Private Banking Sales Manager at First Horizon Bank

Location: On site at location listed in job posting

Private Bankers in this position will understand, anticipate, and satisfy the banking needs of high net worth clients and retain their relationships by providing a high level of individualized service and by recommending appropriate bank products and services to increase revenue by generating new customers and by expanding the products and services of existing customers. The Group Manager for a market is responsible for overseeing Private Banking Relationship Managers including prospecting, commercial client development and maintenance of portfolios. This position has responsibilities in regards to budget and assists Private Bankers in attaining their goals. Appropriate use of Commercial Lending Authority, as designated per policy.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Manage independently a significant client portfolio for the bank (>$100MM funded) and/ or manage multiple Relationship Managers that maintain client portfolios
• Expand existing client relationships which generate incremental revenue for the bank
• Develop new client relationships which generate acceptable returns for the bank
• Independently able to analyze the credit strengths and weaknesses of prospective borrowers and make loan decision recommendations
• Independently make recommendations on loan pricing which are competitive with the marketplace and achieve an acceptable return for the bank
• Independently able to structure complex loans (term, covenants, collateral, guarantees, etc.) which appropriately protects the bank
• Independently able to recognize complex client needs and matching the bank's capabilities to meet these needs
• Negotiate independently with clients on complex loan structure, pricing, and other product/services for clients
• Include or introduce Treasury Management Senior Officer and Iberia Wealth Advisors to gather key information to identify Treasury Management and IWA opportunities
• Maintain a thorough knowledge of bank's lending policies and regulatory requirements
• Provide mentoring and training to other bank associates, including Private Bankers, Portfolio Managers, and Client Relationship Assistants.
• Maintain proper house-holding of relationships
• Continually upload financial information and client detail into central repository throughout the underwriting process.
• Gather financials for new and renewal opportunities with clients.
• Prepare Opportunity Memos as needed for new and renewal requests to initiate underwriting process.
• Work directly with the underwriter to ensure accurate reflection of financials
• Work directly with the underwriter to ensure accurate preparation of Loss Given Default, Probability of Default, and Risk Adjusted Return on Capital models at time of new/renew requests.
• Coordinate deal team meetings between Relationship Managers, Market Presidents, Senior Credit Officer and Underwriter.as required.
• Review Commercial Underwriting Package for accuracy and provide edit/input items for underwriter.
• Create/Prepare term sheets
• Finalize term sheets to meet client and bank needs
• Engage underwriting to update results of term sheet accordingly and as needed to be reviewed by deal team.
• Coordinate credit decision with Market President, Senior Credit Officer, Executive Credit Officer, Chief Credit Officer and Chief Operations Officer.
• Create/Prepare Commitment Letter
• Finalize any required conditions precedent as needed to ensure Loan Closing has all items needed.
• Responsible for reviewing closing documents
• Responsible for communication with client
• Identifies portfolio weaknesses and trends and alerts management to deteriorating portfolio conditions
• Ensure receipt of all financial and covenant requirements of client relationships, managing exceptions as dictated by policy.
• Annual Review of client relationships as dictated by policy.
• Annual Risk Rating of client relationships as dictated by policy.
• Ensures client adherence to covenants with review of calculations, key provisions, and recommendations according to policy.
• Performs all other duties as assigned

SUPERVISORY RESPONSIBILITIES

1. Directly responsible for directing, coordinating, and evaluating designated units or certain personnel in accordance with the organization's policies and applicable laws. Responsibilities may include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; providing pay change recommendations; disciplining employees; addressing complaints and resolving problems.

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Additionally, the qualifications listed below are representative of the knowledge, skills, and/or abilities required in this position:

1. Bachelor (4-year college) degree and at least 8+ years of experience or equivalent combination of education and experience

COMPUTER AND OFFICE EQUIPMENT SKILLS

1. Microsoft Office suite

CERTIFICATES, LICENSES, REGISTRATIONS (Ex: CPA, Series 6 or 7 license, etc)

None required

About Us
First Horizon is a leading regional financial services company, dedicated to helping our clients, communities and associates unlock their full potential with capital and counsel. With $81.7 billion in assets as of December 31, 2023, we serve clients through a team of approximately ~7,300 associates and ~418 banking centers throughout the southeastern United States. Headquartered in Memphis, TN, the banking subsidiary First Horizon Bank operates in 12 states across the southern U.S. First Horizon has been recognized as one of the nation’s best employers by Fortune and Forbes magazines and a Top 10 Most Reputable U.S. Bank. 

Benefit Highlights
• Medical with wellness incentives, dental, and vision
• HSA with company match
• Maternity and parental leave
• Tuition reimbursement
• Mentor program
• 401(k) with 6% match
• More -- FirstHorizon.com/First-Horizon-National-Corporation/Careers/Our-Benefits

Corporate Diversity Commitment:
We remain committed to creating a more equitable society, and that starts with our associates, our clients, and the communities we serve. We do this by elevating equity, providing capital and counsel, and committing to excellence in everything we do.

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Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)