The Commercial Relationship Manager IV is responsible for maximizing share of wallet and products penetration. Will also promote and cross-sell products and services with the objective of servicing, maintaining, developing new relationships, increasing bank revenues and identifying current and potential business opportunities for the Bank.
- Develop and maintain a portfolio of high quality, complex corporate relationships.
- Must have demonstrated experience in handling complex commercial loans of all types, including Asset based loans (ABL), local participations (purchased and sold), insured receivables financing, EX-IM and other foreign risk mitigation, owner occupied real estate loans. complex commercial loans of companies generating over $30MM in revenue.
- Cross sell other bank products to maximize customer relationships.
- Know and increase the Share of Wallet of a customer in order to retain them and keeping them engaged increasing their lifetime value.
- Actively participate in outside calling program/networking events designed to promote the image of the bank as an active commercial lender and to develop new business relationships.
- Refer business to other business units.
- Follow-up and resolve outstanding exceptions.
- Exercise prudent judgment in authorizing overdrafts and uncollected funds.
- Make presentations to senior management and loan committee.
- Maintain active contact with client base, meeting at least quarterly at their place of business.
- Maintain a current credit file, working in conjunction with credit services. In particular, ensure that contact memoranda are up to date and document the client's current status.
- Support the bank's CRA lending efforts. Participate as a board member on a non-profit organization.
- Assist junior officers in department with the analysis and evaluation of credit relationships.
- Prepares packages for loan committee presentations.
- Communicate to customers and prospects the approval or denial of credit requests.
- Review depository activity of clients to insure compliance with BSA.
- Ensure preventive measures are carried out to fully comply with current rules, regulations and internal policies relating to risks pertaining to BSA, USA Patriot Act, OFAC and other AML related issues.
- Identify, evaluate, monitor and make any recommendation deemed necessary to the Risk Management Committee in order to assess, reduce, eliminate or control any current or prospective risks to earnings or capital arising from violations of, or nonconformance with, laws, rules regulations, prescribed practices, internal policies and procedures or ethical standards.
Minimum Education and/or Certifications Requirements:
Bachelor's degree in business administration, banking, finance or accounting.
Minimum Work Experience Requirements:10 years as a commercial lending officer, managing complex and diversified lending relationships. Experience in asset based lending and in trade related lending is required. Successful demonstrated track record of business development.
Technical and/or Other Essential Knowledge:
MS Office Skills, including MS Word Advanced, MS Excel Advanced, MS PowerPoint Advanced, MS Project Level II and MS Visio Level I required. Banking regulations applicable to lending. Cash flow analysis.
Functional Skills & Knowledge Requirements:Must be a team player, have the ability to work under pressure, have a professional image and be able to resolve problems and conflicts. Must be able to prioritize work and effectively manage time and have the ability to manage change. Must possess basic business communications skills such as advanced writing, listening and have basic office and mathematics skills, and customer service skills. Possession of professional skills such as report writing, advanced statistics, effective presentation skills, creative skills, budgeting, ethics management and conducting effective meetings and research assessment are required. Must possess sales and negotiation skills.
