Commercial Relationship Manager III

Position is responsible to develop and manage commercial accounts that meet established requirements, focus on customer service and maximize profitability with minimal risk for the bank.

• Understanding of credit, commercial products, and financial statement analysis to offer beneficial banking solutions.
• Manage an existing 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 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.
• 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.
• Maintains professional community relations and involvement to increase the bank’s visibility and new business opportunities, and to further personal development.
• 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.
• 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.
• Work with product partners (Treasury Management., Wealth Management etc.) to analyze, evaluate and develop a tailored relationship strategy for each client or prospect.
• 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 to approved lending limits.
• Perform additional duties as assigned.

• Bachelor’s degree in business/finance associated major, or relevant job experience
• Minimum of five years proven and progressive commercial banking/credit experience or equivalent
• Minimum of eight years managing a commercial loan portfolio with a proven sales track record and business development acumen
• Experience with commercial banking risk analysis
• Developed an understanding of banking and credit approval process as well as pertinent bank policies and external regulations
• Practical working knowledge of sales principles
• Prior experience with products and services offered by financial services institutions
• Effective oral and written communication skills
• Excellent analytical, time management, 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
• Proven ability to build and maintain relationships
• Underwriting experience preferred
• Enhanced knowledge of credit analysis practice and procedure
• 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
• Previous experience as an underwriter preferred

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.

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