Specialty Banking Relationship Manager

Specialty Banking Relationship Manager

Old National Bank has been serving clients and communities since 1834. With over $70 billion in total assets, we are a regional powerhouse deeply rooted in the communities we serve. As a trusted partner, we thrive on helping our clients achieve their goals and dreams, and we are committed to social responsibility and investing in our communities through volunteering and charitable giving.

We continually seek highly motivated and talented individuals as our people are critical to our success. In return, we offer competitive compensation with our salary and incentive program, in addition to medical, dental, and vision insurance. 401K, continuing education opportunities and an employee assistance program are also included in our benefit suite. Old National also offers a variety of Impact Network Groups led by team members who are passionate about driving engagement, creating awareness of diverse backgrounds and experiences, and building inclusion across the organization. We offer a unique opportunity to join a growing, community and client-focused company that is firmly rooted in its core values.

Responsibilities

The Specialty Banking Relationship Manager is accountable for driving growth in deposits, fee income, and loan production by meeting assigned sales objectives. Success in this role requires proactive development and cultivation of relationships with Government entities, Nonprofit organizations, and key centers of influence. The role demands expertise in portfolio management, treasury solutions, deposit pricing strategies, credit underwriting, and the ability to expand client relationships through strategic referrals and partnerships.

Salary Range

The salary range for this position is $77,900 - $153,000 per year plus bonus. The base salary indicated for this position reflects the compensation range applicable to all levels of the role across the United States. Actual salary offers within this range may vary based on a number of factors, including the specific responsibilities of the position, the candidate's relevant skills and professional experience, educational qualifications, and geographic location.

• Achieve Sales Targets
• Proactively prospects Government entities serving population centers of 25,000+ or holding $25MM+ in deposits for new deposit and fee income opportunities, followed by loan opportunities.
• Targets Nonprofit organizations with annual revenues of $15MM+ or those presenting loan/deposit opportunities of $5MM+.
• Works to achieve assigned sales goals with a primary focus on deposit growth, followed by fee income and loan production.
• Builds and deepens relationships through a consultative approachconducting pre-call planning, establishing rapport, identifying needs, presenting solutions, and closing opportunities.
• Leverages centers of influence and strategic referral partners to expand the pipeline and strengthen market presence.
• Deposit & Treasury Solutions
• Develops tailored deposit strategies and Treasury Management solutions, in partnership with the Treasury Management Consultant to meet client needs and maximize profitability.
• Ensures competitive pricing and alignment with Bank objectives while maintaining compliance with internal policies.
• Partners with internal teams to deliver innovative cash management and payment solutions that enhance client experience.
• Fee Income Generation
• Identifies and promotes fee-based services such as Treasury Management, Merchant Services, and other Specialty Banking solutions.
• Collaborates with product specialists to structure solutions that drive recurring fee income and deepen client relationships.
• Loan Origination
• Evaluates loan opportunities that complement deposit and fee relationships, ensuring proper purpose, structure, and pricing.
• Interact with portfolio clients to obtain required credit information for loan renewals, modifications, and/or new credit facilities.
• Structures loan terms with input from assigned relationship manager; ensures loan structures adhere to credit policies and operating guidelines required by the Bank and team.
• Coordinates with Underwriters and Credit Officers for prescreen and final credit approval.
• Oversees documentation and closing processes in collaboration with clients, counsel, and internal teams.
• Seeks guidance and insight from other lenders and Executives to deliver the best possible loan terms for the bank and client.
• Portfolio Management
• Maintains a high-quality portfolio of Government and Nonprofit clients, ensuring strong relationships and adherence to credit standards.
• Monitors portfolio performance proactively addresses delinquencies and escalates classified credits promptly.
• Strives to exceed portfolio growth targets through relationship expansion and cross-sell opportunities.
• Key Competencies for Position
• Strategy in Action Build your strategic mindset capability.
• Breaks down larger goals into smaller achievable goals and communicates how they are contributing to the broader goal.
• Actively seeks to understand factors and trends that may influence role.
• Anticipates risk and develop contingency plans to manage risks.
• Identifies opportunities for improvement and seeks insights from other sources to generate potential solutions.
• Aligns activities to meet individual, team and organizational goals.
• Compelling Communication Openly and effectively communicates with others.
• Effectively and transparently shares information and ideas with others.
• Tailors the delivery of communication in a way that engages the audience and that is easy to understand and retain.
• Unites others towards common goal.
• Asks for others' opinions and ideas and listens actively to gain their support when clarifying expectations, agreeing on a solution and checking for satisfaction.
• Makes Decisions & Solves Problems Seeks deeper understanding and takes action.
• Takes ownership of the problem while collaborating with others on a resolution with an appropriate level of urgency.
• Collaborates and seeks to understands the root causes of problems.
• Evaluates the implications of new information or events and recommends solutions using decisions that are sound based on what is known at the time.
• Takes action that is consistent with available facts, constraints and probable consequences.
• Delights Clients Continuously seeks and applies knowledge leading to a best-in-class client experience.
• Passionately serves internal/external clients with excellence.
• Maintains a growth mindset staying current with developments and trends in areas of expertise influencing client satisfaction both internally and externally.
• Understands data, metrics and/or financial information, and how they tie to client satisfaction and business outcomes related to position, client and/or team.
• Nurtures client relationships by listening, prioritizing, and acting responsibly to meet client needs, mitigate
• Qualifications and Education Requirements
• Bachelor's Degree in Business, Accounting, or Finance and/or H.S. Diploma/GED with related experience
• Minimum 10 years of Relationship Management, Corporate Sales or Underwriting experience.
• Exposure to working on opportunities (deposits and loans) ranging from $5MM - $30MM+with the ability to support complex deposit and Treasury Management as well as specialized complex loans structures.
• Must have significant industry experience working with large and sophisticated clients.
• Thorough knowledge of accounting and legal principles underlying the bank's documents.
• Ability to orchestrate organizational resources by identifying key players, communicating relevant information, and building collaborative client-focused relationships.
• Possesses a thorough knowledge of Loan Standards, Loan Review Administration and Banking/OCC Procedures.
• Ability to work on multiple complex projects simultaneously, managing time and resources to ensure work is completed efficiently and within established timeframes
• Excellent written and oral communication skills
• Strong math aptitude, organizational and analytical skills
• Demonstrated ability to manage an assigned client portfolio
• Ability to demonstrate the successful expansion of existing relationships, management of credit risk, responsiveness to client needs, and independent execution of client calls on assigned portfolio of relationships
• Computer literate; fluency in Microsoft Office programs, Excel analysis required
• Strong problem-solving and follow-up skills with the ability to make independent decisions based on researched conclusions
• Knowledge of banking products, services, policies, procedures and regulations
• Position may require the need to travel to other Old National, client or meeting locations.