SVP, Relationship Manager

GENERAL SUMMARY Cathay Bank’s Corporate Banking Division (“CBD”) provides lending and ancillary banking products/services to corporate and middle market companies in certain U.S. geographies and in certain specialized industries and product niches, which include but are not limited to Asset Based Lending (Business Capital), Oil & Gas (“O&G”), Funds Finance Group (“FFG”), and by directive, Law Firm Practice Banking. The Law Firm Practice Banking group will develop relationships with law firms, to provide financing and depositary services for established law firms.  These services include, but are not limited to, working capital lines of credit, term financing, IOLTA accounts, and other depositary services. The role of the Director, Law Firm Practice Banking, is to grow and develop the newly mandated Law Firm Practice Banking group, a segment of the Corporate Banking Division team.    ESSENTIAL FUNCTIONS Develop and provide lending, depository and treasury management services linked to law firm practices.  Provide experience on lending and depository services, assess the market opportunity, and assist on aligning the internal stakeholders to underwrite deals.  Lead the development of potential new client relationships with established law firm practices, lead the dialogue with the clients, maximize cross-sell opportunities and reinforce long term relationships.  Develop an organized and comprehensive plan to achieve given goals resulting in growth of new customer relationships, net loan growth, and pre-tax income as directed by executive management.  Lead the strategic dialogue with clients, bringing in added value ideas originated internally.  Coordinate the spectrum of products to effectively cross-sell.  Interact with CBD Underwriting Department and Credit Administration to successfully obtain the appropriate approvals. Build and maintain strong relationships with internal business partners.  Act as an effective first line of defense to filter risks and avoid unwanted exposure.  Conduct due diligence calls or visits where appropriate.  Prepare concept memos for new opportunities which identify risk and provide credit analysis. Articulate a convincing case in support of the risk opinion. Make presentations to credit committees. Meet with senior management of client and potential client firms to maintain credit relationships and identify credit-related and other business opportunities.  Will be perceived both internally and externally as an expert in lending to Law Firm Practices.  Will be expected to apply a complete and current understanding of other Bank products. QUALIFICATIONS Education:    Bachelor’s degree, or equivalent experience. Experience: Minimum of 10 years’ lending experience.  Have proven experience selling to Law Firm Practices.  Experience in marketing structured finance products and corporate finance products strongly preferred.Know the risks in developing internal assessment tools and in the management of the portfolio. Must be an expert on the rating methodology and credit models for the financial sponsors direct risks. Skills/Ability: Excellent verbal and written communication skills. Attention to detail and a strong sense of ethics and integrity.  Strong leadership and interpersonal skills.  Demonstrated ability to work collaboratively in a team-oriented environment.  Excellent organizational and time management skills to deal with multiple and sometimes conflicting demands and time constraints. Excellent adaptability and flexibility to deal with a changing environment. Well-developed problem-solving and decision-making skills. Applies diverse methodologies and deep experience in a variety of disciplines to identify and solve complex and/or undefined risk problems. Knowledge of credit risk monitoring systems and methodologies for financial sponsors direct exposure. Ability to think abstractly and project various what-if scenarios.  Be self-sufficient to lead the new client relationship and strongly motivated to achieve loan growth goals and pre-tax income.  Self-starter and team player with ability to work with credit administrators/Chief Credit Officer and credit committee members as well as staff across the Corporate Banking Division.   OTHER DETAILS $175K – $230K / yearPay determined based on job-related knowledge, skills, experience, and location.This position may be eligible for a discretionary bonus.