Commercial Relationship Manager IV

Trustmark Bank•Memphis, TN

1d•Onsite

About The Position

This position is responsible for developing and managing commercial accounts that meet established requirements, focusing on customer service and maximizing profitability with minimal risk for the bank. It involves a leadership role in the bank's business development activities, approving or rejecting loans exceeding the credit authority of subordinate relationship managers up to approved lending limits. The role requires an understanding of credit, commercial products, and financial statement analysis to offer beneficial banking solutions. The Commercial Relationship Manager will manage an existing portfolio and seek opportunities to generate incremental revenue for the bank and meet customer financial goals. Engagement with customers is regular to enhance the trusted advisor relationship, ensure business needs are met, provide high-level customer service, and create cross-sell opportunities for other product lines. The role also involves practicing commercial loan portfolio management skills through practical application of the assigned portfolio, including project analysis, loan underwriting, proper risk analysis and identification of risk rate, packaging and presentation, renewal processing, loan document preparation and closing, collateral analysis, and past due notice management. Business development skills are practiced through performing business calls to customers and prospective customers to gain experience in outside loan production and negotiations and support the achievement of new business goals. Maintaining professional community relations and involvement is key to increasing the bank's visibility and new business opportunities, and for personal development. Compliance with established policies and procedures for commercial banking and appropriate controls for prudent behavior within the bank's risk appetite, including loan and credit quality, is essential. The manager must ensure the portfolio is prudent and the non-performing loan ratio is within acceptable risk tolerance limits. Recommendations for credit approval are made to the Senior Loan Committee, and presentations to the loan committee may be required. Market strategies for development, growth, and retention are developed and executed through calls, visits, client qualification, and meeting follow-up to maintain, enhance, and expand client relationships. Prospecting for clients is done independently using referral sources, existing clients, and executive on market strategies. Collaboration with product partners (Treasury Management, Wealth Management, etc.) is necessary to analyze, evaluate, and develop tailored relationship strategies for each client or prospect. The role is responsible for managing portfolios for medium to large-sized businesses and serving as a mentor to less experienced relationship managers. Maximizing business potential in the community and leveraging Trustmark network resources to deliver services to customers, while maintaining appropriate representation and active involvement, particularly focused on business development and excellent customer service, is expected. Representing Trustmark in the community with integrity is crucial for the bank to be perceived as a leading provider of services. Coordination with product/business managers to review goals in each product line and customer segment, review progress, and foster process improvement by questioning established procedures and proposing new solutions is also part of the role. Continuing to connect Trustmark in the communities served by leading and directing civic and service efforts is important. Additional duties may be assigned.

Requirements

Bachelor’s degree in business/finance associated major, or relevant job experience.
Minimum of eight years managing a commercial loan portfolio with a proven sales track record and business development acumen.
Enhanced knowledge of pricing models, profitability forecasting, and credit analysis practice and procedure.
Experience with commercial banking risk analysis.
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.
Enhanced knowledge of 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.

Nice To Haves

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 for the bank.
Serve as a leadership role in the bank’s business development activities.
Approve or reject loans exceeding the credit authority of subordinate relationship managers up to approved lending limits.
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 the trusted advisor relationship, 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, presentation, renewal processing, loan document 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.
Maintain professional community relations and involvement to increase the bank’s visibility and new business opportunities.
Ensure compliance with established policies and procedures for commercial banking and follow appropriate controls within the bank’s risk appetite.
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.
Manage portfolios for medium to large-sized businesses.
Serve as a mentor to less experienced relationship managers.
Maximize business potential in the community and leverage Trustmark network resources to deliver services to customers.
Represent Trustmark in the community with integrity.
Coordinate with product/business managers to review goals and progress, and propose new solutions.
Lead and direct civic and service efforts in local markets.
Perform additional duties as assigned.