Community Relationship Manager Associate, I, II, or III

The purpose of this job is to operate under the guidance of Commercial Relationship Managers in the day-to-day activities of the Commercial Lending Department, while developing/building a personal portfolio and the skills necessary to progress as a Commercial Relationship Manager.  Other purposes are to assist in commercial portfolio management, the preparation of loan packages, and to conduct special projects as required.  

**This position may be filled as an Associate, Level I, II or III.   Additional responsibilities and qualifications apply.

• Time management
• Development of prospect list
• Work with Commercial Lending personnel on a day-to-day basis in order to learn the fundamentals of Commercial Banking, i.e. portfolio management, credit analysis, loan presentation, and loan negotiation with oversight from an experienced Commercial Relationship Manager.
• Begin process of obtaining business development (sales) skills through structured calling program to gain experience in outside loan production and negotiations
• Begin participation in community, professional, and trade organizations 

Level I additional responsibilities:

• Determination of data required for loan packages
• Portfolio management decisions within credit authority
• Loan pricing decisions within authority
• Determine which customers are potential candidates for expanded services and identify qualified prospects
• Practice commercial 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. Work with Audit, Loan Review and the OCC as needed.
• Practice business development skills through the practical application of performing business calls to customers and prospective customers in order to gain further experience in outside loan production and negotiations and support achievement of new business goals
• Provide high level of customer service to existing clients in order to build relationships, to expand development of business and to identify and create cross sell opportunities for other product lines.
• Maintains professional community relations to increase the bank’s visibility and new business opportunities, and to further personal development.

Level II additional responsibilities: 

• Recommendations for credit approval to Senior Loan Committee
• Cross-selling referrals
• Business development strategies, including prospect list development
• Recommend promotional sponsorships to senior management
• Maximizes the department’s profitability through the maintenance of a high-quality loan portfolio. Has credit authority on large and complex accounts. 
• Actively participates in business development activities for the purpose of attracting additional profitable business for the bank.
• Provides guidance to less experienced relationship managers.
• Cross-sell additional products and services to existing customer base and asks for referrals. 

Level III additional responsibilities: 

• Portfolio management and pricing decisions within credit authority
• Has a leadership role in the bank’s business development activities. Attracts new business relationships and expands existing business relationships through the call program.
• Approves or rejects loans exceeding the credit authority of subordinate relationship managers up to approved lending limits.

• Four-year college degree preferred
• Minimum of two (2) years banking experience or equivalence in one or a combination of the following areas:
  • Management Development Program
  • Relationship Manager
  • Credit Analysis
  • Retail Banking
• Basic knowledge of the financial services industry
• Knowledge of Commercial Lending and the bank’s financial products and services
• Knowledge of sales principles
• Effective oral and written communication skills
• General working knowledge of PC operations to include word processing and spreadsheet applications

Level I additional qualifications:            

• Bachelor’s degree in business, finance, accounting, related field, or equivalent experience
• Minimum of three years proven and progressive commercial lending/credit experience or equivalent.
• Experience with real estate or commercial lending risk analysis
• Developed understanding of lending and credit approval process as well as pertinent bank policies and external regulations
• Detailed knowledge of credit analysis practice and procedure
• Familiarity with products and services offered by financial services institutions
• Excellent interpersonal skills
• Developed decision making and persuasion skills
• Proven ability to build relationships
• Time management/organization skills
• Customer contact and sales and service skills

Level II additional qualifications:

• Minimum 5 years of progressive commercial lending/ credit experience or equivalent.
• Knowledge of pricing models as it relates to profitability of lending unit
• Fully developed understanding of lending and credit approval process as well as pertinent bank policies and external regulations
• In-depth knowledge of products and services offered by financial services institutions
• Strong analysis, judgment and communication (oral and written) skills
• Should possess excellent negotiation and problem solving skills
• Ability to present loan commitments to executive management of customers should be attained prior to this level
• Must possess a high level of analytical skills
• Ability to be assertive and decisive in arriving at sound business decisions which serve the best interest of the association and the borrower
• Motivation and initiative are essential 

Level III additional qualifications:

• Minimum 10 years’ experience managing a commercial loan portfolio or equivalent with a proven track record in sales ability/aptitude and business development
• Must possess strong, well developed interpersonal skills
• Results-oriented, flexible, and demonstrated ability to prioritize work assignments.

Physical Requirements/Working Conditions:  Must be able to sit for long periods of time and use computer keyboard and/or mouse, while viewing computer screens.

Note: This is a brief description of this position and is not limited to those described herein. Management retains the right to add, delete or modify any of these responsibilities at any time during employment.