Commercial Banking

Posted 7 months ago


Coordinates at a senior level with the sales team to establish, build, and sustain Commercial Banking relationships with companies with gross sales of generally less than $25mm. Responsible for the overall success and growth for assigned sales territory. Represents the bank as the primary relationship manager with clients in the book of business. Involved in the credit process including Credit Underwriting, Portfolio Management and Review, Risk/Credit Grading and Risk identification and management. Portfolio management will include servicing, covenant compliance, collateral monitoring.

Principal Duties and Responsibilities:

*Meets or exceeds individual sales goals adhering to corporate, legal, and regulatory policies, guidelines, and requirements regarding compliance.

*Works closely with the team to generate, identify, qualify, and prioritize new prospects.

*Generates proposal and develops sales strategies at an expert level.

*Develops, expands, and maintains referral sources.

*Documents relationship process.

*Works with clients in analyzing problems and propose solutions.

*Acts as the client’s advocate in securing suitable credit and cross selling products and services.

*Structures and completes secured and unsecured business loans.

*Evaluates business, management, industry, financial and structural risk, and documents assessment in a credit approval document.

*Organizes and leads involved sales initiatives, including generating complex, customized proposals.

*Works to develop and maintain solid relationships with all partners.

*Maintains expert level knowledge of all bank products and services.

*Participates in special projects as needed.

*Must be willing to participate in community organizations and activities. 

*In the event of a new credit, loan renewal or annual servicing, the Relationship Manager is responsible for the timely collection and analysis of the required updated financial information pertaining to the Borrower or Guarantor. Based on the financials, client interactions and other information, the Relationship Managers are required to determine the financial soundness of the business, based on cash flows and other information and to decide whether the Bank should pursue or continue to support that credit as applicable. Further, the Relationship Manager is responsible for communicating all the pertinent information to the Risk partners who are responsible for making the final decision on the credit. It is responsibility of the Relationship Manager in their dealings with the client to identify and communicate to Risk partners/underwriters/portfolio managers any observed shortcomings in the financials, decreases in company revenue, ownership changes, negative trends, or other pertinent business information that the Bank will then use proactively in managing and accessing the overall credit risk.

*The Relationship Manager, in certain loan types such as Asset Based Lines requiring monitoring, are responsible for collecting and reviewing the field exam and borrowing base certificates to view quality of receivables, identify any negative trends, and in the case of the field exams, identify any red flags or concerns from the examiner and Communicate with the Risk Managers accordingly.

*Relationship Managers are the first line of defense when it comes to the risk aspect as they are the ones closest to the client/borrower. As the relationship officer, Relationship Managers need to be up to date on their borrower’s financial soundness and be alert to signs reflective of possible changes to borrower’s financials during their calls or face to face appointments or interactions and immediately communicate to the Risk partners and/or Enterprise Risk, pertinent information as needed, in order to protect the Bank.


*5-7 years experience in Commercial Banking. 

*Must have strong credit and lending understanding and experience.

*Must be highly capable of meeting sales goals, independent activity in direct banking sales and credit support as well as maximizing cross-sell opportunities and relationship profitability.

*Knowledge of commercial banking products and services including credit analysis, underwriting, and treasury management products and services.

*Demonstrated strong financial acumen and high level of problem solving skills.

*Effective communicator, results oriented, demonstrates the ability to excel in high-pressure situations.

*Knowledge of Microsoft Office products: Word, Excel and Outlook.

*Exhibit strong interpersonal skills with the ability to cultivate long term relationships and influence others internally and externally.

*Formal credit training, preferred.


*Bachelor’s degree in Business Administration or an equivalent preferred.

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