Commercial Relationship Manager I, II, III or IV

Overview

Position is responsible to develop and manage commercial accounts that meet established requirements, focus on customer service and maximize profitability with minimal risk for the bank

This position may be filled as a Level I, II, III or IV.  Additional responsibilities and qualifications apply.

Responsibilities

• Understanding of credit, commercial products, and financial statement analysis to offer beneficial banking solutions
• Manage an existing portfolio and seek opportunities to generate incremental revenue for the bank and meet customer financial goals
• Engage with customers on a regular basis to enhance the trusted advisor relationship, ensure business needs are being met, provide high level of customer service, and create cross sell opportunities for other product lines
• Practice commercial loan portfolio management skills through practical application of assigned portfolio including project analysis, loan underwriting, proper risk analysis and identification of risk rate, packaging and presentation, renewal processing, loan doc prep and closing, collateral analysis, past due notice management, etc.
• Practice business development skills through the practical application of performing business calls to customers and prospective customers in order to gain further experience in outside loan production and negotiations and support achievement of new business goals
• Maintains professional community relations and involvement to increase the bank’s visibility and new business opportunities, and to further personal development
• Compliance with established policies and procedures for commercial banking and follow appropriate controls to prudent behavior which is in compliance with the bank’s risk appetite including loan and credit quality
• Ensure portfolio is prudent and the non-performing loan ratio is within the acceptable risk tolerance limits
• Perform additional duties as assigned

Level II additional responsibilities:

• Make recommendations for credit approval to Senior Loan Committee. Present to loan committee as needed
• Develop and execute market strategies for development, growth, and retention. Execute the strategy with calls, visits, client qualification and meeting follow-up to maintain, enhance and expand client relationships

• Prospect for clients independently by utilizing referral sources, existing clients and executive on market strategies for development, grown and retention
• Work with product partners (Treasury Management., Wealth Management etc.) to analyze, evaluate and develop a tailored relationship strategy for each client or prospect
• Responsible for the management of portfolios for medium to large sized businesses

• Serve as a mentor to less experienced relationship managers

Level III additional responsibilities:

• Leadership role in the bank’s business development activities
• Approves or rejects loans exceeding the credit authority of subordinate relationship managers tup to approved lending limits

Level IV additional responsibilities:

• Maximize business potential in the community and the resources in the Trustmark network to deliver services to the customers as well as maintaining appropriate representation and active involvement of the board, particularly focused on business development and excellent customer service

• Represent Trustmark in the community in the utmost integrity such that Trustmark is perceived as the leading bank and provider of services
• Coordinate with product/business managers to review goals in each product line and customer segment and review progress toward those goals as well as maintaining a spirit of process improvement by questioning established procedures and forming teams to propose new solutions
• Continuing to connect Trustmark in the communities that we serve by leading and directing the many civic and service efforts that we support in the local markets

Qualifications

• Bachelor’s degree in business/finance associated major, or relevant job experience
• Minimum of three years of proven and progressive commercial banking/credit experience or equivalent
• Experience with commercial banking risk analysis
• Developed an understanding of banking and credit approval process as well as pertinent bank policies and external regulations
• Practical working knowledge of sales principles
• Prior experience with products and services offered by financial services institutions
• Effective oral and written communication skills
• Excellent analytical, time management, organizational and problem-solving skills with the ability to multi-task and work in a deadline-driven environment.
• Ability to work accurately with close attention to details
• Proven ability to build and maintain relationships

Level II additional qualifications:

• Minimum of five years proven and progressive commercial banking/credit experience or equivalent.
• Underwriting experience preferred
• Enhanced knowledge of credit analysis practice and procedure

Level III additional qualifications:

• Minimum of ten years managing a commercial loan portfolio with a proven sales track record and business development acumen
• Enhanced knowledge of pricing models, profitability forecasting, and credit analysis practice and procedure
• Fully developed understanding of banking and credit approval process according to bank policies and external regulations
• Proven track record of business development skills especially with established customers

Level IV additional qualifications:

• Previous experience as an underwriter