Purpose: The Commercial & Industrial Relationship Manager serves as a trusted financial partner to business owners and key Centers of Influence within the local Rochester market. This role is responsible for cultivating and expanding relationships with mid-sized and large commercial clients, developing new business opportunities, and managing a portfolio of existing relationships. Through a consultative approach, the Relationship Manager delivers lending, deposit, and treasury management solutions that support client success while driving portfolio growth, fee income, and deposit generation in alignment with the Bank's strategic objectives.
Essential Functions:- Works with business owners, management, or designated advisors in analyzing borrowers' financial and operating strategies to recommend credit solutions that meet their immediate and long-term capital needs
- Proactively works to generate additional non-interest income through opening new deposit accounts, cash management products, merchant card services, insurance, wealth management, benefit programs and other financial services from prospects and existing customers.
- Networks within the community with Centers of Influence and provides guidance to teammates on individual strategies and tactics to enhance the Bank's business development efforts.
- Manages, maintains, and services a large loan portfolio that meets established lending requirements and maximizes profitability with acceptable risk. Maintains ongoing communication with customers to remain current on operating strategies and related capital needs and obtains updated financial information as needed.
- Reviews customer application documentation and financial data acting as first line of quality control prior to submitting to underwriting by utilizing knowledge of credit risk process and ensures that all relevant credit operating, and compliance policies and procedures are followed. Prepares clear and concise opportunity and/or transaction memorandums to be delivered with credit requests for approval.
- Participates and supports appropriate community and civic events to promote goodwill and obtain new business
- Demonstrate the standards and principles of the Five Star Bank experience in every interaction with internal and external customers, associates, and stakeholders. Incorporate the high-performance behaviors of teamwork, leading by example, and service in every facet of work.
Job Related Qualifications - Education and Prior Experience:Required:- Education: Bachelor's Degree
- Prior Experience: 5+ years of commercial lending sales experience, specializing in relationship management, business development, and community-centered banking solutions.
Competencies:- Exceptional verbal and written communication skills, with the ability to effectively engage clients, prospects, and business partners.
- Proficient in Microsoft Office Suite and capable of quickly learning and navigating banking systems, technologies, and other business applications.
- Results-driven and highly motivated sales professional with a proven ability to identify opportunities, deepen client relationships, and deliver tailored banking and non-bank financial solutions.
- Strong analytical and financial assessment skills, with the ability to evaluate financial statements, analyze credit risk, and determine borrower creditworthiness.
- Comprehensive knowledge of commercial lending, credit analysis, underwriting practices, and bank policies and procedures.
- Deep understanding of the local market with a demonstrated ability to develop, expand, and retain relationships with key clients, referral partners, and Centers of Influence (COIs).
- Proven relationship management skills with a focus on business development, portfolio growth, and delivering exceptional client service.
Physical Requirements:- Extensive travel within Corporate footprint.
- Extensive computer usage is required.
Benefits:- Medical, Dental, and Vision Insurance
- Health Savings Account
- Flexible Spending Account(s)
- Company Paid Life Insurance, Long Term Disability, and Short Term Disability
- Voluntary Offerings: Life, Critical Illness/Specified Disease, Accident, Hospital Indemnity & Personal Accident
- Tuition Reimbursement
- Employee Referral Program
- Wellness Reimbursement Program
- Star Volunteer Program
- Employee Banking and Financial Perks
- Paid Time Off (PTO)
- Company Paid Holidays
This job description is not exhaustive. The Commercial & Industrial Banker IV may be required to perform other duties as assigned.
The expected rate of pay for this position is shown above. Compensation offers are based on a wide range of factors including relevant skills, training, experience, education and, where applicable, licenses or certifications obtained. Market and organizational factors are also considered. In addition to your base rate of pay and a competitive benefits package, successful candidates may be eligible to receive cash or equity-based incentives based on the role and performance.
