Relationship Manager III - Regional Commercial Banking

Capital One
White Plains, New York, United States
Jun 05, 2023
Jul 05, 2023
Full Time
Westchester-N Broadway Br 681 (22681), United States of America, White Plains, New York

Relationship Manager III - Regional Commercial Banking

The Role :

We are currently seeking a Relationship Manager (RM) with a focus on or For-Profit companies in diversified industries to join the firm's Middle Market Banking Group in the Northeast in Westchester or New York City. This is both a business development and relationship management position. The RM will manage some existing relationships and potential growth opportunities and build a business development strategy for the market.

As a Relationship Manager for our team, you will develop a calling program for prospective clients and acquire, develop and maintain relationships, while working with customers to cross sell appropriate banking services. You will work with many teams throughout the bank, leading and executing closings for loans, deposits, treasury services, capital markets products and other services.

Target Market:
  • Middle Market companies headquartered in the Northeast market (New York City, Brooklyn, the Bronx, Staten Island, Westchester and Connecticut)
  • These companies should have annual revenues above $25 million or loan needs above $3 million

  • Develop, plan and pursue an active client and prospective client calling program, within the Bank structure, in order to attract new banking relationships for the Region through research and making habitual calls on prospective clients.
  • A major focus for this position will be to identify most actionable prospects and applicable calling strategies for the team.
  • Mine and outside databases to keep data current, and to identify and prioritize corporate prospects and their key decision-makers.
  • Maintain up-to-date knowledge of a) customer industries b) in-market competitors and c) bank trends and outlooks in order to manage clients and prospective client target lists accordingly.
  • Participate in business development networking activities.
  • By serving as the customer's main point of contact, the RM will manage and cross-sell all new and existing relationships in order to generate high quality new loan, deposit and fee income business to achieve or exceed specific region production goals.
  • Work with Credit and Underwriting to comply with all credit requirements and policy matters.
  • Coordinate with various departments (Legal, Operations, Credit, etc.) in the servicing of customer transactions and in solving the needs of our customers.
  • While preparation of credit proposals and all ongoing credit monitoring is the responsibility of Underwriting, successful RMs will form close partnerships with Underwriting and Credit and remain actively involved in this process.
  • Pre-qualify all new opportunities. Partner with RMs on the team on the pre-qualification process, which includes gathering an initial credit package, analyzing initial credit risk, preparing a deal "screen" memo, determining appropriate loan structure, preparing a term sheet and preparing an ROE analysis.
  • RM will also closely partner with internal stakeholders including Treasury Management, Merchant Services, Capital Markets, Foreign Exchange, Derivatives, Underwriting, Credit Risk and Commercial Client Service and Support to provide seamless execution and an exemplary customer experience and produce revenue.
  • Coordinate with internal stakeholders to collect all necessary compliance-related materials and non-credit diligence information.

Basic Qualifications:
  • Bachelor's Degree or military experience
  • At least five years' experience in direct sales or business development and relationship management

Preferred Qualifications
  • Six plus years' experience in direct sales or business development and relationship management
  • Proven track record aligning business strategy with business development in customer acquisition
  • Established leadership skills
  • Experience analyzing growth industries and creating and implementing targeted calling campaigns
  • Use of business and industry knowledge to identify, drive, and deliver results
  • Experience and knowledge in business development with for profit companies in diversified industries in the New York City, Brooklyn, the Bronx, Staten Island, Westchester and Connecticut markets
  • Experience identifying Commercial and Industrial prospects with revenues between $25-$500 million
  • Business development experience in creating a calling plan with market leadership to engage C-suite executives, including CEOs and CFOs, to prescriptively offer solutions and originating opportunities in: Lending, treasury management, trade services, credit and capital markets
  • Commercial credit training
  • Team player with proven ability to execute in a fast-paced, dynamic environment
  • Problem solving skills with the ability to find creative solutions
  • Client presentation skills and enjoys face to face interactions
  • Excellent business writing and communication skills
  • Proficient in MS Office; Excel, PowerPoint, Word,

At this time, Capital One will not sponsor a new applicant for employment authorization for this position.


The minimum and maximum full-time annual salaries for this role are listed below, by location. Please note that this salary information is solely for candidates hired to perform work within one of these locations, and refers to the amount Capital One is willing to pay at the time of this posting. Salaries for part-time roles will be prorated based upon the agreed upon number of hours to be regularly worked.

New York City (Hybrid On-Site): $172,900 - $197,300 for MMB Relationship Manager III

Candidates hired to work in other locations will be subject to the pay range associated with that location, and the actual annualized salary amount offered to any candidate at the time of hire will be reflected solely in the candidate's offer letter.

This role is also eligible to earn performance based incentive compensation, which may include cash bonus(es) and/or long term incentives (LTI). Incentives could be discretionary or non discretionary depending on the plan.

Capital One offers a comprehensive, competitive, and inclusive set of health, financial and other benefits that support your total well-being. Learn more at the Capital One Careers website . Eligibility varies based on full or part-time status, exempt or non-exempt status, and management level.

No agencies please. Capital One is an Equal Opportunity Employer committed to diversity and inclusion in the workplace. All qualified applicants will receive consideration for employment without regard to sex, race, color, age, national origin, religion, physical and mental disability, genetic information, marital status, sexual orientation, gender identity/assignment, citizenship, pregnancy or maternity, protected veteran status, or any other status prohibited by applicable national, federal, state or local law. Capital One promotes a drug-free workplace. Capital One will consider for employment qualified applicants with a criminal history in a manner consistent with the requirements of applicable laws regarding criminal background inquiries, including, to the extent applicable, Article 23-A of the New York Correction Law; San Francisco, California Police Code Article 49, Sections 4901-4920; New York City's Fair Chance Act; Philadelphia's Fair Criminal Records Screening Act; and other applicable federal, state, and local laws and regulations regarding criminal background inquiries.

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Capital One Financial is made up of several different entities. Please note that any position posted in Canada is for Capital One Canada, any position posted in the United Kingdom is for Capital One Europe and any position posted in the Philippines is for Capital One Philippines Service Corp. (COPSSC).