SummaryThe Commercial Relationship Manager is responsible for cultivating relationships with potential members that translate into new business while maintaining and growing existing relationships with business members. Connects members to community resources that can provide needed education and advice enabling members to expand their business potential. Manages risk within the portfolio while leading the process for full engagement with the Business and Owners. Ensures that products and services are delivered in compliance with all applicable state and federal regulations. This position places an emphasis on serving small businesses, including supporting SBA products and related resources.
Duties & Responsibilities
- Drive achievement of commercial lending and other commercial product sales through internal referrals, and additionally through business development activities with current and prospective business members.
- Build and manage a portfolio of commercial loans and relationships.
- Interpret and analyze the creditworthiness of commercial loans and work with a Credit Analyst in preparing a credit memorandum for presentation and approval.
- Consult with existing business members to identify needs, propose solutions to help meet those needs and identify other opportunities that may exist.
- Work closely with Treasury Sales to fully bank business members, providing them with tools to manage their cash flow through Treasury products and services.
- Work closely with Retail Banking to enhance the member experience through fully onboarding business owners, employees, and those who make their business successful through the At Work program.
- Promote and cross-sell a full range of products and services to achieve the goal of highly engaged members.
- Provide education and advice to members regarding financial products, connecting them with community resources to help build upon their business plans and strategies.
- Make lending recommendations and prepare applicable lending packages in collaboration with credit analysts and in accordance with policy and state/federal regulations.
- Conduct annual reviews of the existing loan portfolio to ensure safety and soundness of the loans.
- Maintain a strong knowledge of SBA lending, with an ability to navigate the various resources.
Requirements
Education and Experience Requirements:
- Two (2) to Three (3) years business lending, with up to two (0-2) years in a sales capacity
- Experience with and knowledge of Commercial & Industrial loans.
- Experience with and knowledge of Commercial Real Estate.
- Bachelor’s Degree in Business or Finance. Significant direct experience or certifications may be considered in lieu of college degree.
- Completion of Graduate School of Banking programs, Risk Management Association (RMA) coursework specific to commercial lending, National Association of Government Guaranteed Lenders (NAGGL) SBA Certifications, and/or other business lending programs is desirable
Required Knowledge, Skills and Abilities:
- Ability to learn business development techniques with a commitment to developing a strong community presence and team sales approach.
- Ability to communicate effectively in writing and orally.
- Ability to effectively work as part of a team.
- Extensive knowledge of small business and commercial banking products, specifically loans, deposits, and treasury management.
- Strong knowledge of C&I and CRE loans with SBA experience preferred.
- Knowledge of laws and regulations that govern lending.
- Strong mathematical and analytical skills.
- Strong interpersonal skills and ability to resolve interpersonal conflict and miscommunications.
- Ability to maintain a high level of confidentiality.
- Credit analysis background preferred.
