Middle Market Rel Mgr IV

Responsibilities

• Generate new loan and deposit business according to assigned sales goals by initiating and developing relationships with businesses, industries, developers, and consumers.
• Maintain acceptable credit quality and appropriate loan pricing.
• Manage and expand individual portfolio and client relationships, including partner referrals.
• Achieve sales targets through proactive activities and consultative selling approaches, including pre-call planning, establishing rapport, interviewing for needs, explaining features and benefits, overcoming objections, and closing sales.
• Leverage centers of influence to build a network and create a pipeline of business.
• Evaluate loan requests for proper purpose, structure, and pricing to meet current loan standards.
• Partner with support staff to ensure the loan origitation process meets bank and client expectations.
• Seek guidance and insight from other lenders and executives to deliver optimal loan terms.
• Manage a portfolio of customers to maintain professional relationships and monitor compliance with current loan standards.
• Strengthen existing client relationships and foster new ones to meet or exceed average portfolio targets.
• Manage delinquencies and ensure classified credits are recognized timely and referred to Special Assets.

Key Competencies

• Strategy in Action: Build strategic mindset capability by breaking down larger goals, anticipating risks, identifying improvement opportunities, and aligning activities with organizational goals.
• Compelling Communication: Communicate openly and effectively, tailoring delivery to engage the audience, uniting others toward common goals, and actively listening to gain support.
• Makes Decisions & Solves Problems: Take ownership of problems, collaborate to understand root causes, evaluate implications, and take action based on available facts.
• Delights Clients: Continuously seek knowledge for a best-in-class client experience, serve clients passionately, maintain a growth mindset, and nurture relationships by prioritizing client needs.

Requirements

• Bachelor’s degree and/or H.S. Diploma/GED with equivalent work experience.
• Minimum 5 years of relevant commercial banking experience.
• Ability to orchestrate organizational resources and build collaborative, client-focused relationships.
• Thorough knowledge of Loan Standards, Loan Review Administration, and Banking/OCC Procedures.
• High level of written and verbal communication skills.
• Proven track record of successful sales performance with strong business development skills.
• High level of sales, negotiation, and financial analysis skills.

Key Measures of Success

• Achieve personal goals for new loan/deposit production and average portfolio target.
• Achieve personal goals for new fee production and average loan delinquency.

Qualifications for Role Levels

This position may be filled at a Commercial Banker II, III, or IV level depending on the candidate’s qualifications and relevant experience. Factors include:

• Depth and breadth of prior commercial lending, business development, commercial credit, and portfolio management experience.
• Number of consistent years with a successful track record as a Commercial Banker (or similar role) at the bank or another financial institution.
• Demonstrated ability to work through complex credits or unique situations.
• Market/region/industry connections and influence in acquiring, deepening, and maintaining profitable client relationships.
• Prior experience coaching and mentoring peers while utilizing leadership skills.
• Agility and proficiency to adapt to changes in sales practices and broader market/industry conditions.

Pay

The salary range for this position is $98,400 - $199,000 per year plus bonus. The base salary reflects the compensation range applicable across the United States. Actual salary offers may vary based on factors such as specific responsibilities, candidate’s skills, experience, educational qualifications, and geographic location.