Commercial Relationship Manager IV

Atlantic Union Bank Careers•Ellicot City, MD

16h

About The Position

The Commercial Relationship Manager IV assumes the overall responsibility, development and management of their borrowing and non-borrowing 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 C & I loans, owner occupied and investor owned real estate. Portfolio may contain basic construction/development loans. Manages and develops a portfolio of complex commercial 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. Position Accountabilities 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. Develop and maintain a quality loan portfolio with an emphasis on companies with revenues between $20 - $150 million, 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 on cross-sell opportunities and makes appropriate referrals. Execute 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. 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

Requirements

Bachelor's degree in Business, Economics, or Finance preferred or equivalent banking experience.
Minimum 5 years of commercial banking experience.
Proven track record of generating deposit and fee income.
Very strong credit skills.
Ability to independently manage a specialty line of lending and complex lending structures.
Very strong professional writing skills; ability to articulate a customer’s business needs succinctly and accurately in credit packages.
Effective problem-solving skills.
Excellent collaboration and inter-personal communication skills.
Excellent C & I lending and product knowledge.
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.
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.
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.

Nice To Haves

Portfolio may contain basic construction/development loans.

Responsibilities

Assume overall responsibility, development, and management of borrowing and non-borrowing portfolio.
Market a range of products and services to medium and large commercial clients.
Originate challenging and complex C & I loans, owner-occupied, and investor-owned real estate loans.
Manage and develop a portfolio of complex commercial relationships.
Ensure retention of total client assets, credit quality, and net growth in relationships.
Play a vital role in the growth and development of the commercial banking portfolio and market share.
Profile and sell/cross-sell commercial products to existing clients and prospects.
Build deposits, loans, and fee income.
Refer appropriate customers and prospects to business partners.
Work closely with internal partners to facilitate the development of new business relationships and prospects.
Retain and expand existing customer relationships.
Develop and maintain a quality loan portfolio with an emphasis on companies with revenues between $20 - $150 million.
Obtain deposits and cross-sell other Bank products and services.
Build strong customer relationships.
Maximize bank profitability through appropriate pricing of new loan originations, fee income, and cross-selling of all bank products & services.
Monitor loan portfolio and maintain updated financial information.
Expand knowledge base of commercial and other products and services.
Ensure portfolio administration and risk management comply with credit policy, procedure, business strategy, and commercial/regulatory guidelines.
Identify and capitalize on cross-sell opportunities and make appropriate referrals.
Execute a call program to acquire, retain, and expand customer relationships.
Maintain a pipeline of existing relationships and new prospects.
Collect and maintain financial information on borrowers.
Interact with customers to ensure all banking needs are met.
Assist in mentoring teammates in credit analysis, financial spreading, and underwriting.
Provide financial advice to customers and profitably sell appropriate products and services.
Work with Treasury staff to solicit treasury services and deposit accounts.
Prepare correspondence, commitment letters, and loan memorandums.
Ensure work complies with applicable policies, procedures, laws, regulations, and guidelines.
Participate in organizations and projects to establish referral contacts and Centers of Influence (COI).