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Primary Relationship Officer

Bank of Hawaii

Oahu, HI
Job Code:
Bank of Hawaii
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Job Details

Primary Relationship Officer-1600624

Under the direction of the Commercial Banking Center Manager, the Primary Relationship Officer (“PRO”) is the primary contact between the bank and assigned commercial clients.  He/she is responsible for all aspects of the client relationship, and as needs dictate, involves other bank officers and specialists to ensure that the client’s credit and non-credit needs are met in a timely and profitable manner. The PRO negotiates credit in types, amount, and structure that is appropriate to the company’s borrowing needs, and financial capacity. The PRO identifies and monitors risks and actively manages the credit aspects of the relationship with support from the Commercial Credit Group.  Assists in business unit’s compliance with applicable laws, regulations, regulatory requirements and Bank policies and procedures, including but not limited to those related to Fair Banking, Anti-Money Laundering laws and regulations, Bank Secrecy Act and USA PATRIOT Act.  In addition, this position is responsible for conducting sales and relationship management activities utilizing Excellence in Sales/Service (ESS) disciplines and behaviors.




  • Markets appropriate and profitable credit and non-credit products and services to existing and prospective bank clients; maintains ongoing dialogue with company management concerning the company’s strategy, position and prospects; builds relationships with existing referral sources and cultivates new referral sources both internally and externally. 
  • Develops and executes a client relationship strategy plan to achieve win/win solutions for bank and client.
  • Regularly assesses and evaluates company management, its business operations and industry Management, Industry, Business and Evaluation (“MIBE”) and completes / updates the Client Information Sheet.
  • Negotiates and provides needs-based solutions of credit and non-credit products & services to existing & prospective clients.
  • Regularly calls on clients and records in written memorandum to the credit file the results of the call. Provides the Commercial Credit Group with current and forward looking information to facilitate the completion of the Credit Write-up, quarterly Asset Quality Report, and annual reviews for stand-alone term loans or multi-year facilities.
  • Prepares formal written request for credit assistance in a timely manner in order to renew, cancel or restructure credit facilities.
  • Prepares and updates the Client Information Sheet as needed.
  • Prepares Risk Adjusted Return On Capital (RAROC) worksheet as needed.
  • The PRO works in concert with the Commercial Credit Group as to type, amount, term & structure of credit that is appropriate to the client’s borrowing needs and financial capacity.
  • Ensures that Borrower and Transaction Risk Ratings are accurate at all times, and promptly changes risk rating to reflect changed conditions; responsible for ensuring that the system of records accurately reflects current risk ratings.
  • Facilitates the credit documentation and booking process with Bankoh Loan Center by negotiating documents with the client and obtains client signatures.





  • Registration with the Nationwide Mortgage Licensing System & Registry.  If not yet registered, registration to be completed and accepted no later than 30 days from employment or transfer date.  If not registered and accepted, employment may be terminated.



  • College degree preferably in business or related area, or equivalent business and/or business credit work experience.



  • Commercial lending experience preferred.
  • Commercial credit experience as an Underwriter.
  • Loan work out training and/or experience helpful.
  • Sales or marketing experience.



  • Strong analytical skills and must have a thorough understanding of all aspects of financial statement analysis, including cash flow lending.
  • Product knowledge.
  • Demonstrated verbal, written communication and services skills which meet Bank of Hawaii’s established standards.
  • Demonstrated interpersonal skills in leadership and management to facilitate team building, coaching and mentoring.
  • Demonstrated sales, marketing and commercial relationship management skills.
  • Demonstrated personal computer skills; working knowledge of MS Office and other spreadsheet and database programs.



  • Must be flexible in availability and mobility to perform required job functions.
  • Must be able to provide own ground transportation or to operate a vehicle with a valid driver’s license, and ability to commute and arrive at intended destination in a timely manner and/or as required. 
  • Travels by air as required.



All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of any legally protected classification including race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or protected veteran status.  Bank of Hawaii takes affirmative action in support of its policy to advance in employment legally recognized individuals including minorities, women, protected veterans and individuals with disabilities.


Job Function Banking Sales/Services
Primary Location Hawaii-Oahu
Schedule Full-time
Job Posting Mar 28, 2017, 12:11:35 PM
Unposting Date Ongoing

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