Client Relationship Manager

About the role

The Client Relationship Manager (CRM) plays a crucial role in managing and nurturing relationships between the bank and its commercial clients. Their responsibilities are centered around maintaining and growing the bank's relationships, ensuring that the client’s commercial / corporate banking needs are met, while partnering with credit underwriters and credit portfolio managers to ensure credit quality, and working with originators and the broader relationship team to identify opportunities for new business and ensuring profitability.

Responsibilities

• Serve as the main point of contact for business clients, addressing their broad banking needs, including debt and ancillary services (deposits, treasury, derivatives, etc.).
• Work with deal team and market leadership to identify opportunities to cross-sell or up-sell the bank’s products and services, such as treasury services, deposits, derivatives and other financial products.
• Be well-versed in the bank’s product suite to be a trusted advisor both internally and to the client.
• Work closely with credit teams and credit portfolio managers, serve as a liaison between origination, the client, and credit partners to assess the risks and contribute to debt structuring to both properly assess and manage risk and to present the bank as a trusted advisor to existing and prospective debt clients.
• Partner and collaborate with credit portfolio managers, and loan monitoring, to manage a portfolio of corporate middle market clients, ensuring consistent communication, timely support, and proactive management of accounts.
• Work with relationship team, product, and credit partners to monitor client profitability, portfolio growth, and risk exposure to align with bank objectives and client expectations.
• Work with relationship team and internal partners address client issues quickly, whether it’s a service problem, a financial solution that needs adjusting, or an operational concern.
• Work with relationship team, loan monitoring, and credit portfolio managers to ensure that all client activities are compliant with banking regulations, internal policies, and risk management procedures.
• Serve as the conduit to the relationship, work with various internal teams such as treasury, operations, credit underwriters and credit portfolio managers, loan monitoring and other product specialists to ensure comprehensive client service, credit quality, and profitable client relationships.
• Focus on maintaining and deepening existing relationships by ensuring high levels of satisfaction with the bank’s products and services.
• Serve as a liaison between credit portfolio managers, monitoring and client related regular account reviews.
• Stay updated with industry trends to identify potential growth opportunities or risks across the commercial portfolio.
• Expand the collective thought leadership in targeted industries and markets, understand the client’s business operations, challenges, and goals to assist the relationship team and provide tailored financial advice and solutions.
• Act as the client’s advocate within the bank, ensuring their needs and goals are represented in internal discussions.

Requirements

• 10+ years’ work experience related to various aspects of middle market and corporate banking.
• Must be able to identify risks inherent in complex loan transactions and address/mitigate accordingly.
• Manage moderately large and more complex relationships (credits, deposits, and fee-based products/services).
• Experience reviewing and negotiating loan documents.
• Acts as liaison for customer inquiries, issues account instructions, redirects questions and requests, as necessary, if issues related to other departments.
• Ensures accuracy of information, data, and documentation for all portfolio accounts.
• Actively participates in customer meetings to further the relationship and expand business opportunities.
• Good mathematical, reading comprehension and writing skills.
• Excellent interpersonal and communication skills.
• Ability to work within timelines and complete projects before deadlines.

Qualifications

• To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Support the deal team in managing existing and developing new client relationships.
• Aid corporate banking team, credit partners, and credit portfolio managers in deal qualification assessment, due diligence, and loan structuring.
• Understand complex transactions and related risk (credit, market, operations, legal/compliance, etc.).
• Collaborate with originators, credit partners, and credit portfolio managers with underwriting of complex deal structures through the credit approval process.
• Partner with deal team, credit partners, and credit portfolio managers, in reviewing and negotiating loan documents and engaging counsel as needed.
• Partner with credit portfolio managers, and loan monitoring to conduct portfolio reviews and continuous portfolio monitoring for assigned portfolio.
• Coordinate with internal partners and participate in internal discussions (credit discussions, screens, new product pitches, etc.).
• Ability to work within timelines and complete projects before deadlines.