Job Summary
The Commercial Relationship Manager is responsible for creating, developing, and managing banking relationships; originating commercial loans and developing deposit relationships; and ensuring exceptional client service while maximizing the profitability of client relationships and minimizing risk.
Responsibilities and Duties
- Through an organized and consultative approach, develops new depository and loan customer relationships with prospective clients.
- Actively manages and maintains, on an ongoing basis, existing clients by independently monitoring the financial condition and business aspects of a group of customers and independently responds to clients’ daily and long-term banking needs with minimal oversight.
- Manages and expands existing portfolio by overseeing credit renewals, resolving problems and cross-selling other products with the assistance of product specialists
- Meets with centers of influence, business brokers, CPAs, attorneys, real estate agents, business owners, senior executives, and others to evaluate and analyze their financial and business needs, and to provide expert advice to prospective clients. This includes developing a clear understanding of current and potential customers and their business strategies, loan purpose, risk assessments and mitigation of risk, indicated repayment sources through financial statements and asset evaluation.
- Makes independent threshold determinations regarding the creditworthiness of prospective clients. This includes assessing independently the risks of proposed and existing loans based on multiple considerations, including the nature of the customers’ business, their financial history, whether there is sufficient collateral, future earnings potential, the total Bank obligation involved, expected cash flow and other factors as determined by the relationship manager to be pertinent. This includes reviewing, analyzing, and interpreting financial statements, accounting papers, income tax returns, Bank policies and governmental regulations.
- Scrutinizes customer and potential customer information provided for evidence of irregularities, discrepancies, and fraud.
- Structures and proposes credits; negotiates, within guidelines, credit pricing, terms, and structures. Facilitates resolution of the credit approval process.
- Monitors loan repayment activities and takes necessary action to collect from past-due accounts.
- Maintains comprehensive knowledge of the bank’s products, services and credit standards, trends in commercial banking pricing and products.
- Keeps abreast of local and national economic, financial, political, and legislative events and climates which could have an impact on corporate and commercial lending activities.
- Maintains professional and community relations to increase the bank’s visibility and new business opportunities, and to further personal development.
- Ensures BSA compliance by reading and being familiar with the BSA/AML program/policy; following all BSA/AML/OFAC policies and procedures; and completing all BSA/AML/OFAC related online courses.
- All other tasks, responsibilities, or duties, as directed by management.
Qualifications and Skills
- Bachelor's Degree (BA, BS, etc.) in Business, Accounting, Finance, or a related field preferred with a minimum of Five (5) years of credit and/or commercial loan experience.
- Exhibits effective sales and customer service practices and have a firm grasp on relevant legal issues and other necessary information.
- Maintains confidentiality of customer and employee information.
- Self-starter and able to work independently.
- Displays a strong sense of urgency, initiative, and drive to complete tasks correctly, with emphasis on working with and through people in the process.
- Must be able to make sound decisions, have the ability to recognize potential problems, and take corrective action.
- Flexible to adapt to changing business priorities
- Good interpersonal skills and communication with all levels of management
- Able to multitask, prioritize, and manage time efficiently
- Excellent verbal and written communication skills
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