Relationship Manager

Who is Shift?
At Shift, we're business specialists dedicated to helping Australian SMEs take control of their cashflow, streamline trade terms and choose the right financial products.

We believe Australian businesses are the driving force behind our economy and are core to our communities. That's why our business expertise, focus on relationships, and market-leading technology is at the core of everything we do. We've helped solve the credit and payment pain points for more than 25,000 businesses, providing over $3.5 billion in aggregate funding.

Our unique approach to product innovation combined with our collaborative culture means you can build your career in a supportive environment. You'll be joining a diverse team of over 250 people who are always looking to deliver better outcomes for Australian businesses.

About the role:
The Relationship Manager ESME (Established Small Medium Enterprise) is responsible for proactively growing and managing a portfolio of established SMEs customers. The role focuses on building deep, strategic relationships, understanding customers' businesses, industries, and growth plans and delivering appropriate lending structures and product solutions. . Acting as a trusted advisor, the Relationship Manger takes end-to-end accountability for customer outcomes – from origination through credit structuring, approval, onboarding and ongoing portfolio management – whilst maintaining strong credit quality and alignment to risk appetite.

Relationship Management

• Proactively identify and pursue opportunities within a portfolio of customers to meet their business needs to grow lending limits, expand product usage, and deepen relationships.
• Engage customers and brokers in discussions about lending needs, structures, and solutions that align with their business goals.
• Develop a deep understanding of each customers industry, market dynamics and strategic plans to anticipate future funding needs.
• Act as a trusted advisor, building long-term partnerships based on credibility and insight rather than transactional interactions.
• Credit Structuring & Risk Management
• Structuring deals and negotiating stronger security positions to facilitate higher limits and greater exposure.
• Working with credit to mitigate the risks associated with each application.
• Handle objections professionally when proposed limits differ from expectations, providing clear explanations and alternative solutions. Prepare, present, and progress proposals in line with Shift's credit strategy and risk appetite.
• Lead the development of credit submissions, including financial analysis, risk assessment and recommended structures.

Market & Portfolio Performance

• Maintain strong market knowledge to position the business competitively and identify emerging opportunities.
• Monitor and manage portfolio performance, ensuring credit quality and compliance are maintained.
• Proactively identify performance trends, credit risks and opportunities within the portfolio, taking action to optimise outcomes.

Collaboration & Internal Partnerships

• Work in close collaboration with the customer solutions team to originate and execute large, complex transactions.
• Partner with BDM's, Customer Solutions and Service teams, and other internal stakeholders to deliver seamless customer experiences and outcomes.

Skills & Experience:

• Previous experience as a business banker or relationship manager within a bank or non-bank lender with end-to-end customer accountability, including credit writing responsibilities.
• Proven experience building strategic customer relationships based on trust, industry insight and tailored solutions.
• Exposure to equipment finance and working capital solutions, account maintenance processes and operational processes.
• Strong customer service and relationship-building skills.
• Proactive sales and opportunity identification skills.
• Ability to conduct credit assessments using financial and bank statements, along with the ability to identify corporate group structures and determine their flow of funds.
• Negotiation skills to secure favourable outcomes for both customer and lender.
• Strong verbal, written, and presentation communication skills.
• Ability to influence decision-making and overcome objections.
• Deep product and market knowledge.
• CRM and loan origination system proficiency.

Qualifications:

• Tertiary qualification in business, finance, or related field – (highly regarded)