Sr. C&I Relationship Manager

Focuses on developing strategic relationships specific to Commercial & Industrial (C&I) loans in the primary markets served by CommunityAmerica. Serves as the primary lead for membership opportunities, manages risk within the portfolio and industry, and drives full engagement with businesses and owners.

Responsibilities

• Drive commercial production achievement specific to C&I lending and other commercial product sales through internal referrals and business development activities with current and prospective business members. Production includes quality loans, meaningful deposits, fee income, and fully engaged membership with CommunityAmerica.
• Build and manage a portfolio of commercial loans and relationships.
• Interpret and analyze the creditworthiness of commercial loans and work with a Credit Analyst to prepare a credit memorandum for presentation and approval.
• Conduct annual reviews of the existing loan portfolio to ensure the safety and soundness of the loans.
• Source and assess changing market conditions and risks associated with industries relevant to the portfolio’s exposure level. Provide guidance to the Commercial Loan Committee and Management concerning those risks.
• Work with potential participant lenders (Credit Unions or Banks) in managing sold participations as part of CommunityAmerica’s risk assessment for C&I lending.
• Research and utilize data from specific projects to support loan decisions, including borrower/guarantor repayment capacity, loan structuring recommendations, collateral analysis, covenant structuring, compliance, pricing, and risk rating rationale.
• Consult with existing business members to identify needs, propose solutions, and uncover additional opportunities.
• Collaborate closely with Treasury Sales to fully bank business members, providing tools to manage cash flow through Treasury products and services.
• Work closely with Retail Banking to enhance the member experience by fully onboarding business owners, employees, and stakeholders through the At Work program.
• Promote and cross-sell a full range of products and services to achieve highly engaged membership.
• Provide education and advice to members regarding financial products, connecting them with community resources to support their business plans and strategies.
• Collaborate with other departments and outside vendors to increase service delivery, efficiency, and profitability.
• Make lending recommendations and work with credit analysts to prepare lending packages in accordance with policy and state/federal regulations.

Requirements

• Ten (10) or more years in Commercial Banking and ten (10) or more years in a sales capacity.
• Experience with and strong knowledge of C&I Lending.
• Strong knowledge of financial analysis and commercial lending structures.
• Bachelor’s degree in business or finance. Significant direct experience or certifications may substitute for a college degree.
• Completion of Graduate School of Banking programs, Risk Management Association (RMA) coursework specific to commercial lending, or other business lending programs is desirable.

Skills

• Ability to learn business development techniques with a commitment to developing a strong community presence and team sales approach.
• Effective written and verbal communication skills.
• Ability to work effectively as part of a team.
• Extensive knowledge of commercial banking products, including loans, deposits, and treasury management.
• Knowledge of laws and regulations governing lending.
• Strong mathematical and analytical skills.
• Strong interpersonal skills and ability to resolve conflict and miscommunications.
• Ability to maintain a high level of confidentiality.
• Credit analysis background preferred.
• Knowledge of Commercial & Industrial risks, trends, and business-specific performance measures.
• Self-sourcing commercial leads and business development experience.