Job of the Month:
Commercial Banking
Relationship Manager
Lori Goben, Vihar Sheth, Jessica Burke
September 28, 2010
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Lori Goben
ƒ
Commercial Banking Relationship Manager
for U.S. Bank in Commercial Banking
ƒ
Overland Park, KS
ƒ
Tenure with U.S. Bank: 10½ yrs
ƒ
Tenure as Commercial Banking RM: 8 yrs
ƒ
Something most people don’t know about
your job:
– “Sometimes it takes years and years of
consistent calling efforts on a company
before they are ready to do business with
you. There are companies I have been
calling on for 5 years before they decide to
switch their banking relationship to us. We
also attend a lot of evening functions and
events, and take work home, so it is not an
8-5 job.”
3
Vihar Sheth
ƒ
Commercial Banking Relationship Manager
for U.S. Bancorp Community Development
Corporation (CDC) in Finance
ƒ
St. Louis, Missouri
ƒ
Tenure with U.S. Bank: 7 years
ƒ
Tenure as Commercial Banking RM: 3 years
ƒ
Something most people don’t know about
your job:
– “The Community Development Corporation is
a wholly-owned subsidiary of U.S. Bancorp. It
doesn't make loans like many groups in the
Bank, but instead invests equity in exchange
for various types of tax credits. With these
investments, the CDC then becomes a
limited partner in a partnership for between 5
and 15 years. I learn something new every
day and needed every bit of my experience
as a project manager at the CDC to be
successful in my current role.”
4
Jessica Burke
ƒ
Commercial Banking Relationship Manager
for Consumer Banking
ƒ
Boise, ID
ƒ
Tenure with U.S. Bank: 6 years
ƒ
Tenure as a Commercial Banking RM:
2 years
ƒ
Something most people don’t know about
your job:
– "There is a huge learning curve! My job isn't
just about commercial lending, it's about
creating a long lasting bond and managing
every aspect of the banking relationship
from Treasury Management and Merchant
Services to Private Banking and
Collections. It requires a broad
understanding of all areas of bank and the
ability to communicate well with a variety of
personalities."
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Commercial Banking Relationship
Managers at U.S. Bank
ƒ Grade levels: 12-16
ƒ Approximate Number of Employees in this Job: 650
ƒ Commercial Banking Relationship Managers are located
across the country
ƒ Typically found in, but not limited to, the following business
lines: Consumer Banking, Commercial Banking,
Commercial Real Estate and Finance.
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Job Summary
ƒ Manages relationships with Commercial Banking, Corporate Banking,
or Community Banking commercial customers.
ƒ Grows revenue as directed by senior management by successfully
prospecting for new business and retaining and expanding existing
customer relationships.
ƒ Approves loans within assigned limits, manages loan and portfolio
credit quality, sources prospects and develops new customer
relationships.
ƒ Provides financial advice to customers and sells appropriate bank
products and services to those prospects and clients.
ƒ Identifies and successfully capitalizes on cross-sell opportunities and
makes appropriate referrals.
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Qualifications, Preferred Skills &
Experience by Level
ƒ Entry-Level
– Bachelor's degree, or equivalent work experience
– One to three years of commercial lending experience
– Strong relationship management and business
development/sales skills
– Well-developed analytical and problem-solving skills
– Basic knowledge of credit and credit quality
– Basic knowledge of bank products and services
– Ability to work effectively with individuals and groups in
managing customer relationships
– Excellent presentation, verbal and written communication skills
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Qualifications, Preferred Skills &
Experience by Level
ƒ Mid-Level
– Five to seven years of commercial lending experience
– Two or more years of management/supervisory experience
– Thorough knowledge of credit and credit quality
– Thorough knowledge of bank products and services
ƒ Senior Level
– 10 or more years of commercial lending experience
– Four or more years of management/supervisory experience
– Considerable knowledge of credit and credit quality
– Thorough knowledge of bank products and services
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Career Development Resources - Learn
ƒ Enterprise-wide required training on the U.S. Bank Learning Center
ƒ Leader Resources
ƒ Additional internal and external training resources, such as:
– Harvard Resources
– Online learning and development resource
for all employees
– More than 40 topic areas, from writing and presentation skills
to career and time management
– Access Harvard Resources from work or home
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Career Development Resources - Plan
ƒ Resources to help you build your career development plan,
including:
– worksheets to help you formulate your short- and long-term career
goals
– development plan templates
– tips for writing an effective plan
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Career Development Resources - Network
ƒ Development Network
– Available to all employees
– Personal and Professional development programs and
community involvement events
ƒ Mentor Connect
– Self-directed mentoring program
– Utilizes innovative Web-based tool to match mentors and
mentees
ƒ Leader Forums
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Building Your Career at U.S. Bank
ƒ New program created by the Development Network called, “Building
Your Career at U.S. Bank.”
ƒ Creating a viable career path is only one part of planning your career.
Learning how to make yourself more visible in the organization and
establishing a network of people to help advance your career is just as
essential. Learn some simple steps to develop and utilize your own
network right here at U.S. Bank.
–
–
–
–
Clarify your career values, skills, interests and goals.
Determine who to include in your personal network.
Identify formal or informal mentors.
Identify key experiences within your current role that could provide the
greatest learning.
– Leverage available programs and tools to your fullest advantage.
ƒ Watch your local Development Network
chapter page for this program to be offered in
your area.
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Q&A with Panelists
ƒ Do you have questions for today’s panelists?
– Press *1 to ask a question. Please pick up handset
when asking a question. This will ensure the best
possible audio quality and volume.
– Press *0 to converse offline with an operator who will
assist you with audio issues.
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