The Sr. Relationship Manager is responsible for building comprehensive financial relationships with existing and prospective clients by combining a thorough knowledge of the client's operations, condition, leadership, growth plans and economic/market trends, with personal experience to recommend appropriate financial services (loans, deposit accounts and treasury services). Working closely with a Portfolio Manager (PM), the SRRM is responsible for analysis of a client's or prospect's financial condition to determine the risk of credit extensions and for recommending credit structures to mitigate risks. The SRRM leads presentations to Cass Commercial Bank (CCB) leadership to obtain loan approval and to the Executive Loan Committee for review. Working closely with the Treasury Management Sales Representative (TMSR) and the Financial Services Representative (FSR), the SRRM recommends deposit accounts and treasury services to support the client's cash management needs.
PRINCIPAL RESPONSIBILITIES AND DUTIES:- The Senior Relationship Manager is the primary point of contact for all clients where credit may be extended. As part of a team that includes a PM, TMSR and FSR, the SRRM solicits new client accounts and expands existing client relationships by building comprehensive financial relationships including:
- Working with clients and prospects to determine the general creditworthiness of the client/prospect (including understanding its needs, abilities, capacity, leadership, and growth plans) and the merits of the specific loan request.
- Maintaining thorough knowledge of local market and economic trends to identify acceptable risks that fit within the bank's policy.
- Independently or together with the PM, analyzes all available financial information, growth/development plans, economic and market trends, leadership (including background checks), and guarantors to recommend an appropriate loan and overall capital structure, deposit accounts, and treasury services that meet the client's need and are within with bank policy. This includes assisting with or completing appropriate underwriting and analysis, specific to the SRRM's assigned industry role, and coordinating the loan approval process with the Credit Department using the bank's electronic credit system.
- Secures sufficient collateral and appropriate documentation in accordance with regulatory requirements and bank policy to appropriately collateralize and secure the bank's risk position.
- Manages credit exposure within the hold limits based on loan grade and participates over hold exposure to other financial institutions.
- Leads presentations to CCB leadership and Executive Loan Committee that include an outline of the financial analysis, capital structure, interest rates, loan grade, strengths and weaknesses and a recommendation.
- Coordinates the loan documentation process, via the bank's electronic credit system, by gathering/uploading all organization documents, relevant personal information, and additional information (title work, etc.) for use by loan services department. Prepares on-boarding forms (LDS) as needed.
- Together with the PM, reviews existing credit relationships to ensure compliance with terms of the Loan Agreement and to recognize and act on any developing trends. Reviews loan quality through statement/appropriate analysis, based on entity or project type, including a comparison of operating ratios to industry standards (where appropriate), cashflow, and collateral analysis. Recommend loan grade changes when appropriate. Where necessary, recommend loans for placement on the Loan Monitor List.
- Assesses risks associated with construction lending, including proper loan structure. Ensures adequate safeguards for the construction process to protect the bank against construction risks including adequacy of overall funding to complete the project, disbursing procedures that mitigate lien risks, and tracking of construction costs against budget. Maintains frequent communication with owner, contractor and title representatives to facilitate project success.
- Creates detailed records and reports of activities by timely entering information into the bank's CRM system (Salesforce).
- Calls on existing clients periodically to maintain the quality of account relationship and assure needs are being met; introduces clients to other departments where a service can be rendered and tracks activity in the CRM system.
- Networks in various groups to source new relationship opportunities; maintains a consistent calling effort on prospective clients to be top of mind when an opportunity occurs. Tracks activity in the CRM system.
- Makes overdraft decisions on all assigned accounts and on non-borrowing clients.
- Assists in the on-boarding and training of new RM's and PM's.
- Acts as a mentor to lesser experienced RM's and PM's.
- Performs additional responsibilities, as required or assigned.
SKILLS AND ABILITIES REQUIRED:- Strong, well-developed interpersonal skills to maximize contacts and develop a working relationship with potential and existing clients.
- A high level of analytical and collaborative skills to conduct analysis and monitor the client's financial condition, market trends, credit/interest rates, economic conditions, and other factors.
- Strong communication and listening skills and the ability to communicate professionally with all levels of an organization, as well as communicate complex topics in an easily understood format both verbally and in writing.
- Expert knowledge of loan documentation, including participations and other complex documentation structures; where appropriate, an expert knowledge of underwriting and construction lending techniques for income producing real estate and working knowledge of construction loan administration.
- Demonstrated ability to work independently with little to no level of guidance and oversight in day-to-day activities.
- Demonstrated ability to work with the Bank's largest and most complex relationships.
- Ability to manage the Bank's most complex workout relationships.
- Demonstrated ability to work on behalf of the Bank to lead multi-bank participations, acting in a lead capacity where appropriate.
- Ability to travel as required.
MINIMUM LEVEL OF PREPARATION AND TRAINING NORMALLY REQUIRED:- A technical level of knowledge normally acquired through completion of a bachelor's degree level program in business administration, finance or related area or equivalent experience.
- Minimum 12 years of commercial relationship management experience, including increasing levels of experience with larger, more complex or difficult relationships.
APPLICATION PROCESS:You can directly apply through Cass's website at https://www.cassinfo.com/careers. Please apply directly to this position via the "Apply" button. You will be required to create an account and provide your resume, contact information and other pertinent employment information. This process typically takes 20 minutes or less. Should we find that you meet the minimum requirement of the position, a member of our recruiting team will be in touch to start the interview process.
