Sr. C&I Relationship Manager

Summary

The Senior C&I Relationship Manager focuses on developing strategic relationships specific to Commercial & Industrial loans in the primary markets served by CommunityAmerica, serving as the primary lead with membership opportunities, managing risk within the portfolio and industry, and leading the process for full engagement with the Business and Owners. The role is responsible for cultivating relationships with potential members that translate into new business while maintaining and growing existing relationships with business members.  Connects members to community resources that provide needed education and advice enabling members to expand their business potential.  Ensures that products and services are delivered within compliance with all applicable state and federal regulations. 

Duties & Responsibilities

• Drive commercial production achievement specific to C&I lending and other commercial product sales through internal referrals, and business development activities with current and prospective business members. Production to include quality loans, meaningful deposits, fee income, and fully engaged membership with CommunityAmerica.
• Build and manage a portfolio of commercial loans and relationships.
• Interpret and analyze the creditworthiness of commercial loans and work with a Credit Analyst in preparing a credit memorandum for presentation and approval.
• Conduct annual reviews of the existing loan portfolio to ensure the safety and soundness of the loans.
• Source and assess changing market conditions and risks associated with industries relevant to the level of exposure in the portfolio and provide guidance to the Commercial Loan Committee and Management concerning those risks.
• Work with potential participant lenders (Credit Unions or Banks) in the management of sold participations as a component of the CommunityAmerica risk assessment specific to C&I lending.
• Research and utilize data from specific projects to support CommunityAmerica’s direction relative to loan decisions, including borrower/guarantor repayment capacity, appropriate loan structuring recommendations, collateral analysis, covenant structuring, compliance, pricing and risk rating rationale.
• Consult with existing business members to identify needs, propose solutions to help meet those needs and identify other opportunities that may exist.
• Work closely with Treasury Sales to fully bank business members, providing them with tools to manage their cash flow through Treasury products and services.
• Work closely with Retail Banking to enhance the member experience through fully onboarding business owners, employees, and those who make their business successful through the At Work program.
• Promote and cross-sell a full range of products and services to achieve the goal of highly engaged members.
• Provide education and advice to members regarding financial products, connecting them with community resources to help build upon their business plans and strategies.
• Work with other departments and outside vendors to increase service delivery, efficiency, and profitability as required.
• Make lending recommendations and collaborate with credit analysts to prepare applicable lending packages in accordance with policy and state/federal regulations.

Requirements

Education and Experience Requirements:

• Ten (10) or more years in Commercial Banking and ten (10) or more years in a sales capacity.
• Experience with and strong knowledge of C&I Lending
• Strong knowledge of financial analysis and commercial lending structures.
• Bachelor’s degree in business or finance. Significant direct experience or certifications may be considered in place of a college degree.
• Completion of Graduate School of Banking programs, Risk Management Association (RMA) coursework specific to commercial lending, and/or other business lending programs is desirable.

Required Knowledge, Skills and Abilities:

• Ability to learn business development techniques with a commitment to developing a strong community presence and team sales approach.
• Ability to communicate effectively in writing and verbally.
• Ability to effectively work as part of a team.
• Extensive knowledge of commercial banking products, specifically loans, deposits, and treasury management.
• Knowledge of laws and regulations that govern lending.
• Strong mathematical and analytical skills.
• Strong interpersonal skills and ability to resolve interpersonal conflict and miscommunications.
• Ability to maintain a high level of confidentiality.

• Credit analysis background preferred.

Preferred Knowledge, Skills and Abilities:

• Knowledge of Commercial & Industrial risks, trends, and business-specific performance measures.
• Self-sourcing Commercial Leads/Business Development.