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Commercial Banking Relationship Manager


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The Relationship Manager’s ("RM") main responsibility is business development in line with Leumi credit quality standards, both in respect to existing relationships as well as new relationships. RMs are the primary owners and key contact persons for each relationship in their portfolio, and they act as a point person for the coordination of all customer interactions with the Bank.

Reports to:

• Group Head or Regional Market President (when applicable)

- Industry-specific relationship managers will report to their Group Head or Regional Market Head , with a dotted line to the relevant industry head

Key Responsibilities:

• Overall accountability for driving the profitability, quality and growth of portfolio

• Business development and the acquisition of new clients

- Develops sales plans, builds referral sources and centers of influence and manages their individual pipeline of business development

• Management and growth of existing customers through increasing the use of lending products and cross-sales of non-lending products and service such as cash management, FX, Trade Finance, Interest Rates Swaps to existing customers

- Develops plans for each relationship in partnership with Treasury Solution Sales, Risk, and Private Banking where appropriate

• Overall structure of each transaction based on customer/prospect lending needs to deliver an exceptional client experience

- Negotiates terms (collateral, covenants, pricing and other components) of lending agreements with customer/prospect at the initiation of the process

- Signs off on the credit presentations, asserting that the business description and terms are reflected correctly, including underwriting

- Communicates the business terms of all deals to the customer/prospect once terms are approved

- Bears overall responsibility for the loan closing process, ensuring legal documents reflect all terms as agreed to by customer/prospect and approved by the bank, in addition to making sure required documents and signatures are in place for loan closing

• The RM directs the interactions of a Credit Officer ("CO"), Associate Relationship Manager("ARM") and various Service & Delivery team members

• Accountable for the profitability of each relationship and growing the revenue streams

• Overall responsibility for KYC of his/her customers

• Responsible for customer retention and satisfaction – ensures customer is treated appropriately and resolves any issues customer may have directly or by assigning the solution to a team member

• Supported by either Relationship Associates or service delivery branch personnel for routine customer account servicing needs

• Works collaboratively with the credit team to identify and resolve credit issues and covenant non-compliance


• 5 - 10 years of commercial banking experience in the Middle Market Sector

• Proven track record of prospecting new business and enhancing existing relationships

• Must have ability to critically review, analyze and structure commercial loans, cross sell bank products, and attract new business

• The Relationship Manager for consideration must be credit trained

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