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Market Lead
PrivateBancorp
Pittsburgh, PA, United States
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Overview
CIBC provides tailored commercial, wealth management, personal, and small business financial solutions in the United States through 46 offices in 18 states, as well as cross-border banking services to clients with North American operations. Learn more at cibc.com/US.
CIBC is a Toronto-based, global financial institution with a 150 year history, serving 11 million personal and business clients. We invest in our businesses, our clients, our people and our communities to deliver consistent and sustainable earnings to our shareholders.
CIBC delivers access to career and development opportunities, safe and healthy workplaces, effective training, and positive work-life balance – so that employees are able to perform at their best, contribute to their communities and focus on cultivating deeper relationships with our clients.
Every year, CIBC is recognized for its business success, community commitment and employee initiatives. We are proud of this success and are committed to creating an inclusive workplace and an environment where all employees can excel.
CIBC Bank USA is an Equal Opportunity Employer M/F/Disability/Veteran
Responsibilities
The Market Lead’s (ML) primary purpose is to be externally focused to drive new business revenue generation and new client acquisition. The Market Lead will work closely with the Group Head to execute the new business strategy, serve as trusted advisor to strategic clients and be charged with development of relationship planning and strategy. The ML collaborates with the GH and cross sale partners to execute this relationship plan.
The Market Lead in NCB Pittsburgh will be responsible for, but not limited to, the following activities.
Primary responsibility for this position will be that of new strategic relationship acquisition and resulting new business generation. Secondarily, is managing a portfolio of clients with their strategic and daily relationship needs to deliver top-notch customer service. They will work closely with the Group Portfolio Manager, Credit and Services teams to execute client requests in an efficient and effective manner.
• Responsible and accountable for new strategic relationship acquisition and resulting new business generation goals.
• Active development and maintenance of Client Relationship Management (CRM) in order to ensure accurate pipeline forecasting.
• Bolster market presence within the community and industry associations with the purpose of promoting CIBC and cultivating potential prospects and referral sources.
• Drive new business through quality leads from wide network of referral sources and regular prospect visits.
• Expertise in credit structure, underwriting, and negotiation. Able to work independently.
• Oversee production of necessary work product to facilitate credit actions (LPs etc).
• Heightened focus on penetration of relationships (i.e. cross sale) and potential repeat business. In addition to new business opportunities as available.
• Maintain and develop client relationships, exploring opportunities to provide additional credit and non-credit services. Seek to become trusted advisor through regular client contact and relationship building.
• Serve as Client’s primary internal resource as it relates to relationship and credit needs.
• Identify product/service opportunities for other business units and participate in development of creative solutions to client needs, coordinate presentations, and bring in partners when appropriate.
• Interact with other team members (Group Portfolio Manager and Credit) to achieve ultimate approval for new business and modifications to existing business.
• Ensure consistency in deal structuring to bridge client needs to appropriate risk mitigation through detailed analysis and underwriting of credit.
• Present deals at Loan Committee and any necessary pre-meetings.
• Coordinate all meetings with the client, including any collateral site visits.
• Complete necessary analysis and documentation to achieve credit actions related to existing portfolio (e.g., structure, waivers, and modifications).
• Complete portfolio responsibilities including portfolio reviews, renewals, reporting in a timely manner (quarterly and annually), 5, Shared National Credit, CAMP, etc for credits in his/her portfolio. Serve as resource for Group Portfolio Manager in preparation for portfolio review meetings and will actively communicate knowledge of the risk points within portfolio.
• Responsible and accountable for the risk rating accuracy and risk identification on assigned portfolio. Seek to actively keep informed of changes to policy and procedure that will impact portfolio (credit policy, risk rating framework, regulatory, compliance requirements).
• Quarterback to drive deals through the underwriting and closing process.
• Negotiate legal documentation related to transactions.
• Qualifications
• College Degree / Business, Finance, Accounting Economics preferred
• Minimum of 10 years’ experience as a Commercial Relationship Manager
• Minimum of 3-5 years of experience as business developer with strong track record of new business generation and CRM experience.
• Ability to prove credit expertise within a specific commercial banking industry or vertical
• Ability to identify new strategic relationships with high level of competency
• Desire to actively market both PVTB and its products to potential clients.
• Formal Credit Training preferred
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