Rural Relationship Manager
hace 4 días

RaboFinance Chile SpA ( RaboFinance ) is a leading financial services provider for F&A value chain in Chile. RaboFinance is part of Rabobank Group, a global financial services leader offering wholesale, rural and retail banking services in more than 40 countries worldwide and one of the world’s largest banks, with over USD 650 billion in assets.

Founded by Dutch farmers over a century ago, Rabobank remains true to our core mission : to create value for our customers, our employees, and the local communities where we do business.

Rabofinance provides clients with knowledgeable local teams and exclusive access to global market research in a variety of sectors, including fruits, dairy, annual crops and wineries.

Job Overview / Purpose :

Relationship Manager position. Grow and mature into a Senior Relationship Manager by learning from Senior Relationship Bankers, Senior Credit Analysts, and Risk Officers as well as other key team members.

Responsible for managing a portfolio of clients and liaising within the different support areas to serve clients’ needs.

Work closely with Middle Officer Support and Credit Analyst to prepare and deliver credit approvals as well as presenting and supporting them at Credit Committees.

Identify opportunities in the market, contact new and potential clients and build and maintain relationships with potential and existing clients as well as analyse and assess the profitability and risk of (potentially) new loans (or other products), through full engagement with Senior Relationship Banker, and within RaboFiance Credit policy, procedures, and within risk / credit guidelines, in order to maximize revenue.

Key Responsibilities and Accountabilities :

Professional Development

  • Develop as a Relationship Manager through coaching and mentorship.
  • All responsibilities and accountabilities are guided by and in contribution to the work of Senior Relationship Bankers with added participation of Credit Analysts, Middle Officers, and other key Deal Team members (Legal, Collateral Control, Taxes, etc).
  • Support and proactively search to generate prospect clients and opportunities with existing clients.
  • Acquisition

  • Stay abreast of and analyse the market and the market developments
  • Understand the definition and characteristics of the Major Agribusiness Clients (MAC)
  • Focus calling and acquisition efforts on the MAC segment.
  • Analysis

  • Develop an understanding of RaboFinance risk / credit guidelines and expectations and how those guidelines drive Relationship Manager marketing activities.
  • Strong understanding of financial statements and financial spreads
  • Be able to analyse and calculate the profitability and risk of selling loans / products to clients using the RAROC / Pricing model.
  • Be able to assess Profits and Losses and risk associated with each client share of wallet, and impact to the RM and loan portfolio, with focus on improving share of wallet and risk / reward ratio.
  • Develop an understanding of and to be able to clearly communicate on various fruit industry segments as well as the farm characteristics (land value, irrigation needs and constrains).
  • Be able to elaborate summary terms and conditions to present indicative proposals.
  • Be able to negotiate with clients on loan structuring.
  • Develop strong knowledge of general loan documentation, legal entity structures, and the process of closing a loan.
  • Develop an understanding of how to move the loan through the Deal Team, in accordance with the different credit process stages.
  • Portfolio Monitoring

  • Coordinate client information flow and contribute / elaborate commercial strategy and client relationship aspects for timely elaboration of credit applications.
  • Perform regular contacts with client, including field visits and document through CRM Call Reports.
  • Liaise with Collateral Control and External Rural Expert to timely provide bi-annual Collateral Appraisals and Rural Reports.
  • Liaise with client to duly complete annual CSR forms and follow-up on conclusions.
  • Liaise with On-boarding for Customer Due Diligence reviews.
  • Liaise with Legal on clients’ Powers of Attorney and Corporate By Laws validation.
  • Relationship Management

  • Develop, maintain, and expand a network of relevant internal and external relations (e.g., appraisers, attorneys, rural experts, bankers, among others)
  • Attend farm shows, farm visits, ag-related seminars, local public events, and other ag-related events
  • Incorporate Food and Agribusiness Research (FAR) into the customer and prospect relationship and calling efforts
  • Demonstrate strong knowledge of client / prospect agriculture industry
  • Develop a Market strategy and target prospect list.
  • Become a trusted advisor to the customer.
  • Client Contact

  • Act together with Senior Relationship Banker as the primary contact with the client.
  • Set and manage client expectations of timing, process, interactions, and what is needed to move a request forward
  • Product Information

  • Stay abreast of (internal) developments regarding products
  • Advise clients, annually, on those financial products (loans)
  • Cross-Selling

  • Keep track of all products and services other than those in their own area of expertise
  • Identify opportunities for cross-selling
  • Follow-up on those opportunities
  • Risk

  • Complete all mandatory training
  • Comply with code of conduct and Bank policies / procedures
  • Actively identify incidents outside of established policies and procedures and report to management immediately
  • Must be familiar with and comply with laws, regulations and internal policies and procedures that are applicable to required job duties.
  • Understands and complies with all RaboFinance and Rabobank anti-money laundering, compliance, and all other applicable laws.
  • Job Skills and Knowledge :


  • Knowledge of sensitivity of borrowers’ financial information
  • Knowledge of loan documentation (including perfection of liens and mortgages on real estate, crops, inventory, machinery, and real property)
  • Knowledge of relevant rules and regulations
  • Skilled in customer service
  • Skilled in information analysis
  • Skilled in business judgment and decision-making
  • Skilled in risk analysis and interpretation
  • Skilled in sales and marketing techniques
  • Skilled in collaborative work / Teamwork
  • Skilled in oral and written Spanish and English communication
  • Skilled in business correspondence
  • Skilled in the use of MS Office Suite
  • Skilled in time management
  • Organizational Skills
  • Ability to process information
  • Ability to multi-task
  • Qualifications : Essential :

    Essential :

  • Bachelor’s Degree in a relevant major such as Business, Accounting, Finance, Ag Business, Ag Economics, or the like.
  • 5+ years of experience
  • 3+ years of prior experience in credit analysis or risk evaluation
  • Rabobank provides equal opportunity in employment to all employees and applicants and does not discriminate on the basis of race, color, creed, religion, national origin, ancestry, alienage or citizenship status, age, sex, sexual orientation, gender identity, gender expression, marital status, genetic information, medical condition, physical or mental disability, pregnancy, childbirth or related medical condition, military service or veteran status, victims of domestic violence, or any other basis protected by applicable law.

    Rabobank also prohibits harassment of any individuals on any of the bases listed above.

    Consistent with this policy, Rabobank embraces diversity and welcomes employees and applicants of all backgrounds. Our goal is to create an environment that is inclusive, drawing upon the strengths of the diversity of our workforce to exceed the expectations of our clients and customers.

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