Commercial Relationship Manager

Commercial Relationship Manager

Job Category : Banking

Position Overview : Develops new customer prospects and business with commercial clients, with the potential to manage a portfolio of commercial clients. Makes and services a wide variety of business and individual loans to build long-term and profitable customer relationships in order to maximize portfolio revenue growth and asset quality. Manages complex accounts or has an assigned market region of a complex nature.

Essential Duties and Responsibilities :

• Maintains a client portfolio for the bank
• Expand existing client relationships which generate incremental revenue for the bank
• Develop new client relationships which generate acceptable returns for the bank
• Work with the Management and Underwriters to analyze the credit strengths and weaknesses of prospective borrowers and make loan decision recommendations
• Work with Management to make recommendations on loan pricing which are competitive with the marketplace and achieve an acceptable return for the bank
• Work with Management to structure loans (term, covenants, collateral, guarantees, etc.) which appropriately protects the bank
• Work with Management to recognize client needs and matching the bank's capabilities to meet these needs
• Work with Management on loan structure, pricing, and other product / services for clients
• Maintain a thorough knowledge of bank's lending policies and regulatory requirements
• Provide mentoring and training to other bank associates
• Maintain proper house-holding of relationships
• Continually upload financial information and client detail into central repository throughout the underwriting process.
• Gather financials for new and renewal opportunities with clients.
• Prepare Opportunity Memos (with Management) as needed for new and renewal requests to initiate underwriting process.
• Work directly with the underwriter to ensure accurate reflection of financials
• Work directly with the underwriter to ensure accurate preparation of Loss Given Default, Probability of default and Risk Adjusted Return on Capital models at time of new / renew requests.
• Coordinate deal team meetings between Relationship Manager, Market President, Senior Credit Officer, and Underwriter
• CRM and Under Writer work together to appropriately ensure accuracy of underwriting package.
• Create / Prepare term sheets, with Management supervision.
• Finalize term sheets to meet client and bank needs
• Engage underwriting to update results of term sheet accordingly and as needed to be reviewed by deal team.
• May assist International Operations manager with the daily activities of the department and specialize in Letters of Credit.
• Builds and maintains a portfolio mix of targeted high value and high potential clients.
• Acts as a financial advisor by educating the customer about financial strategies (e.g. Financial planning, investments, insurance, credit, market trends) based on customer profile and financial plan, and matching customer needs with appropriate products and services. Monitors customer information / products, financial plan and market trends to identify new customer needs and opportunities to deliver further customer value.
• Work with Manager to coordinate credit decision with Market President, Senior Credit Officer, Executive Credit Officer, Chief Credit Officer and Chief Operations Officer. Create / Prepare Commitment Letter with Management supervision
• Finalize any required conditions precedent as needed to ensure Loan Closing has all items needed.
• Responsible for reviewing closing documents
• Responsible for communication with clients
• Identifies portfolio weaknesses and trends and alerts management (Group Manager, Market President, Senior Credit Officer) to deteriorating portfolio conditions
• Ensure receipt of all financial and covenant requirements of client relationships, managing exceptions as dictated by policy.
• Annual Review of client relationships as dictated by policy.
• Annual Risk Rating of client relationships as dictated by policy. This role is responsible for completing of Loss Given Default and Probability of default models for on-going annual portfolio management.
• Ensures client adherence to covenants with review of calculations, key provisions, and recommendations according to policy.
• Performs all other duties as assigned

Qualifications :

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Additionally, the qualifications listed below are representative of the knowledge, skills, and / or abilities required in this position :

Bachelor (4-year college) degree 6-8 years of experience or equivalent combination of education and experience

Benefit Highlights :

Medical with wellness incentives, dental, and vision

HSA with company match

Maternity and parental leave

Tuition reimbursement

Mentor program

401(k) with 6% match

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