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Company Overview

As a part of TIAA’s Retail & Institutional Financial Services business, TIAA Bank, a division of TIAA, FSB, provides full-service, nationwide banking and lending services to consumer, commercial and institutional clients through a variety of channels, including online, its Florida-based financial centers and at other business offices throughout the country.

Primary characteristics
The Institutional Banking Director will drive the customer experience for the Direct to Institution program with Institutional clients; primarily in the higher education and healthcare markets. Working directly with Retirement Plan Relationship Managers, Wealth Management Advisors, and third party Financial Advisers within the organization, this position will be the primary face of the Bank to the Institutional clients. The primary mission of this position will be to expand product offerings across the targeted Institutional client channel and strengthen relationships with these clients. The key responsibilities of this position will be to manage the overall relationship and volume goals for targeted Institutional clients, identify the Commercial Financing and Banking needs of clients, and work with assigned Bank resources to structure and offer the appropriate solutions. This position will be responsible for ensuring successful execution on transactions from originations through the life of relationship. This role will also be responsible for referring appropriate clients to the affiliated entities.

Essential functions
• Achieve quarterly/annual goals through business generation of Commercial transactions including Commercial Real Estate Mortgages, Equipment Loans/Leases, Term Loans, Lines of Credit, and Commercial Banking
• In partnership with Retirement Plan Relationship Managers, Wealth Management Advisors, and third party Financial Advisers, act as primary lead coordinating all aspects of new Commercial Banking business negotiations and due diligence processes working cross functionally with other key individuals throughout the organization to coordinate execution of transactions
• Serve as the single point of contact and conduit for Institutional client questions, working across the organization to resolve issues and ensure superior client experience
• Promote customer service excellence while exceeding expectations of internal and external customers
• Build and deepen Institutional client relationships by identifying cross sell and referral opportunities
• Form strong partnerships across the organization and the Commercial Division and contribute to overall team success and effectiveness
• Develop and communicate recommended strategies and tactics to ensure success of the Institutional Channel program
• Understand legal, tax, and other regulatory and/or business requirements
• Develop implementation strategy to include requirements for products and services, development of initial marketing concepts, and pricing to introduce new programs/products
• Identify required associate competencies and any training needed and development integration of business support processes

Knowledge, skills, and ability requirements
• Ability to work independently or lead project teams, and exhibit good judgment and decision making
• Ability to meet travel requirements (30% or more of each month)
• Exceptional communication and presentation skills
• Strong understanding of Commercial Lending and Banking products and ability to quickly grasp product features and benefits
• Ability to review financial statements and communicate credit decisions; experience with underwriting non-profit institutions a plus
• Strong interpersonal savvy; proven success in working constructively with all aspects of the organization
• Strong negotiation skills and experience negotiating skillfully in tough situations with both internal and external groups
• Strong project management skills and drive for results
• Effective strategy implementation skills
Training and Experience
  • Bachelor’s degree required
  • MBA or other advanced degree preferred
  • 15 years of financial services experience
  • 10 years of experience in Commercial Lending and Banking; Institutional Healthcare or Higher Education experience preferred
  • Experience managing deal flow through Salesforce.com preferred

Equal Employment Opportunity is not just the law, it’s our commitment. Read more about the Equal Employment Opportunity Law.


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We are an Equal Opportunity/Affirmative Action Employer. We will consider all qualified applicants for employment regardless of age, race, color, national origin, sex, religion, veteran status, disability, sexual orientation, gender identity, or any other legally protected status.

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