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Institutional Banking Director
Tiaa
North Highlands, CA, United States
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Primary characteristics
The Institutional Banking Director will drive the customer experience for the Direct to Institution program with Institutional clients; primarily in the higher education and healthcare markets. Working directly with Retirement Plan Relationship Managers, Wealth Management Advisors, and third party Financial Advisers within the organization, this position will be the primary face of the Bank to the Institutional clients. The primary mission of this position will be to expand product offerings across the targeted Institutional client channel and strengthen relationships with these clients. The key responsibilities of this position will be to manage the overall relationship and volume goals for targeted Institutional clients, identify the Commercial Financing and Banking needs of clients, and work with assigned Bank resources to structure and offer the appropriate solutions. This position will be responsible for ensuring successful execution on transactions from originations through the life of relationship. This role will also be responsible for referring appropriate clients to the affiliated entities.
Essential functions
• Achieve quarterly/annual goals through business generation of Commercial transactions including Commercial Real Estate Mortgages, Equipment Loans/Leases, Term Loans, Lines of Credit, and Commercial Banking
• In partnership with Retirement Plan Relationship Managers, Wealth Management Advisors, and third party Financial Advisers, act as primary lead coordinating all aspects of new Commercial Banking business negotiations and due diligence processes working cross functionally with other key individuals throughout the organization to coordinate execution of transactions
• Serve as the single point of contact and conduit for Institutional client questions, working across the organization to resolve issues and ensure superior client experience
• Promote customer service excellence while exceeding expectations of internal and external customers
• Build and deepen Institutional client relationships by identifying cross sell and referral opportunities
• Form strong partnerships across the organization and the Commercial Division and contribute to overall team success and effectiveness
• Develop and communicate recommended strategies and tactics to ensure success of the Institutional Channel program
• Understand legal, tax, and other regulatory and/or business requirements
• Develop implementation strategy to include requirements for products and services, development of initial marketing concepts, and pricing to introduce new programs/products
• Identify required associate competencies and any training needed and development integration of business support processes
Knowledge, skills, and ability requirements
• Ability to work independently or lead project teams, and exhibit good judgment and decision making
• Ability to meet travel requirements (30% or more of each month)
• Exceptional communication and presentation skills
• Strong understanding of Commercial Lending and Banking products and ability to quickly grasp product features and benefits
• Ability to review financial statements and communicate credit decisions; experience with underwriting non-profit institutions a plus
• Strong interpersonal savvy; proven success in working constructively with all aspects of the organization
• Strong negotiation skills and experience negotiating skillfully in tough situations with both internal and external groups
• Strong project management skills and drive for results
• Effective strategy implementation skills
Training and Experience
• Bachelor’s degree required
• MBA or other advanced degree preferred
• 15 years of financial services experience
• 10 years of experience in Commercial Lending and Banking; Institutional Healthcare or Higher Education experience preferred
• Experience managing deal flow through Salesforce.com preferred
Pre-Employment Screening May Include:
• Credit Check
• Criminal Background Check
• Fingerprinting
• DMV Check
• Past Employment Verification
• Social Security Verification
Note: The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all duties, responsibilities, and skills required of personnel so classified, and they may change at any time.
TIAA, FSB is an equal opportunity employer. No associate or applicant for employment will be discriminated against on the basis of race, creed, ethnicity, color, age, religion, sex, sex stereotype, pregnancy (including childbirth, breastfeeding or related medical conditions where applicable), sexual orientation, gender, gender identity, gender expression, transgender, marital status, national origin, ancestry, physical or mental disability, requesting a reasonable accommodation based on mental or physical disability, medical condition (as defined by applicable law), genetic history and information, citizenship status, military or veteran status, or any other status protected by federal, state, or local law or ordinance or regulation.
TIAA, FSB is not seeking assistance or accepting unsolicited resumes from search firms for employment or contractor opportunities. Regardless of past practice, all resumes submitted by search firms to any employee at TIAA, FSB via e-mail, the Internet, or directly to hiring managers at TIAA, FSB in any form without valid written search agreements executed by the VP, Talent Acquisition for that specific position will be deemed the sole property of TIAA, FSB, and no fee will be paid in the event the candidate is hired by TIAA, FSB as a result of the referral or through other means.
TIAA, FSB will not discharge or in any other manner discriminate against associates or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another associate or applicant. However, associates who have access to the compensation information of other associates or applicants as a part of their essential job functions cannot disclose the pay of other associates or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by TIAA, FSB, or (c) consistent with TIAA, FSB's legal duty to furnish information.