Middle Market Banker

JOB FUNCTION / SUMMARY

Responsible for the management, retention and expansion of existing business relationships, the development of new business and the servicing of a variety of commercial relationships. Grows revenue as directed by senior management by successfully prospecting for new business and retaining and expanding existing customer relationships. Manages a portfolio of up to 75 clients with credit outstanding up to $50MM. Business development activities typically focus on businesses with sales of $25MM - $100MM that operate in our defined targeted industries. Functions with minimal levels of individual authority and negotiates with strict adherence to established guidelines, credit pricing, terms and structure.

ESSENTIAL DUTIES & RESPONSIBILITIES

• Solicits new and prospective loan and deposit relationships for the Bank.
• Develops and executes a business development plan to achieve established goals and objectives.
• Implements a disciplined contact schedule to promote client satisfaction, retain existing clients, and attract long term profitable customer relationships and become the clients trusted financial partner through needs based solutions.
• Identifies cross-sell opportunities for each assigned relationship.
• Marksets to assigned clients and prospects a broad range of financial products.
• Builds internal relationships with other departments such as Product Management, Treasury Management, and Credit Underwriting to enhance the overall banking relationship ensuring the customer’s business objectives are met.
• Proactively seeks knowledge and mentorship from more Senior Relationship Managers to develop a thorough understanding of bank products, services, credit standards, and bank pricing parameters, business development programs/automated systems.

Additional Duties

• PARTNERS WITH THE COMMERCIAL UNDERWRITER TO ASSESS THE CUSTOMER’S CREDIT RISK AND STRUCTURE A CREDIT SOLUTION THAT FITS THE CUSTOMER’S NEEDS WHILE REMAINING WITHIN ACCEPTABLE RISK GUIDELINES.
• IDENTIFIES CLIENT NEEDS AND WORKS WITH CUSTOMERS TO OFFER APPROPRIATE BANK PRODUCTS AND SERVICES.
• CULTIVATES PROSPECTS INDEPENDENTLY THROUGH CUSTOMER REFERRALS, NETWORKING, AND PARTICIPATION IN PROFESSIONAL ORGANIZATIONS, SOCIAL CONTACTS AND RELATIONSHIPS BUILT IN THE COMMUNITY.
• DEVELOPS RELATIONSHIPS WITH CUSTOMERS THROUGH CALLING AND CUSTOMER SUPPORT ACTIVITIES.
• ROUTinely MONITORS LOAN PORTFOLIO’S CREDIT QUALITY STATUS TO ENSURE LOANS ARE CURRENT AND CONFORM TO TERMS, QUICKLY IDENTIFIES AND MANAGES RISKS TO MINIMIZE IMPACT.
• USES AUTOMATED BUSINESS DEVELOPMENT SYSTEM TO MANAGE INDIVIDUAL CALLING PROGRAM, SCHEDULE APPOINTMENTS, DEVELOP CUSTOMER PROFILES OR CROSS-SALES OPPORTUNITIES, FOLLOW-UP WITH CUSTOMERS AND BOOK NEW BUSINESS.
• KEEPS ADEPT AT INDUSTRY, COMPETITOR, FINANCIAL MARKET AND OTHER CHANGES THAT MAY IMPACT THEIR PORTFOLIO OR DEPARTMENT.
• RESPONSIBLE FOR ASSEMBLING FINANCIAL INFORMATION AND COORDINATING THE GENERATION OF COMPLETE LOAN PACKAGES FOR APPROVAL PRESENTATION.

OTHER DUTIES AND SPECIAL PROJECTS

• ASSESSES THE CUSTOMER’S CREDIT STATUS OR OBTAINS APPROPRIATE CENTRAL UNDERWRITING APPROVAL AND RELATED DOCUMENTATION TO ENSURE PORTFOLIO QUALITY AND YIELD ARE MAINTAINED.
• USING AUTOMATED BUSINESS DEVELOPMENT SYSTEM TO MANAGE INDIVIDUAL CALLING PROGRAM, SCHEDULE APPOINTMENTS, DEVELOP CUSTOMER PROFILES OR CROSS-SALES OPPORTUNITIES, FOLLOW-UP WITH CUSTOMERS AND BOOK NEW BUSINESS.
• KEEPS ADEPT AT INDUSTRY, COMPETITOR, FINANCIAL MARKET AND OTHER CHANGES THAT MAY IMPACT THEIR PORTFOLIO OR DEPARTMENT.
• RESPONSIBLE FOR ASSEMBLING FINANCIAL INFORMATION AND COORDINATING THE GENERATION OF COMPLETE LOAN PACKAGES FOR APPROVAL PRESENTATION.

MINIMUM REQUIRED EDUCATION, EXPERIENCE & KNOWLEDGE

• Bachelor’s Degree, major in Accounting or Finance preferred.
• Minimum 3 -5 years of relationship management experience selling banking products.
• Proficient in credit underwriting fundamentals and prior credit experience including financial analysis.
• Knowledge of commercial loan products & lending / compliance regulations.