Lead Relationship Manager, Loan Sales, Capital Markets

Benefits Overview

A career at CoBank can offer you the opportunity to make a personal impact on the people and communities where we do business. In order to be the best, we hire the best!

Benefits Offered by CoBank

• Careers with a purpose
• Time-Off Packages, 20 days of vacation, 10 paid sick days and 11 paid holidays
• Competitive Compensation & Incentive
• Hybrid work model: flexible arrangements for most positions
• Benefits Packages, including Medical, Dental and Vision coverage, Disability, AD&D, and Life Insurance
• Robust associate training and development with CoBank University
• Tuition reimbursement for higher education
• Outstanding 401k: up to 6% matching and additional 3% non-elective contribution & Student Loan Match
• Community Impact: United Way Angel Day, Volunteer Day and Associate Directed Contribution
• Associate Resource Groups: creating a culture of respect and inclusion
• Recognize a fellow associate through our GEM awards

Job Description

Distributes CoBank originated loan product to the investor base and managing all aspects of their coverage. The Lead Relationship Manager, Loan Sales, Capital Markets will sell to and cultivate a diverse set of investors including FCS lenders, commercial banks, insurance companies, Direct Lenders and CLOs. Sales works closely with the Capital Markets Origination and Syndicate teams by recommending optimal syndication strategies based on knowing each investor's credit appetite, internal processes and preferences. The Lead Relationship Manager facilitates information flow among individuals and across deal teams, in a dynamic team environment while leveraging internal relationships to bring the best market solutions to our customers, and works on multiple deals simultaneously. Working closely with the Capital Markets Loan Trader, the Lead Relationship Manager facilitates secondary loan trading activities with the CoBank investor base.

Essential Functions

• Develops and implements high-level business sales strategies.
• Cascades and monitors execution of Sales “Best Practices” within the team.
• Cultivates and expands the investor base to include both Farm Credit System and non-Farm Credit System investors (commercial banks, asset managers such as retail funds and CLOs, insurance companies).
• Executes syndication strategies by introducing deals to investors, responding to deal and credit questions, and overall handling of syndication process through to commitment, allocation and closing.
• Covers the Bank’s highest profile investors, with overall responsibility for specific syndication outcomes.
• Assists Syndicate and Origination by distilling investor appetite and lending history into actionable knowledge for designing syndication strategies.
• Organizes bank meetings, makes deal sales calls and responds to investor deal questions quickly and accurately.
• Distributes investor updates on all deals that are being sold by CoBank twice a week during the syndication process to origination personnel in Capital Markets.
• Works with the Loan Trader to generate secondary trading volume and help develop and identify trading ideas.
• Intensively utilizes and updates our digital investor contact platform as a critical repository of investor knowledge.
• Leads investor planning activities for the group. Primary interface with TOM leadership and Syndicate regarding sales strategies.
• Expands and promotes the Capital Markets franchise by participating in frequent market commentary by contributing to the sales meetings and internal and external publications.
• Maintains expertise in a designated market/industry segment and keeps abreast of industry trends, technology, regulatory requirements and the competitive environment.
• Studies industrial, commercial, and financial situations relating to new or existing businesses as requested. Represent the division at industry events and customer meetings.
• Provides guidance and leadership, and serves as a mentor to other professionals in the division.
• Actively prospects for new investor relationships while providing advice and counsel to existing investors on their loan portfolio management and decision making.
• Available to present CoBank’s expertise and initiatives at internal and external events.

Education

• Bachelor's Degree required

Work Experience

• Prior Experience in commercial banking or investment banking syndication or relationship management required
• Prior Experience in sales required
• Credit training
• 10 years of experience, preferably in banking or financial services industry preferred
• Demonstrated leadership skills and ability to work independently
• Excellent business acumen and decision-making skills

About CoBank

The typical base pay range for this role is between $177,100 - $217,900. Compensation may vary based on individual job-related knowledge, skills, expertise, and experience. This position is eligible for a discretionary annual incentive program driven by organization and individual performance. The listed salary, other compensation and benefits information is accurate as of the date of this posting. This job will be posted for a minimum of five (5) business days or until the position is filled. CoBank reserves the right to adjust compensation for all positions and to modify or discontinue benefits programs at any time in its sole discretion, subject to applicable law.

CoBank is a cooperative bank serving vital industries across rural America. The bank provides loans, leases, export financing and other financial services to agribusinesses and rural power, water and communications providers in all 50 states. The bank also provides wholesale loans and other financial services to affiliated Farm Credit associations serving more than 76,000 farmers, ranchers and other rural borrowers in 23 states around the country. CoBank is a member of the Farm Credit System, a nationwide network of banks and retail lending associations chartered to support the borrowing needs of U.S. agriculture, rural infrastructure and rural communities. Headquartered outside Denver, Colorado, CoBank serves customers from regional banking centers across the U.S. and also maintains an international representative office in Singapore.

REASONABLE ACCOMMODATION

We are committed to ensuring that our online application process provides an equal employment opportunity to all applicants, including qualified individuals with disabilities. If you are an applicant with a disability, or are assisting an applicant with a disability, and require accessibility assistance or would like to request a reasonable accommodation for any aspect of the application process, including completing an application, interviewing, or otherwise participating in the employee selection process, please submit a request by emailing recruiting@cobank.com. Include your contact information and specific details about your requested accommodation.

Applicants must be authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of an employment visa at this time.

CoBank is an Equal Opportunity Employer.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, disability, or status as a protected veteran.