Job Title :
Commercial Relationship Manager I
Status : Exempt
Reports To :
Chief Lending Officer, District President, or Senior Commercial Banking Executive
Summary
To originate, underwrite, and close commercial loans without a developed portfolio. Identify and gather deposit accounts from existing and new customers. Develop and cultivate long-term customer relationships. Manage risk by ensuring compliance with lending policies, corporate policies and government laws and regulations. Accountability for this position will consist of managing existing customer relationships and new business development. Demonstrate appropriate sales behaviors. The goal is for the Commercial Relationship Manager I to develop into a Commercial Relationship Manager II.
Typical Job Entry Requirements
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and / or ability required.))
- Bachelor's degree in Business Administration, Finance, Economics, or Accounting preferred, but not required.
- Minimum 1 to 3 years prior experience in commercial lending, audit, loan review or finance.
- Independent work style with loan portfolio levels of less than $40mm.
- Proven experience growing relationships, the cultivation of referral sources, and the development of new account relationships.
- Ability to meet sales goals including comfort with new customer prospecting and calling on existing customer base.
- Excellent problem solving and interpersonal skills.
- Strong written and oral communication skills.
- Must be able to work in a time sensitive environment, working varied hours in a flexible schedule.
Primary Activities :
Essential Duties and Responsibilities include the following. Other duties may be assigned. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)
Loan origination - provide information to the applicant regarding bank products and solutions. Understand and structure loans in compliance with Bank and Regulatory guidelines.Deposit origination- work with customers to identify and deliver deposit product solutions.Loan underwriting - review applications and appropriate documentation for a loan approval or denial decision including analyzing all pertinent financial data and evaluating the adequacy of any collateral. Determine appropriate loan structure.Loan closing - carry out all transactions, from commitment to the signing and consummation, necessary to comply with all laws and regulations, all requirements necessary to secure any collateral being pledged.Monitor Bank procedures to ensure proper attachment and perfection of collateral as required under Bank policy.Represent the organization with customers, the financial community and the public as required to maintain an appropriate corporate image for First Financial Bank.Cross-sell additional banking products when appropriate.assist customers in making appropriate buying decisionsdemonstrates appropriate knowledge of features and benefits of all accountsDevelop and maintain a loan portfolio referral system for qualified customers.Develop and expand customer call plans for assigned client base and for prospective clients.Review business trends and advise clients regarding expected fluctuations and economic changes.Conduct sales presentations to existing and potential clients.Maintain active and up-to-date customer files for assigned clients and prospective clients.Perform other related duties as required or assigned.Performance Measurements :
Ensure that commercial lending activities are managed consistently, delivered on time with high quality, meet organization's vision, and meet revenueand profit goals. Monitor and maintain appropriate risk ratings on all relationships in personal portfolio.
Meet or exceed annual performance scorecard, metrics which include :Loan Production
Average Loan Portfolio BalancesLoan Delinquency LevelsNew Deposit Dollar Production
Key Behaviors
Knowledge of CompetitorsKnowledge of ProductsSales Planning SkillsConducts Effective Sales InterviewsIdentifies Opportunities for Customer ReferralsDevelop and Maintain Customer RelationshipsEffective Sales AdministratorPersonal Development Established with ManagerBank Secrecy Act
Maintain sufficient knowledge and understanding of the Bank Secrecy Act, Anti-Money Laundering / Anti-Terrorist Financing / PATRIOT Act, OFAC, and other laws and regulationsTo be able to fulfill applicable requirements and responsibilities under the bank's related policies and programs. Competency / Skill Level :
The behaviors, knowledge, and motivations important to success in the job.)
Written and oral communication skills; persuasiveness / sales ability; initiative; customer service orientation; problem assessment and problem solving skills; attention to detail; technical / professional knowledge; teamwork; tolerance for stress;Critical Job Elements :
Generally good working environment with little exposure to noise, extreme temperatures or other adverse factors.Limited physical effort required.Above average need to visit customers at their place of business.Above average amount of pressure to work efficiently and accurately.Above average mental effort consisting of beyond normal levels of concentration, memory, complexity of decision making, time pressure, analytical thinking.
