Commercial Relationship Manager - CDL

Community Development Lending RM II

Hiring Range: $108,896 - $178,901
 

The posted salary range reflects Eastern’s expected hiring range. Actual pay may vary based on experience, skills, and market factors; additional compensation may apply. Eastern offers a robust benefits and retirement package. Please see the description of benefits included with this job posting for additional information.

The Relationship Manager (RM) II is comfortable making solo sales calls and negotiating / outlining terms with clients. RM II is largely self sufficient with ability to handle multiple transactions simultaneously. Should work with Portfolio Manager (PM) (guiding as appropriate) to ensure solid portfolio management. RM II is capable of underwriting moderately complex transactions.

Primary responsibilities include portfolio management, business generation to achieve sales goals, develop and expand an internal and external network

New Business Development & Related Responsibilities

Business Development

• Achieve sales goals and objectives
• Active role with industry organizations
• Attend events to generate business and network
• Active prospect list 
• Work with Team Leader/Group Head to plan sales calls
• Conscious of role as a Bank representative
• Looks for cross sell opportunities

Underwriting and Due Diligence

• Confident to underwrite moderate complexity transactions
• Solid understanding of risk appetite
• Largely self sufficient in terms of underwriting, and has good research skills
• Comprehensive understanding of policies and risk acceptance criteria (RAC's)
• Knows which deals to pass on and can prioritize opportunities
• Good market knowledge and strong research skills

Credit Interactions

• Present transactions to predeal and credit committee
• Confidently present transactions, focusing on key risk issues
• Engage with Appraisal and Environmental Department, and raise discussion points as necessary, whether querying valuation calculations or Enviro issues
• Engage with internal risk review, as necessary

Legal / Loan Closings

• Appropriately negotiate issues in documentation
• Aware of areas that can be negotiated or not
• Seek advice and approval for more complex requests within loan docs
• Engage with Commercial Banking Administrators (CBA's) to close loan in an efficient manner

Portfolio Management

• Maintain awareness of existing credits, including regular risk rating review as circumstances change, and planning extensions in advance of loan expiries as necessary
• Ensure that required reporting is requested (by PM's if applicable), and that covenants tested and annual reviews completed in a timely manner 
• Maintain frequent client contact to ensure all needs are being met
• Manage/monitor and late payments/delinquencies
• Work in conjunction with the Construction Management Group (CMG) on active construction loans
• Review appraisals and Field Exams and surface issues or notable items to TL and GH as necessary

Training Responsibilities 

• May be required to assist new joiners (typically PM) in learning to use nCino and other internal software etc
• Expected to assist PM's and provide informal mentoring

Policy and Procedures

• Strong Knowledge of credit policy and risk parameters: Suggests enhancements and edits to policy as market understanding grows 

Technology

• Strong user of Microsoft products (Word/Excel etc)
• Technically proficient with nCino and using nCino covenant and tracking reports for portfolio management
• Will use resources to conduct independent research as applicable.
• Special Projects

Maintain awareness of maturing credits, overdue payments, financial information reporting; etc, which could affect the status of the commercial relationships and take appropriate action. Work with Portfolio Managers to ensure that financial information is collected on a timely basis and that credit exposure is properly rated reflecting credit quality over time.  Maintain frequent contact with the clients and serve as representative of the Bank ensuring that the client’s deposit, cash management, insurance and investment management needs are being properly handled.

1. REQUIREMENTS:       

• Bachelor’s degree or equivalent experience required 

• Proven underwriting abilities, including 5 + years experience as a Commercial Lender

• Formal Bank credit training preferred

• Incumbent should be able to excel with integrity in an entrepreneurial, team-oriented environment

• Well versed in Micorsoft Office: Excel and Word

• nCino/Salesforce experience