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Commercial Banking Relationship Manager

Apply Req ID: Req0949985 Date posted 04/22/2022
Commercial Banking Relationship Manager

Florham Park, United States of America


Santander’s Commercial Banking Division is an active provider of capital, treasury management and risk management solutions to thousands of small and mid-sized companies in the northeast and across the country. We also have expertise and provide service to specific industry sectors including real estate, asset based lending, energy, education, health care and government.  

Our clients rely on the strength of Santander’s balance sheet and the degree to which our relationship managers understand their businesses in order to develop the most relevant and compelling solutions.  In addition, Santander’s significant international presence in regions around the world uniquely positions us to help companies grow their business, both near and far.

This position is responsible for the sales, service and retention of the most complex and profitable Commercial relationships in the New York area. 

Duties & Responsibilities:
  • Supports all Commercial/Corporate Banking clients
  • Drives new business development, portfolio management, credit quality and overall relationship management of an assigned portfolio of commercial customers
  • Works independently to manage and develop complex commercial accounts that meet the bank's lending requirements and maximize profitability while minimizing risk
  • Sources prospects and COI's; owns the relationship as the primary point of contact for new business development which focuses on the acquisition of complex and profitable commercial/corporate customers
  • Cross-sells the Bank's commercial products and services to existing customers; acts in a trusted advisor role to companies generating ideas, advice and solutions, usually to the larger companies in the assigned territory
  • Directs the coordination of product partners in the attainment of business plans
  • Partners and collaborates with  credit professionals to produce written support of new or renewing credit exposure
  • Works with Compliance, Credit Review and Auditors to ensure credit extension is within policy and applicable laws and regulation
  • Marshalls all product disciplines as primary owner of relationship
  • Represents the bank in civic and community functions to further enhance its image and develop expanded business
  • Monitors credit quality within assigned portfolios, takes action as appropriate and acts as a mentor to less experienced Relationship Managers
  • Identifies and structures commercial credit transactions to ensure maximum profitability with reasonable risk
  • Participates in joint calls with business partners to develop customer relationships and support specific product sales across business lines
  • Drives revenue growth through self-sourced opportunities within the upper-end and more complex universe of commercial customers and prospects
  • Mentors Financial Analysts, Portfolio Managers and/or less experienced Relationship Managers

At Santander, we value and respect differences in our workforce and strive to increase the diversity of our teams. We encourage everyone to apply.

  • Must posses hands-on experience prospecting and managing clients with annual revenues in excess of $150M
  • Bachelor's Degree in Business Administration, Finance or related field; Master's Degree preferred
  • At least 12-15 years of corporate/commercial banking relationship management experience
  • Strong sales/client interfacing experience and commercial credit knowledge
  • Formal credit training strongly preferred 
  • Ability to work independently and leverage professional relationships within and outside the bank
  • Deep understanding of capital structures and has experience in senior debt structures
  • Experience in all aspects of company's capital structure and deep product knowledge in all bank offerings
  • Extensive knowledge of financial analysis, risk evaluation, loan documentation and commercial loan structure
  • Full utilization of sales automation tools and related technologies
  • Superior knowledge of commercial banking products and services (both credit & non-credit), credit policy and procedures, and commercial compliance regulations
  • Excellent sales presentation, interpersonal, negotiation and written and verbal communication skills, evidenced both internally and externally
  • Possesses strong relationships and well recognized in assigned geographic market by the business community
  • Ability to work independently and leverage professional relationships within and outside the bank
  • Working knowledge of Capital Markets including Loan Syndications, Private Equity, Debt Capital Markets and non-bank loan alternatives



More than 5 years of relevant work


Bachelor of Arts (BA): Finance (Required)


Financial Instruments (Working Knowledge)BA preferred - Other Bachelor of Arts (BA) - Finance English Responsible for bringing to the bank at least 4 new Middle Market customers annually. More than 5 years of relevant work

Primary Location: Florham Park, New Jersey, United States of America

Other Locations: New Jersey-Florham Park,New York-New York

Organization: Santander Bank N.A.

As a part of our commitment to the health and safety of our employees and clients, we have implemented COVID-related health and safety requirements for our workforce. These requirements may include all or some combination of: disclosing your vaccination status, being fully vaccinated, regular testing, mask wearing and social distancing. As you go through our selection process, the requirements will be clearly disclosed to you.


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