BUSINESS RELATIONSHIP OFFICER III

Business Relationship Officer III Business Banking FirstBank PR Our Company At FirstBank PR, we strive to be a trusted advisor to our clients and our employees are the ones that ensure we deliver on our promise of excellence in personalized customer service. Our more than 3,100 employees in Puerto Rico, the Virgin Islands and Florida share a passion for excellent customer service. We are proud of our team because they are continuously surpassing our client’s expectations. Do you have a passion for helping customers, building relationships, and delivering extraordinary, personalized customer service? If your answer is yes, FirstBank is the number one place for you. A Brief Overview Relationship Officers are responsible for attracting, retaining and serving commercial credit customers with credit requirements up to $15 million, and managing the quality of the accompanying credit portfolio. Relationship Officers are also responsible for broadening their customers’ relationship with FirstBank through sales of deposit and transactional services. ROs must actively search for new commercial credit customers with credit needs between $250,000 and $15,000,000 that fit the Bank’s credit policy and achieve the individual budget for new commercial credit loans and/or lines of credit. ROs are the primary point of contact with these customers. They identify needs, request the information necessary to review a credit request, inform and educate the customer about feasible financing structures, prepare thorough referrals that enable the credit analysts to evaluate a credit request, understand and communicate the Bank’s credit policy, negotiate terms and conditions with their prospects and customers, and coordinate the formalization of the credit facilities subject to the Bank’s credit requirements. ROs manage a portfolio of credit relationships, some originated by them and some assigned from other ROs. ROs are responsible for proactively managing the credit risk in their portfolio, which includes communicating periodically with the customers to stay abreast of the businesses’ financial and market performance, to gauge customers’ level of satisfaction with the Bank, and to identify at an early stage any potential financial difficulties or problems with any collateral. ROs apply their knowledge of the Bank’s credit policy and credit risk appetite to structuring and maintaining a portfolio of high credit quality. Moreover, ROs are responsible for attracting commercial deposits, both from their credit customers and from non-credit customers, and achieving deposit budget goals and transactional service goals. In addition, ROs are also responsible for selling Commercial Transaction Banking (“CTB”) products, including cash management and merchant banking (POS), respectively. What you’ll do
· Develop and execute sales and business development plans to achieve assigned goals for commercial credit, deposits, and transactional services.
· Proactively prospect for, attract, and acquire new commercial customers through direct outreach, referrals, networking, and marketplace visits.
· Demonstrate effective cross-selling by identifying additional products or services that meet customers' financial and operational needs.
· Maintain an active sales pipeline, negotiate proposed terms, follow up on opportunities, and achieve sales targets communicated through the applicable scorecard.
· Review and interpret financial statements, bank statements, and other relevant financial information at an intermediate level to understand business performance, cash flow, liquidity, and financing needs. Competencies
· Sales, prospecting, and business development
· Cross-selling and consultative selling
· Customer service and relationship management
· Financial statement and bank statement analysis
· Understanding of business financial performance and cash flow
· Commercial financing and credit acumen
· Cash Management, merchant services, POS, and digital product sales aptitude
· Negotiation and closing skills
· Verbal, written, and presentation skills in Spanish and English
· Planning, organization, and time management
· Analytical thinking and problem-solving
· Collaboration with credit, closing, loan review, and other departments
· Proactive identification and escalation of potential problems
· Adaptability and ability to learn new products, policies, and systems What you’ll need
• Bachelor’s degree in business administration. Concentrations in Accounting, Finance, and Marketing are particularly relevant; other concentrations within Business Administration, including Public Relations, may also qualify.
• At least two years of professional experience in sales or business development.
• Demonstrated ability to prospect for new business, develop customer relationships, cross-sell products, or services, negotiate solutions, and achieve sales objectives.
• Ability to review, analyze, and interpret financial statements, bank statements, and other relevant financial information at an intermediate level.
• Strong verbal, written, and presentation skills in both Spanish and English.
• Strong interpersonal, analytical, organizational, and problem-solving skills.
• Proficiency in Microsoft Word, Excel, and standard business applications, with the ability to learn banking systems and digital tools.
• Valid driver's license, access to a reliable vehicle, and availability to conduct business development visits in the assigned market, subject to Bank policy. Preferred Qualifications
• Experience selling products or services to businesses, merchants, or commercial customers.
• Experience in B2B sales, consultative sales, or relationship-based sales.
• Experience selling technology-based, payment, financial, or operational solutions to business customers.
• Prior exposure to commercial financing or business financial documentation.
• Existing business relationships or familiarity with the commercial market in the assigned territory.
• Previous experience in banking or financial services. Banking experience is preferred but is not required. Disclaimer: The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, skills required of personnel so classified. The reporting relationship may not reflect the most recent changes to the corporate reporting structure. EQUAL EMPLOYMENT OPPORTUNITY EMPLOYER