The Senior Commercial Banker is a Relationship Manager (“RM”) who assumes the overall responsibility, development and management of their loan portfolio. The Relationship Manager is responsible for marketing a range of products and services to medium and large commercial clients and services and originates most challenging and complex loans. The RM manages and develops a portfolio of complex commercial relationships and ensures retention of total client assets, credit quality and net growth in relationships. The RM will play a vital role in the growth and development of the commercial banking portfolio and market share, while acting as a subject matter expert for certain types of lending or within specialized industries. The RM’s primary focus will be to profile and sell/cross-sell commercial products to the existing client base, as well as prospects, while mentoring more junior RMs and assisting with more complex transactions where servicing as a subject matter expert. The Relationship Manager will build deposits, loans, fee income and refer appropriate customers and prospects to business partners.
Position Accountabilities
- Works closely with internal partners to facilitate the development of new business relationships as well as develop prospects through lead lists and Centers of Influence (COI). Responsible for retaining and expanding existing customer relationships.
- Develops and maintains a quality loan portfolio with an emphasis on large or complex commercial clients, obtaining deposits and cross-selling other Bank products and services along with building strong customer relationships.
- Maximize bank profitability through appropriate pricing of new loan originations, fee income, and cross selling of all bank products & services, including deposits and Treasury Services products
- Prepare correspondence, commitment letters, loan memorandums and associated documents as required.
- Monitor loan portfolio and maintain updated financial information.
- Utilizes and shares extensive knowledge base of commercial and other products and services, including loan policy, documentation, structuring and regulatory requirements
- Ensures the portfolio administration and risk management of each client relationship is in compliance with established credit policy, procedure and business strategy as well as commercial and regulatory guidelines.
- Identifies and successfully capitalizes on cross-sell opportunities and makes appropriate referrals.
- Executes a call program to acquire, retain and expand customer relationships.
- Maintain pipeline of existing relationships and new prospects.
- Collect and maintain financial information on borrowers and interact with customers to ensure that all banking needs are being met.
- Mentoring other RMs in the most complex transactions and specialized industries
- Provides expert financial advice to customers and profitably sells appropriate products and services to those prospects and clients.
- Works with Treasury staff to solicit treasury services and deposit accounts.
- Ensures that own work is in compliance with applicable policies, procedures, laws, regulations and guidelines.
- Participate extensively in organizations and projects to establish referral contacts and Centers of Influence (COI) within the community.
- Other Duties as Assigned
Organizational Relationship
This position typically reports to a Team Leader, Group Leader, Market President or Regional President
Position Qualifications
Education & Experience
- Bachelor's degree in Business, Economics, or finance preferred or equivalent banking experience
- 15+ years of commercial banking experience and a proven track record of generating deposit and fee income
Knowledge & Skills
- Excellent credit skills
- Ability to independently manage a specialty line of lending and complex lending structures.
- Very strong professional writing skills, can articulate a customer’s business needs succinctly and accurately in credit packages
- Demonstrates effective problem solving and excellent collaboration and inter-personal communication skills.
- Possesses excellent C&I lending and product knowledge and organizational skills.
- Ability to make knowledgeable loan decisions based on information supplied by the customer verified through a rigorous underwriting process, strong ability to structure loans, strong credit skills.
- Proven track record with sales and new business development in conjunction with exceeding sales goals.
- Ability to work well in a sales driven environment
- Excellent organizational skills, initiative, dependability and ability to work with minimal direction.
- Desire and ability to assist other RMs with complex transactions and underwriting.
- Knowledge of applicable laws and regulatory compliance related to commercial lending.
- Proficient computer skills with a good working knowledge of Microsoft Office Programs including Excel, Word and Outlook.
Salary offered will be based on several factors including but not limited to education, work experience, certifications, etc. This position is also eligible to participate in either an applicable incentive compensation plan for the position or a discretionary profit sharing bonus program. General information on our comprehensive benefits package can be found by visiting https://www.atlanticunionbank.com/about/careers/benefits.
We are proud to be an Equal Employment Opportunity employer. We maintain a drug-free workplace.