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Small Business Relationship Manager

Company Name:
Key Bank
ESSENTIAL
job
FUNCTIONS:
The role of the SBRM is to service and grow existing client relationships, while acquiring new profitable client relationships. Utilizing the process of profiling, a SBRM must find solutions that meet the financial needs of the clients The SBRM will be responsible for functions that align with the Key Sales Process and Consultative Sales Process Framework (Opportunity Management, Needs Assessment, Present/Pitch, Fulfillment, and Follow Up) in daily work to create a positive Client Experience. This includes:
Opportunity Management:
Develops and maintains an in-depth knowledge of products and
services
as well as knowledge of competitive products and services
Calls Book of Business and system generated leads identified in the Customer Relationship Management (CRM) to prospect for cross sell and retention; documenting activities by updating the electronic profile
Expands book of business through a disciplined approach to prospecting and client retention
SBRM should spend the majority of their time acquiring, retaining, and deepening small business relationships
Needs Assessment:
Leverages business acumen to create specific consultative value to clients and referral sources that is a competitive advantage in the market
Develops new and expands existing client relationships by participating in business development activities, proactively reviewing clients current and changing financial needs, and promoting KeyBank products and services
Delivers distinctive client experience through a complete understanding of the client needs by asking open ended and probing questions, using active listening skills and focused conversation
Completes and maintains electronic client profiles using the Client Experience (CE) Desktop
Actively develops a comprehensive understanding of client needs by using Keys CRM system to gather and document client data and assess their financial needs
Present/Pitch:
Collaborates with business partners by making referrals and conducting joint calls to deepen the client relationship.
Promotes and cross-sells products and services to clients by informing clients of products, services, special promotions, and provides appropriate financial solutions
Actively listens to concerns, presents a clear concise picture and provides the client with a tailored solution to close the sale
Fulfillment:
Effectively partners with centralized credit center to complete accurate submissions, proper restructures of submissions, appeal opportunities and manage continuous improvement of overall process
Accurately completes new account documentation and system input according to Keys policies and procedures
Ensures that new customer relationships consistently meet all compliance requirements
Follow-Up:
Ensures ongoing contact with new clients to enhance clients initial experience with Key
Maintains and calls on a small business client book of business to deepen relationships
Additional Responsibilities:
Actively participates in branch team meetings
Mentors other branch employees, as requested by the Branch
manager
May require automobile travel to meet with clients at various off-site locations
REQUIRED QUALIFICATIONS:
High School Diploma or equivalent business related experience
Minimum of two years experience in financial services to include developing current and new customer relationships, achieving sales goals and building referral sources
Proficiency in sales and service techniques with consumers and small businesses, including tele-consulting, outside calling, prospecting and networking
Demonstrated ability to leverage internal and external referral source to further promote KeyBank business
Demonstrated communication skills and ability to work within a team environment
Strong financial acumen
Demonstrated knowledge of small business or commercial lending including: Balance Sheet analysis, Income Statement Analysis, Cash Flows Analysis, Collateral Analysis, and Leverage Analysis.
Demonstrated knowledge of consumer credit including Loan to Value ratios, Debt to Income ratios, and Credit Report Analysis
Ability to leverage internal relationships with business partners resulting in successful new business development
Working knowledge of PC (MS Windows and Office Products including Word, Excel, etc)
Ability to work branch hours to include weekends and occasional evenings
Must have access to reliable transportation to facilitate travel outside of the branches, including outside sales calls
Note: Employees in this
position
are required to comply with all rules and regulations of The Secure and Fair Enforcement for Mortgage Licensing Act of 2008 (The SAFE Act).
PREFERRED QUALIFICATIONS:
Undergraduate degree in a business related field

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