority (over 80%) of his/her work time away from the Bank’s offices sourcing 50% or more of leads themselves and meeting with clients and potential clients to sell the Bank’s products.

DIRECT REPORTS

This incumbent has no direct reports.

ESSENTIAL FUNCTIONS

• Proactively solicit new business relationships through calling efforts on prospects developed through referrals from existing clients, cultivation of key referral sources and prospect lists. Actively engage in networking opportunities/events to identify prospective new clients. This includes making outside sales calls to prospective clients.
• Develop and execute a business relationship development plan. The plan should include a comprehensive analysis of business opportunities, market and industry, business client requirements, and sales activity.
• Each Retail Relationship Manager has assigned annual deposit, loan, fee income, new account acquisition, and partner referrals goals as established by retail management.
• Work closely with business partners: Treasury Management, Elavon, Business Banking, Commercial, FX, International, Mortgage, and Wealth Management to ensure that business prospects and client’s needs are properly matched with appropriate depository, lending, treasury, and investment solutions.
• Prepare complete loan/financial packages for underwriting, which includes, but not limited to application, tax returns, financial statements, legal entity documents and any other pertinent business and/or property information. Serves as point of contact for client communication, loan processing, and follow up.
• Manage business prospects/clients, sales pipeline, opportunities, sales activities, and business relationship profiles through Sales Management (CRM).
• Reviews client’s accounts and assigned portfolios to identify, evaluate and determine the appropriate course of action for potential cross sell opportunity. Follow a disciplined relationship development process by identifying steps/strategies necessary to effectively maintain and build relationships with clients and prospects. Consult with manager on strategies and adjusting as needed.
• Ensure compliance with Bank, regulatory and credit requirements with emphasis on best-in-class client service while adhering to required timeframes from the client.
• Partner with branch management and staff to help educate and train with business solutions and to identify new business opportunities.
• Answer all product-related inquiries from potential clients, branch/lending personnel and outside sales contacts.

QUALIFICATIONS

• This position requires a minimum of 50% travel.
• Education: College graduate with major in related fields or equivalent work experience strongly preferred.
• Experience: 3-5 +years of sales and business development experience in banking, basic knowledge of treasury management products and services, lending experience and knowledge of lending regulations and credit/underwriting practices, preferred. Experience working as an outside business development professional with proven record of acquiring businesses with revenue from $2mm to $20mm and above is preferred.
• Ability to generate new business through a consultative sales approach.
• Must possess strong negotiation (rates, terms, collateral requirements) experience.
• Must possess business and lending experience in either a retail or commercial banking environment.
• Must have knowledge and understanding of Bank’s credit policy, risk management, and underwriting requirements.
• Must have strong knowledge and understanding of banking products and services and have demonstrated ability to cross-sell such products.
• Skills/Ability: PC proficiency. Excellent verbal and written communication skills. Bilingual (English/Mandarin or Cantonese) a plus but not required. Ability to work well independently to source new business. Must be organized and detail oriented and able to multi-task. Ability to work effectively in a fast paced, high production and team environment. Excellent time management skills and accustomed to working with deadlines. Ability to assume responsibility and accountability for decision-making. Ability to communicate effectively with all levels of Bank personnel.

Pay Range: $94,000 - $108,000

Learn more about us at cathaybank.com

Cathay Bank offers itsfull-timeemployees a competitive benefits package which is a significant part of their total compensation. It is our goal to provide employees with a comprehensive benefits package to fit their needs which includes, coverage for medical insurance, dental insurance, vision insurance, life insurance, long-term disability insurance, and flexible spending accounts (FSAs), health saving account (HSA) with company contributions, voluntary coverages, and 401(k).

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Cathay Bank is an Equal Opportunity and Aff…

We welcome applications for employment from all qualified candidates, regardless of race, color, ethnicity, ancestry, citizenship, gender, national origin, religion, age, sex (including pregnancy and related medical conditions, childbirth and breastfeeding), reproductive health decision-making, sexual orientation, gender identity and expression, genetic information or characteristics, disability or medical condition, military status or status as a protected veteran, or any other status protected by applicable law.

Cathay Bank endeavors to make www.CathayBank.com accessible to any and all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please contact, Mickey Hsu, FVP, Employee Relations Manager, at [phone] or [e-mail] contact information is for accommodation requests only and cannot be used to inquire about the status of applications.

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This employer is required to notify all applicants of their rights pursuant to federal employment laws.For further information, please review the Know Your Rights notice from the Department of Labor.