Commercial Relationship Manager IV (Government Contracting) - Reston, VA

Atlantic Union Bank Careers•Reston, VA

About The Position

The Commercial Relationship Manager IV – Government Contracting assumes the overall responsibility for developing credit and non-credit oriented relationships with middle market government contracting companies generally ranging in size from $20Million to $250Million in revenues. 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 government contracting loans. Manages and develops a portfolio of complex government contracting relationships and ensures retention of total client assets, credit quality and net growth in relationships. The Relationship Manager will play a vital role in the growth and development of the commercial banking portfolio and market share. Primary focus will be to profile and sell/cross-sell commercial products to our existing client base, as well as prospects. The Relationship Manager will build deposits, loans, fee income and refer appropriate customers and prospects to business partners.

Requirements

Bachelor’s degree in business, economics, or finance preferred or equivalent banking experience.
Minimum 5 years of commercial banking experience and a proven track record of generating deposit and fee income
Possesses a strong background in business development, client management, sales, credit due diligence and analysis, strategic development, compliance, risk mitigation, financial modeling, and banking fundamentals.

Responsibilities

Work 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 positioning the bank as the bank of choice for government contractors.
Develop and maintain a quality loan portfolio with an emphasis on companies with revenues between $20 - $200million, 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
Monitor loan portfolio and maintain updated financial information.
Expand existing knowledge base of commercial and other products and services, including loan policy, documentation, structuring and regulatory requirements.
Ensure 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.
Identify and successfully capitalize cross-sell opportunities and make appropriate referrals.
Execute a call program to acquire, retain and expand customer relationships.
Actively pursue desirable prospective short term and longer-term customers
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 met.
Assist in mentoring teammates, to include credit analysis, financial spreading and underwriting.
Provide financial advice to customers and profitably sells appropriate products and services to those prospects and clients.
Work with Treasury staff to solicit treasury services and deposit accounts.
Prepare correspondence, commitment letters, and loan memorandums and associated documents as required.
Ensure that own work is in compliance with applicable policies, procedures, laws, regulations and guidelines.
Participate in organizations and projects to establish referral contacts and Centers of Influence (COI) within the community.
Other Duties as Assigned