Relationship Manager - Bilingual (English and Japanese)

GENERAL SUMMARY: 

Develops and manages relationships with corporate clients with emphasis on origination business and portfolio risk in the assigned business segment.    Presents a range of corporate banking product solutions to meet client needs and closes sales. Provides responsive, quality service.  May be assigned to geographic areas and/or specific services. Approves transactions within delegated authority.  Manages overall relationship profitability and portfolio risk. 

ESSENTIAL FUNCTIONS: 

• Formulates and implements a business development plan and calling schedule for each client or prospect following the Bank’s business development strategy. Identifies business opportunities and solicits referrals from other business segments. Researches market area including relevant industries as part of development and implementation of an overall marketing plan. Prepares for calls by developing a strong understanding of company, industry, business and needs. Sets objectives for each relationship in terms of revenue contribution, deposit growth, RORA, and collaboration with relevant business units across MUSO.

• Maintains close contact with existing customers; calls on existing or prospective clients and meets with their financial officer(s).  Discusses and promotes all range of corporate banking products and services. Discusses financing opportunities and general business conditions; assists in forecasting clients' finances and develops solutions to serve their financial needs. Brings in product specialist, as necessary, to help problem solve or structure a transaction.

• Negotiates transactions; prices products within targeted rate of return; documents and closes transactions, ensuring conformance with Bank policy and regulatory requirements.  Exercises sound credit and risk judgment in presenting transactions for approval.  Presents transaction recommendations to senior management.  Ensures the quality of all business introduced to the Bank. 

• Interfaces with other Bank units as necessary.   Defines responsibilities and coordinates objectives for all product areas in a relationship or transaction.  Resolves all client needs and interfaces with other departments to resolve any customer concerns.

• Monitors and analyzes relationship plan results and account activities. Determines client profitability. Establishes and maintains relationships with industry contacts and key strategic partners.  Makes recommendations regarding accounts to be further developed or eliminated. Prepares a variety of reports for management. 

• Timely and effectively monitors the assigned portfolio for quality, risk and adherence to policy to ensure the early detection of credit quality changes. Analyzes problem credits and meets with client to develop solution(s) to minimize loss exposure.  Performs on-going credit reviews and provides timely assessment and communication of credit quality changes to maintain accurate risk grading; pro-actively recommends, develops and administers effective action plans for managing adversely graded relationships to minimize credit risk/cost. 

• Maintains an awareness of competitive products, practice rates and changes in market area. 

• 8. Prepares timely credit recommendations, coordinates amendments and renewals.  Performs periodic credit rating reviews. Ensures the integrity and completeness of documentation in conformance with generally accepted regulatory requirements and established policies and procedures. 

• May serve as a product specialist acting as a technical consultant to clients and Relationship Managers in various business segments and geographic locations.  May develop and conduct client and employee training sessions and informal updates.  Provides guidance to junior level Relationship Managers and Credit Analysts. 

• Participates in civic and community affairs as appropriate. 

• It is the individual responsibility of every employee to maintain a current awareness and understanding of appropriate banking laws, regulations, internal policies and procedures, and to comply fully with those laws, regulations, policies and procedures. 

• Supports departmental and cross-functional initiatives and performs other duties and responsibilities as assigned by management. 

SPECIFICATIONS: 

Minimum qualifications outlined below: 

• Degree in Finance, Business Administration or Economics; or equivalent combination of education and experience. 

• Accomplished sales and marketing skills.  Good understanding of all products applicable to target client segment.  Advanced knowledge of financial analysis techniques. Ability to structure financial products and facilities to meet the special needs and circumstances of clients and prospects. Able to detect positive and negative financial and operational trends or developments. Capable of developing sound financial and operational forecasts. 

• Excellent credit skills and thorough knowledge of the credit process in order to constantly monitor assigned accounts. Thorough corporate credit policies and procedures as well as working knowledge of regulations specific to banks. Strong credit analysis and accounting skills. 

• Strong customer orientation with proven record of responding promptly to customer needs.  Self-driven, motivated and results oriented. 

• Excellent analytical skills. Ability to thoroughly and effectively analyze complex financial issues and develop/coordinate appropriate solutions. Excellent ability to conduct in-depth industry analysis and information on key industry players. Demonstrated ability in problem solving and negotiation with special emphasis on closing deals. 

• English and Japanese Bilingual skills needed.  Superior verbal and written communication skills (in both English and Japanese – professional level). Experience writing reports and business correspondence. Ability to deliver well-organized, clear presentations in groups and in one-on-one conversations; fosters open communication, listens actively. Ability to effectively negotiate with other departments/divisions to achieve organizational objectives. Ability to effectively respond to questions from customers, regulators, auditors, and employees in a clear and concise way. 

• Excellent organization and planning skills.  Ability to plan, organize and handle multiple concurrent transactions/projects simultaneously.  Ability to plan and schedule work to meet both long-term and short-term time frames.  High level of flexibility and confidentiality with ability to adapt to changing conditions. Ability to prioritize activities to effectively achieve results. 

• Excellent team orientation with the ability to understand the perspective and priorities of others. Capable of working well under pressure, independently and in teams to accomplish the goals of the department.  Ability to develop and maintain relationships with all appropriate departments/divisions of the Bank.  Proven track record of working with all levels of senior management. 

• Flexibility to work variable hours due to the workflow. 

• Excellent knowledge of Word, Excel, PowerPoint and databases. 

• The above statements are intended to describe the general nature and level of work being performed. They are not intended to be construed as an exhaustive list of all responsibilities and skills required of personnel so classified. 

• Bilingual (English and Japanese) 

The expected base salary ranges from $120,000 - $130,000. Salary offers are based on a wide range of factors including relevant skills, training, experience, education, and, where applicable, certifications and licenses obtained. Market and organizational factors are also considered. In addition to salary and a generous employee benefits package, successful candidates are eligible to receive a discretionary bonus.