Commercial Relationship Manager

Description

The Commercial Relationship Manager is responsible for managing and growing a portfolio of business clients by delivering customized financial solutions. This role involves developing new business opportunities, maintaining strong client relationships (includes collection efforts), and ensuring the profitability and credit quality of the portfolio.

Below is a list of essential functions of this position. Additional responsibilities may be assigned in the position.

KEY RESPONSIBILITIES

Client Relationship Management

• Serve as the primary point of contact for a portfolio of commercial clients.
• Build and maintain long-term relationships with business owners, CEO/President, CFOs, and other key decision-makers.
• Conduct regular client reviews to assess financial needs and satisfaction. 

Credit and Lending

• Analyze financial statements and assess creditworthiness of clients.
• Structure and negotiate commercial loans and credit facilities.
• Work with credit analyst to assist with the underwriting of credit proposal.
• Approves loans within specified limits or present loans to loan committee for approval.  

Portfolio Management

• Monitor portfolio performance, including loan covenants, renewals, and risk ratings.
• Identify and mitigate potential risks within the portfolio.
• Ensure compliance with internal policies and regulatory requirements.

Business Development

• Identify and pursue new business opportunities through networking, referrals, and market research.
• Actively promote products and services and refer existing and potential customers to Treasury Management, Private Banking, and Wealth and Asset Management.
• Collaborate with product specialists to deliver comprehensive financial solutions.

 Internal Collaboration 

• Work closely with credit analysts, commercial services, and operations teams to ensure smooth onboarding and servicing of clients.
• Participate in team meetings.
• Ensures loan documents are complete and accurate according to policy. 

ATTITUDES

Builds positive relationships with internal and external clients by valuing other's feelings and rights in both words and actions, and embracing other's unique beliefs, backgrounds, and perspectives by demonstrating:

• Respect – Demonstrate that the feelings and rights of others are valued
• Client Focus - The relationships built with customers/co-workers are top priority.  
• Inclusion – Embrace one another’s unique backgrounds, perspectives, beliefs and experiences that demonstrate and support a welcoming environment. Display an empathetic approach to interactions and promote a feeling of belonging among co-workers and clients alike.  

BEHAVIORS

Demonstrates strong business ethics and honest behaviors and the ability to positively influence and work with others to achieve excellent results by demonstrating:

• Leadership – Influence toward the achievement of goals. Take a leadership role in projects, initiatives, processes, task and client relationships.  
• Integrity – The degree to which being honest and having strong business ethics are practiced and to which they abide by company policies and procedures.
• Collaboration – Work with others to produce or create excellence.
• Volunteerism – Seek opportunities to support volunteerism in the local community, increase the bank’s outreach, and cultivate new business.

COMPETENCIES

Reflects skill, good judgement, positive conduct, and personal responsibility for assigned areas. Seeks to implement and leverage services and technologies that create efficiencies by demonstrating:

• Accountability – Maintain personal responsibility
• Innovation – Think outside the box for new and original ideas. Evaluate processes and recommend solutions to improve experience or efficiency 
• Professionalism – Practice the skill, good judgment, attitude, and conduct characterized by a person in a business environment.

POSITION LEVEL(S) EXPECTATIONS

Title of Commercial Relationship Manager – Officer, AVP, VP or SVP is dependent on education level, years of experience and the areas listed below: 

• Track record of business development and client acquisition
• Level of understanding of financial statements and risk assessment
• Familiarity with regulatory requirements and compliance standards
• Portfolio management
• Client relationship development 
• Level of experience with structuring and negotiating loan terms 

SEEKS PROFESSIONAL DEVELOPMENT OPPORTUNITIES

Actively participate in expanding skill sets and career paths by attending training programs, workshops, certifications, and educational resources relevant to the role. Set stretch assignments and cross functional opportunities that foster growth and learning. 

Requirements

QUALIFICATIONS, EDUCATION, & EXPERIENCE

To perform this position successfully, an individual must be able to perform each essential position requirement satisfactorily and a skills inventory is listed below. Bachelor’s degree (B.A.) from a four-year college or university; or related experience and/or training, or equivalent combination and experience. Two -ten+ years of experience in commercial banking, depending on level (Officer, AVP, VP, SVP). Successful completion of required background checks is required. 

• LANGUAGE SKILLS: Ability to read, comprehend, and interpret documents. Possesses professional communication and interpersonal skills to write and speak effectively both one-on-one and before groups of clients or employees of the organization. Ability to communicate to clients directly and effectively.
• TECHNOLOGY SKILLS: To perform this job successfully, an individual must be able to perform each essential position requirement satisfactorily and a skills inventory is listed below. Successful completion of required background checks is required. 
• MATHEMATICAL SKILLS: Ability to add, subtract, multiply, and divide in all units of measure. Ability to compute rate, ratio, and percent and to draw and interpret bar graphs. Apply mathematical fractions, percentages, ratios, and proportions to practical situations. Knowledge in reading and interpreting financial documents required.
• REASONING ABILITY: Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to solve challenging problems involving several variables in a standardized situation. 
• PHYSICAL DEMANDS AND WORK ENVIRONMENT: The physical demands and work environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this position.  

This position operates in a professional office environment with considerable time spent at a desk using office equipment such as computers, phones, and printers. Noise level is moderate with constant communication and interactions with others. May be required to lift 10 pounds in weight. Ability to travel on occasion to all market areas and attend seminars or training sessions offsite. 

Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

DISCLAIMER: This job description is not an exclusive list of responsibilities and duties. They may change at any time without notice.  

BENEFITS

• Medical, Dental, Vision & Life Insurance
• 401K with company match
• Paid Time Off & Recognized Holidays
• Leave policies
• Voluntary Benefit Options (Life, Accident, Critical Illness, Hospital Indemnity & Pet)
• Employee Assistance Program
• Employee Health & Wellness Program
• Special Loan and Deposit Rates
• Gradifi Student Loan Paydown Plan
• Rewards & Recognition Programs and much more!

Eligibility requirements apply.

FCBank is an equal opportunity employer and all applicants are considered based on qualifications without regard to sex, race, color, ancestry, religious creed, national origin, sexual orientation, gender identity, physical disability, mental disability, age, marital status, disabled veteran or Vietnam era veteran status. CNB Financial Corporation is an Affirmative Action Employer and is committed to fostering, cultivating and preserving a culture of diversity and inclusion.

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