Community Relationship Manager I/II/III

Overview

This position is responsible for identifying customer needs and matching them with the appropriate bank products and services to enhance a current or prospective customer’s satisfaction, loyalty, and financial well-being.  This position will develop proactive sales/service efforts and portfolio management skills to grow a portfolio of business and consumer clients while mitigating credit risk.

Responsibilities

• Advise and counsel directly with customers to understand their financial needs and appropriate products and services to offer them.
• Originate and submit credit requests promptly for decisioning via organized loan packages that present the needed credit documentation and identify the appropriate credit issues.
• Provide high level of customer service to existing clients to build relationships, to expand development of business, and to identify and create cross-selling opportunities for other product lines
• Practice business development skills by performing business calls to customers and prospective customers to gain further experience in outside loan production, negotiations and support achievement of growth goals
• Mitigate credit weaknesses, past dues and exceptions through proper loan portfolio management skills including proper risk analysis and identification of risk rate, early renewal processing, loan document preparation and closing, collateral analysis, past due collection management, etc. Work with Audit, Loan Review and the Office of the Comptroller of Currency as needed.
• Assess and prioritize simultaneous multiple responsibilities effectively.
• All work must be performed within the bank’s guidelines, policies, procedures and standards of performance.
• Attracts new business relationships and expands existing business relationships through the call program.
• Participate in community, professional, and trade organizations.
• Perform additional duties as assigned.

Level II Additional Responsibilities

• Recommendations for credit approval on larger credits to Credit Administration on a consistent basis
• Maintains professional community relations, including leadership roles, to increase the bank’s visibility and new business opportunities, and to further personal development
• Recommend promotional sponsorships to senior management
• Maximizes the department’s profitability through the maintenance of a high-quality loan portfolio. Has credit authority on large and complex accounts. 
• Provides guidance to less experienced relationship managers

Level III Additional Responsibilities

• Portfolio management and pricing decisions within credit authority
• Performs at a leadership level in the bank’s business development activities
• Decision loans exceeding the credit authority of subordinate relationship managers up to approved lending limits.
• Provides guidance to, and may manage, less experienced relationship managers
• Crosstrain, lead and develop team of associates to promote maximum efficiency, engagement, succession planning and overall contribution to strategic organizational goals

Qualifications

• Minimum of 5 years’ experience in either sales, banking or business development
• Experience properly managing a business loan portfolio with varied terms and collateral, including real estate
• Excellent oral and written communication skills
• Demonstrated effectiveness in sales and business development
• Demonstrated ability to develop professional working relationships with customers and internal partners
• Good interpersonal skills and ability to build relationships with others
• Demonstrated effectiveness in negotiation and decision-making skills to serve the best interest of the bank and borrower
• Familiarity with products and services offered by financial services institutions
• Developed understanding of business lending, credit analysis, and credit approval processes as well as pertinent bank policies and external regulations
• Results oriented, flexible, and able to prioritize simultaneous work assignments
• General knowledge of the financial services industry, business lending and credit underwriting
• Advanced knowledge of Microsoft Word and Excel applications
• Four-year college degree in business, finance, accounting or related field of study with 5 years of customer relationship management experience in banking or similar field preferred

Level II Additional Qualifications 

• Minimum of 8 years of experience in either sales, banking or business development
• Advanced oral and written communication skills
• Proven track record in sales and business development
• Excellent ability to develop strong professional working relationships with customers and internal partners
• Excellent track record of negotiation and decision-making skills to serve the best interest of the bank and borrower
• Proven ability to successfully focus on results, be flexible, and prioritize simultaneous work assignments
• In-depth knowledge of products and services offered by financial services institutions
• Consistently and successfully demonstrated an understanding of lending, credit analysis, and credit approval processes as well as pertinent bank policies and external regulations

Level III Additional Qualifications 

• Minimum of 10 years of experience in either sales, banking or business development
• Advanced level of sales and business development
• Expertise in developing strong professional working relationships with higher level customers and internal partners
• Advanced track record of negotiation and decision-making skills to serve the best interest of the bank and borrower
• Consistently and successfully demonstrated at a professional level an understanding of lending, credit analysis, and credit approval processes as well as pertinent bank policies and external regulations

Physical Requirements/Working Conditions: Must be able to sit for long periods of time and use computer keyboard and/or mouse, while viewing computer screens.

Note: This is a brief description of this position and is not limited to those described herein. Management retains the right to add, delete or modify any of these responsibilities at any time during employment.