About the RoleThe position of Commercial Banking Sr. Relationship Manager is responsible for the acquisition of new commercial banking clients and the expansion/retention of existing relationships. This position is accountable for the development of a commercial loan portfolio and broadening the Bank's reputation by utilizing their contacts with centers of influence in the Bank's target markets. This individual will solicit and service prospective customers producing a variety of commercial loans as well as generating and managing a portfolio of business and corresponding relationships, while seeking new accounts through calling efforts, marketing, and referrals. This individual should be expertly versed in deal structure, underwriting, negotiation and the management of complex credit relationships.
What You Will Do- Manages and provides services for larger, more complex commercial loan relationship clients under the guidelines of the Bank's loan policies and procedures including but not limited to:
- Identifying and developing new commercial loan relationships.
- Identifying and developing new deposit relationships.
- Interviewing clients and prospects seeking commercial loans.
- Collecting and analyzing financial and related data to determine general creditworthiness.
- Structuring loan terms and conditions that meet the client's needs and the Bank's lending guidelines.
- Recommending approval or declination of loans within established Bank policies and informing prospective borrower of decision.
- Managing a commercial loan portfolio for adherence to loan terms and conditions including but limited to the timely receipt of required financial information, covenant compliance and annual reviews.
- Reviewing documentation and working with Bank personnel or Bank Counsel to ensure loan documentation is prepared in accordance with loan approval.
- Monitoring loan repayment activities and taking necessary action to collect from past-due accounts.
- Drives new business development, portfolio management, credit quality and overall relationship management of an assigned/developed portfolio of commercial customers.
- Works independently to manage and develop commercial accounts that meet the Bank's lending requirements and maximize profitability while minimizing risk.
- Sources prospects and COI's; owns the relationship as the primary point of contact for new business development which focuses on the acquisition of profitable commercial relationships.
- Cross-sells the Bank's commercial products and services to existing customers; acts in a trusted advisor role to companies generating ideas, advice, and solutions, usually to the larger companies in the Bank's footprint.
- Partners and collaborates with credit professionals to produce written support of new or renewing credit exposure.
- Represents the bank in civic and community functions to further enhance its image and develop expanded business.
- Participates in joint calls with business partners to develop customer relationships and support specific product sales across business lines.
- Monitors credit quality within the existing portfolio and takes action as appropriate.
- Identifies and structures commercial credit transactions to ensure maximum profitability with reasonable risk.
- Maintains an in- depth knowledge of products and services as well as knowledge of competitors and competitive products.
- Provides support in development of commercial bankers, credit analysts and other bank personnel when appropriate.
What We Expect of You- Extensive sales, negotiation and relationship management skills.
- Experience in managing large, sophisticated and complex relationships.
- Superior knowledge of commercial banking products and services (both credit & non-credit), credit policy and procedures, and commercial compliance regulations.
- Proven business development skills
- Thorough knowledge and understanding of banking regulations and laws governing commercial lending.
- Proven ability to work independently and leverage professional relationships within and outside the bank.
- Deep understanding of capital structures and experience in senior debt structures.
- Extensive knowledge of financial analysis, risk evaluation, loan documentation and commercial loan structure.
- Familiar with sales automation tools or related technologies.
- Excellent sales presentation, interpersonal, negotiation and written and verbal communication skills, evidenced both internally and externally.
- Possesses strong relationships and well recognized in the local market.
- Strong computer literacy in MS Office.
Your Qualifications- Bachelor's degree with an emphasis in Business, Finance, Accounting or related field or equivalent work experience.
- Demonstrated experience prospecting and managing clients with annual revenues in excess of $50MM+.
- Minimum of 10+ years commercial lending experience.
- Formal credit training strongly preferred.
Internal and External Contacts- Extensive external customer, prospect and referral source contacts.
- Internally this position requires regular contact with various departments within all divisions of the Bank, including management.
Working Conditions/Physical Requirements- Office environment.
- Ability to operate computer.
- Ability to communicate in order to exchange simple to complex information with individuals and groups.
- Ability to travel throughout Bank footprint.
