What are the responsibilities and job description for the Relationship Manager position at Comerica Bank?
Small Business Relationship Manager
The Small Business Relationship Manager is responsible for acquiring, managing, and retaining small business clients. This role will support multiple banking centers in a defined geographic territory by focusing on small business customers over $3 million in annual revenues with lending needs over 100K (up to $1.5MM), including all owner-occupied commercial real estate and SBA lending. The SBRM will be committed to acquiring new relationships, discovering unmet needs, and working closely with business partners.
The Small Business Relationship Manager is responsible for acquiring, managing, and retaining small business clients. This role will support multiple banking centers in a defined geographic territory by focusing on small business customers over $3 million in annual revenues with lending needs over 100K (up to $1.5MM), including all owner-occupied commercial real estate and SBA lending. The SBRM will be committed to acquiring new relationships, discovering unmet needs, and working closely with business partners.
Position Responsibilities
New Business Development and Cross-Selling
New Business Development and Cross-Selling
- Generates new product relationships from new and existing Small Business clients, including but not limited to demand deposit/operating accounts, cash management and payments services, Business Loans, Business Lines of Credit, Commercial Real Estate Loans, SBA, and various other banking products and services.
- Regularly conduct in-person calls with prospects, centers of influence (COIs), and existing clients at their places of business.
- Receives incoming Retail Small Business client referrals from assigned Retail Branches to identify opportunities to acquire new business and deepen household relationships through extensive cross-selling, which includes referring to Commercial Banking channels, Consumer Banking, Private Banking, Wealth Management, and other lines of business.
- Maintains an active pipeline, which is communicated regularly to their assigned Retail Branches/Private Banking partners.
- Effectively uncovers and assesses prospects' needs and financial status to provide accurate and suitable credit and other product advice and recommendations.
- Coordinates with Credit Center and various product specialists to deliver services to the client.
Portfolio Management and Customer Experience Activities:
- Coordinates with Credit Center partners and various product specialists to deliver services to the client.
- Monitors the credit relationship and obtain updated financial information.
- Documents and maintains risk-based discussions with borrowers, recognizes unfavorable trends, and makes appropriate recommendations to the credit partners.
- Clearly communicates the application and credit decision process; proactively follows up on credit requirements; acts as a liaison between the Credit Center, other Bank partners, and the client; and provides recommendations about possible appeals of credit denials.
- Partners with Credit Center associates for credit underwriting, processing, closing, and maintenance.
- Negotiates terms, conditions, and pricing with customers to reach terms that accommodates their needs and is acceptable and profitable to the bank.
Position Qualifications
- Bachelor's Degree from an accredited University or 4 years of relevant experience
- 3 years of consumer/business financial services sales experience
- 1 year experience with utilizing Microsoft Office products including Word, Excel and PowerPoint
Comerica is proud to be an Equal Opportunity Employer - veterans/individuals with disabilities, committed to workplace diversity.
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