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Senior Commercial Relationship Manager
2 months ago
Senior Commercial Relationship Manager
ID
2350
Type
Full-Time
Summary
CommunityAmerica's Commercial team is growing As part of that growth, the Senior Commercial Relationship Manager (CRM) is responsible for cultivating relationships with members and potential members that translate into new business in addition to 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. Ensures that products and services are delivered in compliance with all applicable state and federal regulations. This position has an emphasis on small business to mid-size business, and will also serve as a department resource for SBA products and related processes. The CRM is responsible for fully executing the sales process by engaging the entire sales team, including Treasury Management and Concierge Banking.
Duties & Responsibilities- Drive commercial production achievement for 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 all commercial loans and work with Credit Analyst in preparing credit memorandum for presentation and approval.
- Research and utilize data from specific companies to support CommunityAmerica direction relative to loans decisions, including borrower/guarantor repayment capacity, appropriate loan structuring recommendations, collateral analysis, covenant structuring and compliance, and pricing and risk rating rationale.
- Work extensively with Treasury Management Sales and Concierge Banking in business development and growth of Commercial Banking.
- Consult with existing Business Members to identify needs, propose solutions to help meet those needs and identify other opportunities that may exist.
- Develop and maintain a strong partnership with Branches and other lines of business that result in referrals and an enhanced member experience.
- Promote and cross-sell a full range of products and services to achieve the goal of highly engaged members.
- Work closely with the entire sales team to promote a high member experience through client calls, annual reviews, and responsiveness in a timely manner.
- Work closely with Treasury Sales to fully bank Commercial Clients, providing them with tools to manage their cash flow through Treasury products and services.
- Work closely with Concierge Banking to fully bank Business Owners, Employees, and those who make their business successful through the At Work program.
- Provide education and advice to members related to financial products and connects them with community resources to help them build upon their business plans and strategies.
- Work with other departments and outside vendors to increase service delivery, efficiency and profitability as required.
- 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.
Requirements
Education & Experience:
- 5+ years in Commercial Banking and 5+ years in a sales capacity
- Experience with and knowledge of Commercial Real Estate lending (CRE)
- Experience with and knowledge of Commercial & Industrial lending (C&I)
- 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
Knowledge, Skills & 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.
- 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.
