Commercial Real Estate Relationship Manager I/II

Trustmark Bank•Houston, TX

1d•Onsite

About The Position

The purpose of this job is to use commercial lending skills to provide practical application in the areas of portfolio management, preparation of loan packages, property inspections, relationship development and other duties as needed in such a way as to contribute to the overall achievement of departmental goals. This role involves managing a commercial loan portfolio, making loan pricing and management decisions within established credit authority, and identifying opportunities for expanded services and new business. The position requires strong analytical, sales, and interpersonal skills, with Level II responsibilities including recommendations for credit approval to Senior Loan Committee, developing business development strategies, and providing guidance to less experienced relationship managers. The goal is to maximize departmental profitability through a high-quality loan portfolio and active participation in business development.

Requirements

Bachelor’s degree in business, finance, accounting, related field, or equivalent experience
Minimum of three years proven and progressive commercial lending/credit experience or equivalent
Experience with real estate or commercial lending risk analysis
Developed understanding of lending and credit approval process as well as pertinent bank policies and external regulations
Practical working knowledge of sales principles
Detailed knowledge of credit analysis practice and procedure
Familiarity with products and services offered by financial services institutions
Effective oral and written communication skills
Excellent interpersonal skills
Developed decision making and persuasion skills
Proven ability to build relationships
Time management/organization skills
Computer skills to include word processing and spreadsheet application
Customer contact and sales and service skills
Bachelor’s degree in business, finance, accounting, related field, or equivalent experience (Level II)
Minimum 5 years of progressively increasing commercial lending experience (Level II)
Knowledge of pricing models as it relates to profitability of lending unit (Level II)
Fully developed understanding of lending and credit approval process as well as pertinent bank policies and external regulations (Level II)
Knowledge of sales principles (Level II)
Detailed knowledge of credit analysis practice and procedure (Level II)
In-depth knowledge of products and services offered by financial services institutions (Level II)
Strong analysis, judgment, and communication (oral and written) skills (Level II)
Should possess excellent negotiation and problem-solving skills (Level II)
Ability to present loan commitments to executive management of customers should be attained prior to this level (Level II)
Must possess a high level of analytical skills (Level II)
Must possess effective interpersonal skills (Level II)
Ability to be assertive and decisive in arriving at sound business decisions which serve the best interest of the association and the borrower (Level II)
Motivation and initiative are essential (Level II)

Responsibilities

Determination of data required for loan packages
Portfolio management decisions within credit authority
Loan pricing decisions within authority
Determine which customers are potential candidates for expanded services and identify qualified prospects
Practice commercial loan portfolio management skills through practical application of assigned portfolio including project analysis, loan underwriting, proper risk analysis and identification of risk rate, packaging and presentation, renewal processing, loan doc prep and closing, collateral analysis, past due notice management, etc. Work with Audit, Loan Review and the OCC as needed
Practice business development skills through the practical application of performing business calls to customers and prospective customers in order to gain further experience in outside loan production and negotiations and support achievement of new business goals
Provide high level of customer service to existing clients in order to build relationships, to expand development of business and to identify and create cross sell opportunities for other product lines
Maintains professional community relations to increase the bank’s visibility and new business opportunities, and to further personal development.
Portfolio management and pricing decisions within credit authority (Level II)
Recommendations for credit approval to Senior Loan Committee (Level II)
Cross-selling referrals (Level II)
Business development strategies, including prospect list development (Level II)
Recommend promotional sponsorships to senior management (Level II)
Maximizes the department’s profitability through the maintenance of a high-quality loan portfolio. Has credit authority on large and complex accounts. (Level II)
Actively participates in business development activities for the purpose of attracting additional profitable business for the bank. (Level II)
Provides guidance to less experienced relationship managers. (Level II)
Maintains professional community relations, including leadership roles, to increase the bank’s visibility and new business opportunities, and to further personal development. (Level II)
Cross-sell additional products and services to existing customer base and asks for referrals (Level II)