commercial banking associate
What is the role of a Commercial Banker? The SunTrust Commercial Banking Line of Business focuses on providing comprehensive financial solutions, superior value and outstanding service to targeted companies throughout the SunTrust footprint. Our Relationship Managers work as business partners with their clients, understanding their goals and objectives, in order to offer strategic financial solutions designed to meet their needs. Fully committed to providing consistent financial services as our clients grow and evolve, Relationship Managers work closely with other SunTrust specialty areas such as Treasury Management, Capital Markets and Private Client Services to deliver the full spectrum of products and services required throughout the business lifecycle. The majority of Commercial Banking clients are privately-held companies with annual revenues between $5-250 million. Relationship Managers typically deal directly with the president or owner of the company and often function in a consulting capacity for both their business and personal needs.
How does SunTrust prepare its Associates to succeed? Commercial Associates participate in an eleven-month company-wide training program that begins their progression towards a Relationship Manager position. Much of the training takes place on-the-job, however Associates also have the opportunity to build a professional network with their peers and Commercial Banking Managers throughout the SunTrust system by participating in centralized classroom training. Typically, this training focuses on three key areas - sales skills, analytical ability and product knowledge. CORE TRAINING During the first seven weeks of the program, Associates participate in core training in Atlanta, Georgia. This training focuses on developing financial analysis skills through courses such as Financial Accounting for Bankers and Commercial Loans to Business. Associates participate in a series of seminars that introduce them to topics such as the business lifecycle, SunTrust credit policies, loan structuring, and personal financial statement analysis. To help bring the classroom experience to life, Associates also prepare case studies and practice exercises to further reinforce their analytical skills. After completing core training, Associates return to the bank where they were hired, to function as an analyst. During this time, Associates work with Relationship Managers and Portfolio Specialists to review current bank clients. This process involves analyzing companies and industries, performing financial statement analysis, and reviewing the credit products currently extended to the clients by SunTrust. INTERMEDIATE TRAINING In preparation for their next assignments, Associates return to Atlanta for two additional weeks of intermediate classroom training. This phase of training develops Associates' sales skills and further refines their analytical skills through seminars focusing on topics such as pricing, loan documentation, and sales culture. Upon completion of intermediate training, Associates return to the bank where they were hired and progress to their sales and advanced credit analysis assignments. These assignments emphasize SunTrust's business development process and broaden Associates' analytical abilities. Associates typically complete a minimum of three assignments in lending areas where they support Relationship Managers and Portfolio Specialists. During this time, Associates conduct call preparation, participate in client/prospect calls and Risk Management presentations, and gain additional exposure to loan structure and documentation by completing annual review packages. FINAL EVALUATION To conclude the program, Associates return to Atlanta to participate in a job simulation that requires preparation of a commercial banking deal from start to finish. Each Associate makes a presentation to a panel of senior professionals for a final evaluation. Throughout the program, Associates participate in a number of professional development seminars such as Persuasive Speaking, Business Etiquette and Team Dynamics. They gain extensive product knowledge and are exposed to other areas of the bank through seminars and workshops. Additionally, each Associate is assigned a mentor who is an experienced Relationship Manager or Portfolio Specialist.
What are some of the Associate’s job responsibilities? Assisting with client call preparation Researching and qualifying prospects for sales opportunities Analyzing financial statements Conducting and presenting industry and market research Developing a working knowledge of SunTrust products and services Participating in risk management presentations
What is the career path? Upon completion of the training program, Associates are promoted as Portfolio Specialists into either a commercial banking group or a specialty banking area that serves a specific market such as Institutional and Government or Auto Dealers. Portfolio Specialists are part of a client support team. They broaden their sales exposure through active participation in prospect and client calls, perform financial and industry analysis, and develop a working knowledge of SunTrust products. Once a Portfolio Specialist has demonstrated proficiency in defined skill areas, and a position is available, he or she will be promoted to a Relationship Manager position. Relationship Managers are responsible for managing and growing a portfolio of accounts. SunTrust expects Relationship Managers to combine the challenges of sales and developing long-term client relationships, with the complexities of credit analysis
Where are the opportunities? SunTrust Commercial Banking has offices throughout the company's footprint in Alabama, Georgia, Florida, Maryland, South Carolina, Tennessee, Virginia and the Greater Washington region.
What do you need to get started? BA/BS; any major; Accounting, Finance or equivalent analytical coursework strongly preferred Overall grade point average of 2.8, or above Interest in business and finance Strong sales orientation Solid interpersonal and communication skills Analytical aptitude
What is the next step? Due to the structure of the Associate Training Program recruiting cycle, we will accept resumes for the 2005 Programs during the following timeframe:
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