Relationship Manager Sr_RBC

The RBC Relationship Manager role focuses on acquiring and managing small business and personal relationships within an assigned geography, collaborating with RBC USWM Financial Advisors to deliver City National Bank's capabilities to their clients and prospects. The position requires strong communication and presentation skills to educate advisors on small business financial needs, build trust, and facilitate qualified client introductions. Key responsibilities include business development, client acquisition and retention, and delivering exemplary service, with success measured by growth in relationships, deposits, fees, and loans. 

• Acquire and facilitate new small business and personal relationships while managing a portfolio of existing clients to achieve sales goals (deposits, lending and fee income), while effectively managing sales and credit pipelines.
• Develop a defined strategy for engaging RBC USWM Financial Advisors (and other internal and external partners) for client introductions, education and follow-up to ensure fully qualified client introductions.
• Manages a portfolio of existing clients and actively deepens client relationships through cross-selling efforts, often with the RBC USWM Financial Advisor and other SME relationship colleagues.
• Deliver an exceptional & consistent client experience – ensure client needs are met, escalations resolved appropriately, & consistent delivery centered on key areas of client needs.
• Improve Sales & Banking Acumen – committed to continuously developing stronger banking acumen and sales practices through collaboration with SME colleagues and leveraging internal training resources.
• Capture holistic view of client’s needs – draw insights from data to provide sound financial advice (strategies, products / solutions); conduct discovery activities with existing clients to grow current book e.g., deposits, credit, services.
• Business & Risk Management – maintain awareness of updates to policies and procedures, stay within delegated lending authorities. Ensure that decisions made are consistent with all Bank policies and procedures, as well as applicable regulations, and that the risk associated with those decisions can be effectively managed.
• Interacts in an effective and professional manner with all levels of CNB and RBC personnel, corporate and bank clients demonstrating commitment to quality client service.
• Client Centricity & Relationship Management – to understand a client’s realities and growth ambitions, empathize with their challenges, earn trust and steward the relationship through advice & solutions catered to their unique and evolving focuses.
• Represents the Bank by actively participating in outside civic and community affairs, business and industry-related organizations, and other professional activities as appropriate.
• Complies fully with all Bank Operational and Credit policies and procedures as well as all regulatory requirements (e.g. Bank Secrecy Act, Know Your Client, Community Reinvestment Act, Fair Lending Practices, Code of Conduct, etc.).
• Responsible for an intermediate to large-sized business banking portfolio with moderate to high complexity.
• Accountable for portfolio growth including loans, deposits, and fee income.
• The focus of the position is on one or more of the following areas: maintains existing customers, new business development, credit judgment, and loan structuring.
• Customers tend to have complicated lending requirements often involving term loan agreements or revolving credit lines.
• Monitors accounts to identify potential credit problems and assure proper loan documentation.
• Portfolio range typically $20-40MM.

• Do you have a Bachelor's Degree or equivalent
• Minimum 10 years of direct sales experience required
• Minimum 10 years of experience in a financial institution required

Additional Qualifications

• Banking Products for Personal and Business clients - deep knowledge of CNB's offering, particularly those catered to small business clients.
• Regulatory / Compliance - strong understanding of the regulatory environment CNB operates in to manage risk and ensure compliance. (includes deep knowledge of CIP and KYC)
• Economic Environment - understanding of the economic environment and its impact on clients.
• Business Financials - review financial statements to fully understand a client's financial health and advise accordingly.
• Negotiation - ability to maintain a profitable relationship, balancing bank and client needs.
• Policy &. Procedures - knowledge of CNB's policies, procedures & regulatory obligation.