Commercial Relationship Manager III
4 weeks ago
PURPOSE/OBJECTIVE:
The Relationship Manager (RM) III is highly independent and is considered a subject matter expert with significant experience and knowledge. The RM III will have a highly developed sense of deal quality and be comfortable discussing sophisticated transactions with credit and the senior management team. Will be used by other staff as a sounding board. Will have an extensive network and deep relationships. RM III will likely be supported by dedicated Portfolio Manager (PM).
MAJOR RESPONSIBILITIES:
Primary responsibilities include business generation to meet sales goals. Maintenance of portfolio with customer contact and oversite of PM's management of the portfolio.
New Business Development & Related Responsibilities
Business Development
•Achieve sales goals and objectives
•Strong representative of the Bank, attending networking events and taking the lead in industry organizations at times.
•Deep network of contacts for business generation and market advice.
•Actively manage a prospect list and consistently network with COIs and internal business partners
Underwriting and Due Diligence
•Extensive knowledge and understanding of underwriting procedures, including ability to recommend complex structures
•Deep understanding of risk acceptance criteria (RAC's) and also an appreciation of appropriate occasion to seek exceptions
•Understand importance of due diligence including strong awareness of specific areas of risk (inc. fraud)
Credit Interactions
•Supervise and assist (as appropriate) in writing of pre-deals and credits to a high quality, requiring limited overview from TL/GH
•Engage with internal risk review and external reviewers in a credible manner, answering queries in an appropriate manner
•Present complex credits for discussion comfortably, addressing key issues, and answer probing questions.
Legal / Loan Closings
•Deep understanding of loan documents and legal structures.
•Ability to negotiate complex loan documents, highlighting issues to TL/GH as appropriate
•Can negotiate effectively with borrowers obtaining optimal outcomes
Portfolio Management & Related Responsibilities
Portfolio Management
•Work with PM to maintain strong portfolio quality, including covenant testing & risk ratings
•Ongoing awareness of risk factors within the portfolio (major lease roll etc), and be prepared to adjust risk ratings based on expected outcomes
•Work in conjunction with the Construction Management Group on active construction loans
•Review appraisals and Field Exams and surface issues or notable items to Team Leader (TL) and Group Head (GH) as necessary
Other
Training Responsibilities
•Ability to guide AVP/VP on their roles in absence of TL/GH. May have a coach role with PM and is required to impart knowledge to PM for underwriting purposes. Will likely be asked to serve as a mentor to more junior staff.
Policy and Procedures
•Extensive knowledge of policy and procedures and will make recommendations to Team Leader (TL) for policy enhancements / exceptions
Technology
•Proficient user of relevant technology including market research data.
•Proficient with nCino and using nCino covenant and tracking reports for portfolio management
Special Projects
•May be requested to assist in deeper administrative or strategic projects
PROBLEM SOLVING & DECISION MAKING:
Lead business development efforts identifying appropriate prospects and make personal calls on present and prospective customers under the direction of a Team Leader. Take a leadership role in business and community activities.
REQUIREMENTS:
Education and Experience
- Bachelor's degree or equivalent experience required
- Proven underwriting abilities, including 10 + years experience as a Commercial Lender
- Formal Bank credit training preferred
- Incumbent should be able to excel with integrity in an entrepreneurial, team-oriented environment
- Well versed in Microsoft Office: Excel and Word
- nCino/Salesforce experience
Working Conditions
Ability to travel and meet clients an inspect assets
About Us
Committed. Inclusive. Courageous. Eastern Bank has built a legacy of investing in the communities we serve and helping our customers, communities and employees thrive and grow. We pride ourselves in having knowledgeable and experienced professionals that can provide the expertise, personal attention and service our customers deserve.
As a large full service commercial bank in the Greater Boston area, we are able to offer you unique opportunities for career growth throughout the organization, as well as a competitive compensation and benefits program.
As an inclusive company, we work to ensure that our valued employees are treated fairly, recognized for their individuality, and encouraged to reach their fullest potential. These values have earned us a reputation as a great place to work and provide a strong reason why you should consider a career with us.
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