Commercial Relationship Manager III

Trustmark Bank•Santa Rosa Beach, FL

1d•Onsite

About The Position

Position is responsible to develop and manage commercial accounts that meet established requirements, focus on customer service and maximize profitability with minimal risk for the bank. This role involves managing an existing portfolio, seeking opportunities to generate incremental revenue, and engaging with customers to enhance relationships and identify cross-sell opportunities. The position also requires strong commercial loan portfolio management skills, business development through customer calls, maintaining community relations, and ensuring compliance with policies and risk appetite. Recommendations for credit approval are made to Senior Loan Committee, and market strategies are developed and executed for client development, growth, and retention. The role involves prospecting for clients, collaborating with product partners, managing portfolios for medium to large businesses, mentoring less experienced managers, and approving loans within established limits.

Requirements

Bachelor’s degree in business/finance associated major, or relevant job experience
Minimum of five years proven and progressive commercial banking/credit experience or equivalent
Minimum of eight years managing a commercial loan portfolio with a proven sales track record and business development acumen
Experience with commercial banking risk analysis
Developed an understanding of banking and credit approval process as well as pertinent bank policies and external regulations
Practical working knowledge of sales principles
Prior experience with products and services offered by financial services institutions
Effective oral and written communication skills
Excellent analytical, time management, organizational and problem-solving skills with the ability to multi-task and work in a deadline-driven environment
Ability to work accurately with close attention to details
Proven ability to build and maintain relationships

Nice To Haves

Underwriting experience preferred
Enhanced knowledge of credit analysis practice and procedure
Enhanced knowledge of pricing models, profitability forecasting, and credit analysis practice and procedure
Fully developed understanding of banking and credit approval process according to bank policies and external regulations
Proven track record of business development skills especially with established customers
Previous experience as an underwriter preferred

Responsibilities

Develop and manage commercial accounts that meet established requirements, focusing on customer service and maximizing profitability with minimal risk.
Understand credit, commercial products, and financial statement analysis to offer beneficial banking solutions.
Manage an existing portfolio and seek opportunities to generate incremental revenue for the bank and meet customer financial goals.
Engage with customers regularly to enhance trusted advisor relationships, ensure business needs are met, provide high-level customer service, and create cross-sell opportunities.
Practice commercial loan portfolio management skills, including project analysis, loan underwriting, risk analysis, packaging and presentation, renewal processing, loan documentation preparation and closing, collateral analysis, and past due notice management.
Practice business development skills through performing business calls to customers and prospective customers for outside loan production and negotiations, supporting new business goals.
Maintain professional community relations and involvement to increase the bank’s visibility and new business opportunities, and for personal development.
Ensure compliance with established policies and procedures for commercial banking and follow appropriate controls for prudent behavior in compliance with the bank’s risk appetite, including loan and credit quality.
Ensure the portfolio is prudent and the non-performing loan ratio is within acceptable risk tolerance limits.
Make recommendations for credit approval to Senior Loan Committee and present to loan committee as needed.
Develop and execute market strategies for development, growth, and retention through calls, visits, client qualification, and meeting follow-up.
Prospect for clients independently using referral sources, existing clients, and executive on market strategies.
Work with product partners (Treasury Management, Wealth Management, etc.) to analyze, evaluate, and develop tailored relationship strategies for clients or prospects.
Manage portfolios for medium to large-sized businesses.
Serve as a mentor to less experienced relationship managers.
Take a leadership role in the bank’s business development activities.
Approve or reject loans exceeding the credit authority of subordinate relationship managers to approved lending limits.
Perform additional duties as assigned.