Commercial Relationship Manager

Summary

The Senior Commercial Relationship Manager (Senior CRM) is responsible for managing and developing a portfolio of commercial relationships and ensures retention of total member assets and net growth in relationships. The Senior CRM will work closely with internal partners to facilitate the development of new business relationships as well as develop prospects through leads. Plays a vital role in the growth and development of the commercial banking portfolio and market share while focusing on profile and sell/cross-sell of commercial products to prospective members. The Senior CRM will build deposits and loans, to include Commercial & Industrial as well as Commercial Real Estate loan products, inclusive of SBA loans. Educate/Counsel members and staff on appropriate credit-based issues. Supports and participates in all Commercial Services initiatives.  

Primary Duties

1. Ensures that risk management of each member relationship and portfolio administration is in compliance with established credit union policy, procedure and business strategy as well as commercial and regulatory guidelines. 
2. Responsible for loan and deposit growth through lead lists, commercial banking portfolio and centers of influence to grow market share, as well as to retain / grow existing portfolio. Member and prospect calling activity consists of telephone and in-person calling.
3. Develops commercial banking relationships by profiling and analyzing financial data to determine the merits of specific loan requests and recommend structure.
4. Makes presentations on specific loans and participate in the credit union’s loan approval process, recommending approval and appropriate structure of credits.
5. Provides financial advice and counsel to members and prospective members regarding trends and conditions of the business environment and general banking trends though bank approved sources.
6. Participates in community and business functions/groups to ensure a positive image for the credit union. Establish referral contacts within the community.
7. Appropriately cross-sells services and products to meet members’ financial needs.  
8. Performs other duties as assigned.

Education

Bachelor’s degree in Business Management (preferably with a concentration in finance or accounting) or equivalent commercial banking experience.

Experience

Must have a minimum of three (3) years of experience in Commercial & Industrial as well as Commercial Real Estate lending, including Small Business Administration (SBA) lending experience.

Skills

Must have the following skills and/or abilities:

• Strong business development skills.
• Be a team player by working for the good of the group.
• Strong analytical ability to interpret data from various sources and make sound decisions based on logical and unbiased reasoning.     
• Must possess strong communication skills (both oral and written).  
• Must have strong evaluation and business writing/report writing skills.  
• Must have strong analytical and decision-making skills.  
• Interpersonal skills essential for interacting with credit union staff and business members.
• Ability to represent credit union in a professional, confident manner.  
• Thorough understanding of regulatory requirements specific to a commercial lending environment.  
• Proficient in Microsoft Office Suite.  
• Excellent organization and time management skills.

Physical/Other Requirements

Must be able to:

• Stand or sit for long periods of time.
• Lift 10-20 lbs. of boxes, files, or other types of materials.