Enterprise Relationship Manager

Company Overview Farmers Business Network, Inc. (FBN®) is a pioneering digital marketplace and farmer-to-farmer network dedicated to empowering family farmers globally while promoting sustainable agriculture. With over 117,000 members, FBN's Farmers First® promise unites growers and ranchers in their quest to maximize profitability and increase food production. FBN leverages data, AI and direct-to-farm delivery to simplify the agricultural supply chain, boosting convenience and transparency, reducing farm input costs, enhancing access to financing and services, and providing personalized farm insights. Its Gradable® joint-venture helps thousands of farmers adopt and earn rewards for regenerative practices while simplifying the access of regenerative products for the world’s leading food companies and grain buyers.

Position Summary The Enterprise Relationship Manager will originate agricultural real estate loans for FBN Finance and its lending partners within an assigned territory, managing borrower and referral relationships from initial sourcing through closing and ongoing servicing. This includes, but is not limited to, the following activities:

• Solicit, evaluate, analyze, negotiate and present, verbally and in writing, agricultural real estate loan proposals for review by FBN and its lending partners, representing FBN, its interests and its image throughout the lending territory.
• Work with the credit team to prepare clear and accurate loan file with long term, current, and pro forma financial analysis, financial and real estate narratives, and supporting loan file information.
• Work with the credit team to analyze prospective loans of by reviewing land use capability, financial stability of the farmer,, ranch or agri-business.
• Negotiate with farmers on amounts, terms, conditions and structure (e.g., amortization, interest-only periods, covenants and collateral) of proposed loans.
• Develop and maintain a wide network of bankers, CPAs, real estate brokers, attorneys, title companies, general insurance agencies and professional contacts in related agricultural businesses, as well as lending partners and institutional investors, in order to lead in the expansion of FBN’s lending territory through industry networking and personal interaction.
• Participate, assist and support the sales team in all group projects including credit committee activities, loan application review, and research.
• Serve as the point person for farmers’ needs from loan documentation through the life of the loan, including negotiating and completing renewals and increases, supporting collection of past-due payments and other servicing activities, processing building insurance matters (including loss adjustments), making periodic calls on present borrowers, and monitoring the portfolio to proactively identify issues and solutions.
• Keep up-to-date on technical agricultural, credit and regional market developments, including competing products, through professional associations, publications and independent research, and use these insights to identify new lending opportunities.
• Independently prioritize day-to-day execution of the origination process, building and managing a pipeline of loan opportunities in nCino and tracking progress toward origination volume targets
• Work with the credit team and sales management to find competitive solutions for farmers while managing FBN’s risk
• Work effectively in a team environment with credit, closing, servicing, loan sales, legal, product and business teams, and other support staff
• Serve as a subject-matter expert on agricultural real estate lending, providing market and credit insights and recommendations to FBN Finance leadership.
• Provide regular updates on pipeline, closed loans and portfolio performance to internal stakeholders and lending partners.
• At the Sr. level, mentor and coach junior relationship managers and support their professional development.

Minimum Qualifications

• BS/BA in agribusiness, agronomy, business administration, economics, finance, marketing, or a related field.
• High degree of public relations and sales ability, combined with knowledge of business practices and management concepts, to develop sources of agricultural loan applications and analyze them as potential FBN loans.
• Comprehensive knowledge of technical agriculture, land appraisal, and farm business.
• General knowledge of banking, accounting, credit, tax law and real estate law.
• Ability to create and maintain new business relationships through cold calling, meetings, trade shows and other industry gatherings.
• Excellent verbal and written communication, public speaking and interpersonal skills, with a high degree of tact, persuasiveness and discretion in handling confidential matters.
• Ability to demonstrate credit and cash flow analysis, balance sheet analysis, profitability, liquidity and solvency analysis.
• Ability to demonstrate analytical and statistical skills used to evaluate, prioritize and categorize data in various formats.
• Proficiency with spreadsheet tools (Excel, Google Sheets) and loan origination and CRM systems such as nCino.
• Strong network of farmers
• Experience finding credit solutions for farmers with a wide range of financial profiles
• Experience advising farmers on the credit and financing needs of their operations
• Ability to organize and prioritize work, and to work independently and as part of a cross-functional team
• Ability to compile, evaluate and analyze real estate legal descriptions and platting, interpret aerial photographs, and, where relevant to the territory, assess water rights and supporting data.
• A commitment to the highest ethical standards
• Strong analytical judgment to evaluate and analyze prospective loans.
• Flexibility, resourcefulness, and good judgment to negotiate sound loans that benefit both FBN and the farmer.
• People-oriented, with strong initiative, self-motivation, and the ability to deal effectively with people at all levels.
• Ability to drive long distances, occasionally in inclement weather, and to walk large rural properties over varied terrain in a variety of weather conditions.

To understand the physical demands of this job, please click this link and refer to Template B.

The following represents FBN's reasonable estimate of the US national average base salary range for this role based on market data and placement of internal employees: $190,000-$215,000. This salary range may vary based on geography and the higher cost of labor in some metropolitan areas.

Beyond Base Pay, FBN also offers all full-time/permanent employees competitive total compensation packages that include equity compensation (dependent upon job level), incentive/bonus plans (dependent upon position), paid holidays plus an additional floating holiday, work flexibility including paid time off and remote work if your role is eligible, parental leave, benefits including but not limited to: medical, dental, vision, wellbeing, short & long term disability, life insurance, 401k, HSA employer contributions, and more.

FBN is proud to be an equal opportunity employer that is committed to diversity and inclusion in the workplace. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic. FBN considers qualified applicants with criminal histories, consistent with applicable federal, state and local law.

We participate in the E-Verify program in certain locations as required by law. Learn more about the E-Verify program here.

FBN is also committed to providing reasonable accommodations to the known limitations for qualified applicants with disabilities and disabled veterans in our job application process. If you need assistance to complete this form or participate in an interview, please let us know. #LI-DNI

Compensation The base pay range for this role is $190,000 – $215,000 per year.