Sr. Commercial Relationship Manager

About the role

The Relationship Manager (“RM”) will handle multi-faceted relationships as you call on prospective and existing clients to generate loans, deposits, and fees for a geographic area. The RM will determine credit eligibility, prepare loan narratives, ensure loans meet appropriate criteria, and effectively cross-sell a wide variety of products.

Responsibilities

• Develops new and expands existing client relationships by initiating business development activities, proactively reviewing client’s current and changing financial needs, and cross selling products and services.
• Grows and maintains a profitable book of business (loans and deposits) to achieve individual and market goals.
• Develops a comprehensive understanding of client’s needs based on the review and analysis of personal and financial data.
• Qualifies prospects by collecting and analyzing financial and related data in order to determine the general credit worthiness of the prospect and the merits of the specific loan requests.
• Prepares and oversees the completion of the loan approval requirements including careful underwriting of the loan so that the structure meets the needs of the borrower and the bank.
• Obtains appropriate approval for credit under consideration.
• Recommends and negotiates the terms under which the credit will be extended to include pricing fees, costs repayment method and schedule, collateral requirements, etc.
• Maintains and enhances profitability on all assigned relationships.
• Makes sales calls and call follow-up as well as monitors and enhances profitability on all assigned relationships.
• Participates in the achievement of corporate sales and service goals to build customer (external/internal) relationships and enhance shareholder value.
• Participates in various community, civic and professional organizations.
• Refers loans to loan committee for approval.
• Collaborates with Bankers, Financial Center Managers, Retail Leaders, Credit/Underwriting, Loan Processing and Documentation teams and Bank senior management.
• Participates in all bank marketing and sales promotions, contributes to initiatives and programs designed to promote organization’s strategic priorities.
• Complies with all bank, loan and regulatory guidelines and policies.

Requirements

• Bachelor’s degree.
• Ten (10) years of proven relationship/account management experience selling banking products in the appropriate segmentation required.
• Excellent interpersonal, written and verbal communication and presentation skills.
• Excellent organizational skills and ability to handle and prioritize multiple tasks.
• Well-developed analytical and problem-solving skills.
• Ability to generate new business through a consultative sales approach.
• Demonstrated sales and negotiating experience.
• Marketing oriented.
• Ability to work effectively with individuals and groups in managing customer relationships.
• Well versed in product knowledge.
• Credit training, credit quality and underwriting experience; including financial analysis.

Skills

• Strong sales ability and relationship management skills.
• Ability to compile, analyze and act upon widely diverse points of view.
• Exceptional skill at gaining agreement on issues of the highest level of importance.

Qualifications

• Compliance with all laws, regulations and company policies.
• Knowledge of Bank Secrecy Act, Anti-Money Laundering, OFAC and Suspicious Activity reporting requirements.
• Knowledge of all lending and deposit compliance requirements.

Benefits

We have relevant, thoughtful benefits and programs that support every aspect of our associates' holistic wellbeing. Please review our Benefits Guide.