Commercial Relationship Manager

Beginnings Credit Union•Syracuse, NY

4d•$77,000 - $96,000

About The Position

Beginnings Credit Union (Beginnings) is in search of a professional, outgoing Commercial Relationship Manager. The successful candidate will be an active member of the Credit Union’s sales/service commercial lending department by providing commercial customers with direct service relating to the Credit Union’s commercial service portfolio, developing customer relationships, and generating and maintaining a profitable quality commercial loan portfolio. In addition, this individual will be actively involved in supporting and enriching our community through community involvement efforts. Job Responsibilities Works as an active member of the Credit Union’s sales/services lending department as follows: Jointly establishes quantitative sales objectives, with supervisor on an annual basis. Solicits new business from present and prospective customers; maintains ongoing business relationships with present customers in order to take advantage of additional cross-selling opportunities. Provides sales information on a timely basis in order that this information may be included as part of monthly and year-to-date sales performance reports. Monitors individual sales performance versus objectives on a monthly basis utilizing Credit Union’s sales information system; discusses performance with appropriate supervisor on a frequent basis. Maintains a thorough knowledge of the features and benefits of all Credit Union commercial credit products and services, in order to ascertain customer needs and to sell in conjunction with these needs. Provides direct service to commercial customers with respect to deposit, loan, and other miscellaneous products and services, if applicable, approves or rejects loan applications within individual lending authority. Prepares various forms and reports and provides information as requested from appropriate supervisor or departments. Maintains a working knowledge of credit union operating policies and procedures which impact commercial services. Maintains working knowledge of Credit Union’s compliance procedures/policies. Ensure that all required documentation has been completed for underwriting and maintains working knowledge of loan documentation procedures. Responsible for early detection, reporting, and monitoring of problem credit. Responsible for quality of own loan portfolio. Maintains relationships with members through the collection of debt. Assists customers in obtaining specialized services from other Credit Union’s business partners, such as Insurance, Wealth Management etc.; provides help to customers with specific inquiries of service problems. Follow up with all members with a reasonable amount of time on various issues. May attend sales and trade meetings as the Credit Union’s representative to develop new business and to gain information and leads on prospective accounts. Develop new sources of business by networking with potential business members at chamber events, business trade shows and other similar events. Actively volunteer at both sponsored and non-sponsored Community Events as appropriate. Responsible for overall management of assigned portion of loan portfolio by maintaining a consistent relationship with borrowers. Conducting site visits as needed for underwriting, obtaining financials from borrowers for annual reviews and maintaining updated loan records. All other duties as assigned.

Requirements

5+ years of loan production in commercial and real estate lending.
(1) A two-year college degree or (2) Completion of a specialized course of study at a business or trade school or (3) Completion of a specialized and extensive in-house training or apprenticeship program.
A significant level of trust and diplomacy is required, in addition to normal courtesy and tact.
Work involves extensive personal contact with others and is usually of a personal or sensitive nature.
Work may involve motivating, influencing or training others.
Outside contacts become important and fostering sound relationships with other entities (companies and/or individuals) becomes necessary and often requires the ability to influence and/or sell ideas or services to others.
Must have experience in analyzing business financial statements and assessing the viability of businesses; must have excellent communication and PR skills; ability to use related software required.
Ability to problem solve and participate in making suggestions for problem resolution.
Ability to make rationale business decisions weighing all factors within a limited timeframe.

Responsibilities

Jointly establishes quantitative sales objectives, with supervisor on an annual basis.
Solicits new business from present and prospective customers; maintains ongoing business relationships with present customers in order to take advantage of additional cross-selling opportunities.
Provides sales information on a timely basis in order that this information may be included as part of monthly and year-to-date sales performance reports.
Monitors individual sales performance versus objectives on a monthly basis utilizing Credit Union’s sales information system; discusses performance with appropriate supervisor on a frequent basis.
Maintains a thorough knowledge of the features and benefits of all Credit Union commercial credit products and services, in order to ascertain customer needs and to sell in conjunction with these needs.
Provides direct service to commercial customers with respect to deposit, loan, and other miscellaneous products and services, if applicable, approves or rejects loan applications within individual lending authority.
Prepares various forms and reports and provides information as requested from appropriate supervisor or departments.
Maintains a working knowledge of credit union operating policies and procedures which impact commercial services.
Maintains working knowledge of Credit Union’s compliance procedures/policies.
Ensure that all required documentation has been completed for underwriting and maintains working knowledge of loan documentation procedures.
Responsible for early detection, reporting, and monitoring of problem credit.
Responsible for quality of own loan portfolio.
Maintains relationships with members through the collection of debt.
Assists customers in obtaining specialized services from other Credit Union’s business partners, such as Insurance, Wealth Management etc.; provides help to customers with specific inquiries of service problems.
Follow up with all members with a reasonable amount of time on various issues.
May attend sales and trade meetings as the Credit Union’s representative to develop new business and to gain information and leads on prospective accounts.
Develop new sources of business by networking with potential business members at chamber events, business trade shows and other similar events.
Actively volunteer at both sponsored and non-sponsored Community Events as appropriate.
Responsible for overall management of assigned portion of loan portfolio by maintaining a consistent relationship with borrowers.
Conducting site visits as needed for underwriting, obtaining financials from borrowers for annual reviews and maintaining updated loan records.
All other duties as assigned.