Middle Market and Corporate Banking Relationship Manager III

The purpose of this job is to use Middle Market and Corporate Banking skills to provide practical application in the areas of portfolio management, preparation of loan packages, property inspections, relationship development and other duties as needed in such a way as to maximize profitability to the bank at a minimal risk and to contribute to the overall achievement of departmental goals.

• Work with Corporate Banking Manager on a day-to-day basis in order to learn the fundamentals of Corporate Banking, i.e. portfolio management, credit analysis, loan presentation, and loan negotiation with oversight from an experienced Corporate Banking Manager
• Basic knowledge of financial services industry, corporate banking and finance products and services and sales principles
• Begin process of obtaining business development (sales) skills through structured calling program to gain experience in outside loan production, deposit/cash management production, and negotiations
• Begin participation in professional, and/or trade organizations
• Understanding of credit, and financial statement analysis to offer beneficial corporate banking solutions
• Manage an existing corporate banking portfolio and seek opportunities to generate incremental revenue for the bank and meet customer financial goals
• Engage with customers on a regular basis to enhance the trusted advisor relationship, ensure business needs are being met, provide high level of customer service, and create cross sell opportunities for other product lines
• Practice corporate loan portfolio management skills through practical application of assigned portfolio including project analysis, loan underwriting, proper risk analysis and identification of risk rate, packaging and presentation, renewal processing, loan doc prep and closing, collateral analysis, past due notice management, etc.
• Compliance with established policies and procedures for commercial banking and follow appropriate controls to prudent behavior which is in compliance with the bank’s risk appetite including loan and credit quality
• Ensure portfolio is prudent and the non-performing loan ratio is within the acceptable risk tolerance limits
• Meet and exceed corporate banking goals through quality loan growth, deposit growth, loan fees, cash management fees, and cross sell to other product lines
• Disciplined calling efforts to clients and prospects with at least $50 million in annual sales revenue in order to expand, retain, and gain profitable middle market and corporate banking relationships
• Sound credit risk practices to ensure Lending is prudent and in compliance with the bank’s risk appetite including loan and credit quality
• Provide a high level of client service to existing clients
• Structure, price, and present loan opportunities to loan committee
• Make recommendations for credit approval to Senior Loan Committee. Present to loan committee as needed
• Develop and execute market strategies for development, growth, and retention. Execute the strategy with calls, visits, client qualification and meeting follow-up to maintain, enhance and expand client relationships
• Prospect for clients independently by utilizing referral sources, existing clients and executive on market strategies for development, grown and retention
• Responsible for the management of portfolios for medium to large sized businesses
• Serve as a mentor to less experienced relationship managers
• Leadership role in the bank’s business development activities
• Approves or rejects loans exceeding the credit authority of subordinate relationship managers up to approved lending limits

• Bachelor’s degree in business, finance, accounting, related field, or equivalent experience
• Minimum of 10 years proven and progressive middle market and Middle Market and Corporate Banking experience.
• Enhanced knowledge of pricing models, profitability forecasting, and credit analysis practice and procedure
• Fully developed understanding of banking and credit approval process according to bank policies and external regulations
• Proven track record of business development skills especially with established customers
• Self-Starter and able to manage time properly
• Excellent analytical, organizational, and problem-solving skills with the ability to multi-task and work in a deadline-driven environment
• Ability to work accurately with close attention to details
• Knowledge of Commercial Lending and the bank’s financial products and services
• Effective oral and written communication skills
• Advance working knowledge of PC operations to include word processing and spreadsheet applications
• Practical working knowledge of sales principles
• Proven ability to build and maintain relationships
• Experience with middle market and corporate banking credit risk analysis
• Experience in pricing and structuring middle market and corporate banking loans
• Knowledge of capital market products including derivatives and syndications
• Underwriting experience