Commercial Relationship Manager II

Job Title

Commercial Relationship Manager II Status: Exempt Reports To: District President, Senior Commercial Banking Executive, or Senior Commercial Relationship Manager 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 II to develop into a Commercial Relationship Manager III. 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 5 to 10 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 decisions
• demonstrates appropriate knowledge of features and benefits of all accounts
• Develop 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 revenue
  
  

and 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 Balances
• Loan Delinquency Levels
  
  

New Deposit Dollar Production

Key Behaviors

• Knowledge of Competitors
• Knowledge of Products
• Sales Planning Skills
• Conducts Effective Sales Interviews
• Identifies Opportunities for Customer Referrals
• Develop and Maintain Customer Relationships
• Effective Sales Administrator
• Personal Development Established with Manager
  
  

Bank 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 regulations
  
  

To be able to fulfill applicable requirements and responsibilities under the bank’s related policies and programs.

(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.