Commercial Relationship Manager

General Function

Manages and develops commercial loan accounts, which meet the established lending requirements while maximizing profitability and minimizing risk to the bank. Contributes to the growth and profitability of the bank through commercial relationships.

Major Duties And Responsibilities

• Works with branch managers to determine business plan to reach area sales goals and overall system targets.
• Knows the features and benefits of all bank products and services to efficiently promote the bank to existing and potential commercial customers.
• Serves existing commercial loan accounts and expands existing relationships through cross-sells and referrals.
• Aids in the implementation of new products or programs to help provide better service to customers and stimulate new growth.
• Displays initiative to achieve assigned sales, service & retention goals.
• Directly supervises one or more lending assistants, administrative assistants, and customer service representatives.
• Evaluates staff's work performance by preparing annual reviews and conducting counseling sessions.
• Supervises and trains staff in developing a complete knowledge of our products and services with an emphasis on commercial products.
• Aids and advises staff regarding policies and procedures for commercial lending.
• Negotiates credit terms such as costs, loan repayment methods, and collateral specifications.
• Responsible for ongoing monitoring of credit quality of personal loan portfolio.
• Performs analysis of credit reports, business and personal tax returns, financial statements, cash flows, and pricing analysis.
• Develops referral sources for additional business.
• Proactively notifies customers of upcoming loan maturities, renewals, and other loan events, ensuring receipt of all necessary documentation to complete loan renewals in a timely manner.
• Serves on various committees as assigned by management.
• May also handle special programs, such as Business Manager, Credit Card program, and other various special projects as assigned by supervisor and management.
• Interviews loan applicants, analyzes financial information, and makes appropriate loan decisions.
• Decides based on opinions derived from facts and projections based upon the best available information, adhering to specified lending authority.
• Presents loan requests above lending authority to loan review committee for approval.
• Primarily responsible and influences directly a loan portfolio as it pertains to commercial loans under his or her responsibility.
• Serves loan portfolio in a manner consistent with sound banking practices, while maintaining profitability.
• Engages in other outside activities consistent with the company's responsibilities in the community and the industry.
• Makes business development calls on existing customers and prospective customers.
• Tracks calls and pipeline in contact management system.
• Maintains an active role in community affairs to improve the bank's visibility in the area.
• Implements plans to reduce total past dues loans and non-earning assets to a level determined by the Bank Leadership.
• Works closely with Collection Manager in the collection of delinquent and matured accounts.
• Provides leadership to effective communication between subordinates and superiors to assure high quality information flow in all directions.
• Provides exceptional customer service to internal and external customers.
• Requires the ability to interact effectively with all levels of bank personnel. Must efficiently communicate with bank customers, management, and department heads.
• Obtains specific goals related to production, quality and growth as described by supervisor. Goals will be set to include asset quality, growth in loans and deposits, branch profitability, efficiency, and business development.
• Actively pursues new deposit and Treasury Management opportunities in assigned market.

Additional Responsibilities

• Participates in Loan Committee meetings when appropriate.
• Maintains excellent working relationship with loan support staff.
• Responds to inquiries or refers inquiries to the appropriate department or person, exhibiting the necessary follow through with customers and/or staff involved.