Position Purpose
Acquire, develop, and retain commercial banking relationships, in conformance with board approved policies and procedures, to achieve established production and growth goals per the bank’s strategic and financial plan.
Essential Functions
- Produce quality commercial loan originations in support of annual production and portfolio growth goals.
- Acquire commercial and personal deposit accounts/balances, with emphasis on non-interest bearing operating accounts, in support of annual production and portfolio growth goals.
- Achieve non-interest revenue goals via standard loan fees and other fees generated by SBA and swap products.
- Be fluent in all bank products and services relevant to business and servicing needs and acquire a depth of knowledge in relative industry characteristics to maximize relationship value for customers.
- Negotiate structure and pricing terms in compliance with organizational policy and regulatory guidelines while attaining profitability and loan quality standards.
- Lead the loan origination process for all individual production, ensuring timely and accurate delivery of fully informed loan closings to exceed customer expectations.
- Establish collaboration and referral network with Treasury Management Officers, Branch Managers, and Mortgage Lenders, cross-selling and referring on a needs basis all products and services to these internal partners.
- Build external COIs with community leaders and business groups from which to build a referral network for new business relationships.
- Meet business calling and sales goals as set by Senior Management and the Chief Banking Officer.
- Participate in institution-wide sales and service efforts designed to retain existing relationships and grow new relationships while meeting loan, deposit, and fee income goals.
- Manage and retain a commercial loan portfolio through monitoring the quality and migration of credits, responding appropriately to opportunities and changes in risk in the portfolio.
- Perform all duties in compliance with policies and procedures of First Fed, and all applicable regulations of local, state, or federal regulators.
- Maintain sound knowledge of Bank policies, procedures, documentation, pricing, and compliance needs to effectively exercise assigned responsibilities.
- Perform related duties and responsibilities as required and other duties as assigned.
Qualifications & Requirements
- Bachelor’s degree in business with focus on Marketing, Finance or Accounting or the equivalent preferred.
- Strong relationship management and sales skills with demonstrated ability to solicit, develop and retain mid-sized to larger commercial banking business relationships.
- Knowledge of commercial and real estate lending regulations, title insurance, loan documentation, credit/financial analysis techniques, disbursement procedures, and underwriting functions.
- Thorough knowledge of loan structuring and documentation across various business segments.
- Excellent verbal and written communication, organizational, and customer service skills.
- Demonstrated ability to perform effectively in a fast-paced, detail-driven environment, to meet or exceed customer expectations.
- Develop and maintain a working knowledge of bank policies, procedures, and systems.
- Proficiency with PC applications including MS Office Suite and Salesforce.
- Ability to travel frequently to meet with clients and team.
Commercial Relationship Manager III:
- Typically requires a minimum of five years of experience as a commercial lender with a strong history of successful relationship and new business development across a wide range of industry segments.
- Active participation in community engagement.
- A CRM III will have a larger, consistently growing portfolio and regularly meet or exceed loan production and growth goals.
- This level operates with an increased level of autonomy and possesses high level financial acumen including intermediate to advanced knowledge of credit and regulatory standards, loan structuring, financial analysis, and loan documentation.