Sr Relationship Manager, Middle Market, Pennsylvania

Commercial Banking
Philadelphia, PA
King Of Prussia, PA Allentown, PA
December 28, 2023



Department Overview

The Sr. Relationship Manager, Middle Market is an external sales role that focuses on growing a Commercial portfolio through building new customer relationships. This job meets or exceeds annual sales, revenue, volume & new customer objectives. The Sr. Relationship Manager, Middle Market maximizes profitability, revenue and retention of new relationships by cross selling the full range of products and services. This job is the primary contact for developing new client relationships while managing existing Customer relationships.

Job Details

  • Works independently to develop new business with prospects that have the largest and most complex credit needs in assigned portfolio segment
  • Maintains or establishes largest portfolio segment and geography for growth goals (loans, deposits, fees), both individually and assisting the team, through development of new business Customers and cross selling existing Customers as well as an established network of resources
  • Facilitates that larger transactions and relationships referred to Commercial relationship management and/or Small Business as appropriate for role according to prescribed Bank parameters
  • Makes calls independently and invites less experienced Relationship Managers to join as a development opportunity
  • Contributes to the coaching, training, development and team leadership of less experienced Relationship Managers
  • Makes or assists in sales calls, gathers financial and general business information and explains products and services offered
  • Coordinates financial analysis needed to make credit decisions
  • May negotiate terms and conditions within parameters defined by credit decisions; finalizes loan agreements with prospects and Customers and closes sales
  • May utilize the Small Business Credit Center and may act as a liaison between the assigned territory’s Stores and the Credit Centers
  • Contributes and provides input to loan decision process based on evaluation of credit risk and other key factors from Credit Management
  • May assist in issue resolution (including delinquencies and problem credits) and activities related to credit support and product partners to support the regional strategy
  • Develops market expertise and/or target niche industries in the assigned territory; maintains established market presence and cultivates extensive network of outside referral sources of new business
  • Works with Regional Vice President (RVP) to develop go to market strategies, may include partnering with Regional Market Manager (RMM) in leading prospecting campaigns and coordinating efforts with Store Managers
  • Develops a clear retention plan for assigned portfolio deposits and loans within the specified territory, and may execute this plan in conjunction with the Store Managers; this may include coordinating sales calling efforts
  • Actively generates referrals to all business partners in the bank to help meet the comprehensive financial needs of entrepreneurs or borrowing entity
  • Meets regularly with internal referral sources to establish business relationships and develops network of outside referral sources for new business
  • Partners with Stores, RMMs, and RVPs in defined market area for consistent delivery of TD Bank WOW! Customer Experience and CWI performance targets
  • May provide assigned portfolio leadership and guidance to the Store Managers in the territory as appropriate
  • Develops broader knowledge base of commercial and small business, other Company products and services, which may include loan policy, documentation, structuring and regulatory requirements
  • Develops community relationships, through CRA initiatives and membership in civic and professional organizations, including active participation in networking events
  • Educates and supports Store Managers and staff about products, lending process, escalation of Credit Center overrides and closing loans
  • Meets regularly with internal referral sources to establish business relationships and develops network of outside referral sources for new business
  • Prepares and submits all reports may prepare management reports summarizing individual and team loan activity

Job Requirements

  • Must be eligible for employment under regulatory standards applicable to the position.
  • Qualifications

    • 4 year degree or equivalent experience
    • 10+ years related experience
    • In-depth understanding of commercial industry, business development techniques and credit decisions
    • Proven business development track record, with proven ability to conceptualize and implement effective new business strategies
    • Extensive network of outside referral sources for new business
    • Excellent credit and financial analysis skills
    • Refined negotiation skills
    • Proven communication skills, both verbal and written
    • Proven PC skills
    • Membership in civic and professional organizations required

    Company Overview

    Our Values
    At TD, we’re guided by our purpose to enrich the lives of our customers, communities and colleagues, and share a set of values that shape our culture and behaviors. In exchange for how our colleagues show up to help TD succeed, we are committed to delivering a colleague experience grounded in Impact, Growth and a Culture of Care. No matter where you work across TD, we empower you to make an impact at work and in your community, explore and grow your career, and be part of our caring and inclusive culture.

    Making Your Well-being a Priority
    A caring and supportive culture that promotes colleague well-being is core to who we are. At TD, we focus on total well-being with extensive programs to help colleagues assess, manage, and improve their well-being across four core pillars — physical, financial, social and mental/emotional. In addition, we champion a safe and inclusive work environment, so colleagues feel a sense of belonging and feel supported in their personal and professional growth. Through our focus on well-being, we know that we can help our colleagues thrive, contribute to our culture of care, and support better business outcomes, because when colleagues feel their best, they’re more likely to do their best.

    Our Total Rewards Package
    Our Total Rewards package reflects the investments we make in our colleagues to help them and their families achieve their financial, physical and mental well-being goals. Total Rewards at TD includes base salary and variable compensation/incentive awards (e.g., eligibility for cash and/or equity incentive awards, generally through participation in an incentive plan) and several other key plans such as health and well-being benefits, savings and retirement programs, paid time off (including Vacation PTO, Flex PTO, and Holiday PTO), banking benefits and discounts, career development, and reward and recognition.

    How We Work
    At TD, we believe in-person connections fuel collaboration and collective creativity. Our workplace experience empowers colleagues to do great work side-by-side at TD locations, while offering flexibility to work remotely where it makes sense for the work and team. Our teams work in one of three workplace models: hybrid, onsite and primarily remote. Wherever our colleagues are working, they’ll always have access to the TD community to experience our culture of care.

    Who We Are
    TD is one of the world’s leading global financial institutions and is the fifth largest bank in North America by branches/stores. Every day, we deliver legendary customer experiences to over 27 million households and businesses in Canada, the United States and around the world. More than 95,000 TD colleagues bring their skills, talent, and creativity to the Bank, those we serve, and the economies we support. We are guided by our vision to Be the Better Bank and our purpose to enrich the lives of our customers, communities and colleagues. TD is deeply committed to being a leader in customer experience, that is why we believe that all colleagues, no matter where they work, are customer facing. As we build our business and deliver on our strategy, we are innovating to enhance the customer experience and build capabilities to shape the future of banking. Whether you’ve got years of banking experience or are just starting your career in financial services, we can help you realize your potential. Through regular leadership and development conversations to mentorship and training programs, we’re here to support you towards your goals. As an organization, we keep growing – and so will you.


    Our Commitment to Diversity, Equity, and Inclusion
    At TD, we’re committed to fostering an environment where all colleagues are encouraged to bring their authentic selves to work, experience equitable opportunities, and feel respected and supported. We’re dedicated to building an inclusive workforce that reflects the diversity of the customers and the communities in which we live and serve.

    EOE/Minorities/Females/Veterans/Individuals with Disabilities/Sexual Orientation/Gender Identity.

    If you are a candidate with a disability and need accommodations to complete the application process, email the TD Bank US Workplace Accommodations Program at USWAPTDO@td.com. Include your full name, best way to reach you, and the accommodation needed to assist you with the application process.

    How We’re Helping Make an Impact in Communities
    TD has a long-standing commitment to help drive progress towards a more inclusive and sustainable future. That’s why we launched the TD Ready Commitment in 2018, now a multi-year North American initiative. Under the TD Ready Commitment, we are targeting a total of $1 billion by 2030 in community giving across four key, interconnected drivers of change: Financial Security, Vibrant Planet, Connected Communities, and Better Health. It’s our goal to help support change, nurture progress, and contribute to making the world a better, more inclusive place for our customers, colleagues, and communities.

    We look forward to hearing from you!