Commercial Relationship Manager

Salary Grade : 22

SUMMARY:

Develops commercial lending and deposit opportunities from existing customers and from prospects.  Manages and enhances commercial customer relationships.  These lending opportunities must be underwritten within the Banks established objectives, policies and procedures.  Manages credit administration including the monitoring of the borrowers financial condition, local market conditions, and economic trends.  Ensures risk assessment is appropriate for determining concentrations of risk within the Bank’s portfolio.  Effectively serves as business development officer, promoting the Bank’s other products and services acting as a trusted financial advisor.  

ESSENTIAL JOB FUNCTIONS & RESPONSIBILITIES:

Portfolio Management

1. Serves as Relationship Manager/Account Officer for assigned and originated loans.  Develops and manages a commercial loan portfolio comprised of all types of commercial loans while maintaining acceptable levels of loan quality, risk, profitability and growth.  Develops a strong business relationship with all current customers. 
2. Obtains updated financial information from each borrower, as appropriate and according to policy, and analyzes these financial statements for soundness and compliance with loan covenants.
3. Monitors the borrower’s financial conditions on an ongoing basis: reviews financial statements, credit analysis and other information to make an evaluation. Confirms or changes the borrower’s risk rating when appropriate.
4. Monitors the loan portfolio and reviews the financial status of loans, when appropriate, to ensure that the loan remains sound.  Visits client operations to check on condition of plant and equipment and overall operations.
5. Assigns loan ratings at loan approval, at renewals, and as warranted by changes in financial conditions.
6. Reviews lines of credit annually for each borrower.  Recommends renewal or extension of credit, if warranted. Performs annual relationship reviews for borrowers with commercial exposure in excess of $1MM.
7. Complete quarterly reports as appropriate, including Large Borrower Reports, Watch Reports and Spec Reports).
8. Ensures that funds are advanced to borrower as per agreements, in a timely manner.
9. Monitors borrowers’ payment of loans and collects on loans, if necessary. Transfers problem loans to the Loan Workout Officer. 
10. Develops and maintains a credit file on each borrower complete with memos, financial data, correspondence, and other pertinent documents.
11. Monitors portfolio for yield/growth/profitability. Tracks and encourages fee income.

Business Development

1. Carries out ongoing business development programs to promote the Bank’s Business Banking services.  Contacts prospective customers via referrals, cold calls, presentations, and walk-ins.  Develops ongoing associations with referral sources.  Works closely with Branch Managers to ensure successful outcomes of commercial loans.
2. Calls on prospective and existing clients to nurture ongoing relationships and to market and cross sell other Bank services.
3. Interview applicants for commercial loans, conducts or coordinates analysis of credit information, and approves loans within lending authority.  Obtains all external reports necessary to underwrite the loan.
4. Evaluates prospective loan requests by reviewing and analyzing customer’s financial, credit and tax information, business plan, and business operations.  Reviews environmental site assessments as appropriate.
5. Determines appropriate loan structure by analyzing the customer’s financial information.
6. Negotiates anticipated terms with the borrowers, adhering to regulatory requirements and the Bank’s policies and practices, and ensuring that the terms are consistent with the Bank’s mission.
7. Prepares loan approval memo for loans and letters of credit within own authority or for recommendation to a higher authority.
8. Presents loans for approval to appropriate level, including to Loan Committee and Executive Committee. 
9. Issues term sheets and final commitment letter to borrower in accordance with loan approval processes.
10. Attends loan closings either at the Bank or at the attorney’s office.
11. Visits the business facilities of potential customers to inspect the plant, equipment, and facilities and to evaluate overall efficiency.  
12. As part of the role of Bank Officer, promotes the Bank’s products and services in daily interaction with others. Actively participates in community activities and develops ongoing relationships with local professionals, businesses and municipal leaders.
13. Promotes and make recommendations for additional Bank products and services to existing and prospective customers to provide added value as a trusted financial advisor.

Loan Documentation

1. Ensures that all loan documents are obtained after closing.
2. Oversees the engagement of an attorney for closings when applicable.  Obtains documents from attorney after closing.
3. Complies with SBA and Bank policies and procedures concerning documentation.  Obtains flood certification when necessary.
4. Prepares loan declinations and distributes adverse action letters when appropriate, following compliance standards.  Prepares file memos for withdrawn loan requests.
5. Works with the Appraisal Department to obtain and submit the necessary information for the appraisal process. Maintains knowledge of appraisal regulations and keeps abreast of industry changes/guidance.  Uses Commercial Real Estate Database to analyze property trends and to complete collateral analysis for loans in portfolio according to established procedures.
6. Maintains a working knowledge of environmental regulations and keeps abreast of changes in environmental regulations that could impact loan collateral.
7. Negotiates loan modifications as needed.

Team Collaboration

1. Serves on Bank’s Loan Committee and participates in the loan evaluation and decision process.  
2. Participates on various committees on behalf of the business unit.  Provides input and advice on business issues.
3. Provides any support necessary to promote and support the acquisition of new applicants and customers at the Bank.
4. Supports the efforts of the senior manager and other department managers in team building with other internal customer contact areas.
5. Serves as a mentor to new employees and junior employees as they advance in their careers. 

Compliance

1. Keeps abreast of regulatory and competitive developments within the area of commercial lending.  Attends relevant courses and seminars.
2. Coordinates with Compliance Department on all required reporting and important compliance issues.  Provides periodic responses to audit findings.
3. Interacts with Loan Review, Bank Examiners and Internal Auditors as needed.  Prepares responses to review/audit findings.
4. Internal Audit Coordinator – works with internal Audit Team on commercial lending workflow, process and procedures and test items.  Drafts management response for finalization by Chief Lending Officer.  Follows up with suggested training items or process improvement for commercial team as a result of audit findings.  
5. Commercial Lending front end representative for external audits.  Works with Commercial Lending Associate on procedures, collects documentation to support audit, identify and implement training or process improvement as a result of audit findings.  

Manager for Commercial Loan Specialist Team

1. Manages the Commercial Loan  Specialist team.  Ensures the team members are sufficiently trained in commercial loan processes, compliance requirements, loan documentation and all the systems used to accomplish these tasks.  Ensures the training needs for the team are met.  Sets annual goals and monitors the Commercial Loan Specialist’s progress at attaining those goals.  Provides coaching and career path counseling.

Staff Management/Leadership

1. Responsible for ensuring that the Commercial Loan Specialist team is fully competent in all areas required as administrative support staff to Commercial Lenders.
2. Manages and motivates exempt employees.
3. Assists Bank staff from retail areas with commercial issues.
4. Conducts periodic and annual performance reviews.
5. Makes hiring, salary and promotional recommendations.
6. Provides training, advice, and guidance as needed.
7. Acts as a role model for department staff and employees.
8. When invited, participates in the Bank’s strategic planning process.
9. Creates the department project lists that reflect the business unit’s strategic plan.  Leads the department to achieve completion of the projects.
10. Setting up appropriate training for new hires and on-going training for existing team members
11. Creates a strong team, setting clear expectations, good communication, and sharing of ideas

Manager for CLG Lender

1. Manages the Commercial Lender that reports to them within his or her region to insure that they develop commercial lending and deposit opportunities from existing customers.  These lending opportunities must be underwritten within the Banks established objectives, policies and procedures.  To see that credit administration be an important component of the lenders’ job including the monitoring of the borrowers financial condition, local market conditions, and economic trends. Because risk assessment is key for determining concentrations of risk within the Bank’s portfolio the Manager is responsible for monitoring and managing the process.  Ensure the Commercial Lender(s) have their training needs met.  Sets annual goals and monitors the lenders’ and their Loan Assistants’ progress at attaining those goals.  Provides coaching and career path counseling for junior lenders, loan assistants and relationship managers. 

Staff Management/Leadership

1. Manager is responsible for ensuring that the lender(s) within his their region are fully competent in all areas of Risk Management.
2. Manages and motivates exempt employees.
3. Conducts periodic and annual performance reviews.
4. Makes hiring, salary and promotional recommendations.
5. Provides training, advice, and guidance as needed.

Commercial Process Improvement

1. Identify areas in commercial lending process that could be improved.  Work collaboratively and cross functionally to identify and implement improvements.   (Past projects include implementation of Argo for loan documentation, change to LaserPro for documentation and booking, paperless initiative for commercial including file set up in Synergy, building SBA PPP documentation process, booking and Synergy filing, commercial implementation of new HMDA regulatory data collection, workflows for risk rating changes)

Miscellaneous

1. Signs treasurer’s checks, approves wire transfers and endorses legal documents on behalf of the Bank.
2. Maintains familiarity with programs offering credit enhancements, and makes use of these as appropriate to support borrowers and Banks needs  (SBA, USDA, Mass Capital Access, FHLB AHP, FHLB Community Development Advances)
3. Updates job knowledge by consistent participation in industry-related educational opportunities/career development, keeps current with professional publications, participates in professional organizations and maintains personal networks, including online networks.

QUALIFICATIONS:

EDUCATION & CERTIFICATIONS: 

• Bachelor’s degree in business, accounting and/or finance or its equivalent
• M.B.A. a plus

KNOWLEDGE, SKILLS & ABILITIES:

• Specialized training in lending, credit or related subjects
• Five years of progressively responsible consumer, residential and commercial lending experience
• Proven outstanding business development competencies and results
• Demonstrated success in credit analysis; ability to analyze financial statements and present recommendations
• Thorough knowledge of Federal and State laws that regulate lending, and of loan documentation
• Well developed analytical, organizational, interpersonal, negotiation, decision-making and managerial skills
• Strong verbal and written communication skills and the ability to perform job requirements with thoroughness, confidentiality and the utmost professionalism
• In depth knowledge of commercial lending processes, Compliance requirements, loan documentation
• Strong management skills

COMPETENCIES:

• Must have cyber security awareness to protect the digital environment, the Bank, and customers

 #ZR