Commercial Relationship Manager I/II/III

Trustmark Bank•Pasadena, TX

About The Position

The Commercial Relationship Manager uses commercial lending skills in portfolio management, loan package preparation, property inspections, relationship development, and other duties to contribute to departmental goals. The position may be filled at Level I, II, or III, with additional responsibilities and qualifications applying at each level. It is open to candidates in the Greater Houston area. At the core of the role, the manager applies commercial loan portfolio management skills to an assigned portfolio, including project analysis, underwriting, risk analysis and rating, loan packaging and presentation, renewals, loan documentation and closing, collateral analysis, and past-due notice management. The role may involve working with Audit, Loan Review, and the OCC. The manager also develops business by calling on customers and prospects, provides high-quality service to existing clients, identifies cross-selling opportunities, and maintains professional community relationships. At Level II, the manager also supports department profitability by maintaining a high-quality portfolio, exercises credit authority on large and complex accounts, participates actively in business development, guides less experienced relationship managers, and seeks cross-sales and referrals. Level III includes all listed responsibilities. The description does not specify separate Level III responsibilities beyond those listed for the role and Level II.

Requirements

Bachelor’s degree in business, finance, accounting, or a related field, or equivalent experience.
At least three years of proven, progressive commercial lending or credit experience, or equivalent.
Experience with real estate or commercial lending risk analysis.
Developed understanding of lending and credit approval processes, relevant bank policies, and external regulations.
Practical working knowledge of sales principles.
Detailed knowledge of credit analysis practices and procedures.
Familiarity with products and services offered by financial services institutions.
Effective oral and written communication skills.
Excellent interpersonal skills.
Developed decision-making and persuasion skills.
Proven ability to build relationships.
Time-management and organizational skills.
Computer skills, including word processing and spreadsheet applications.
Customer contact, sales, and service skills.
For Level II: At least five years of progressively increasing commercial lending experience.
For Level II: Knowledge of pricing models as they relate to lending-unit profitability.
For Level II: Fully developed understanding of lending and credit approval processes, relevant bank policies, and external regulations.
For Level II: Knowledge of sales principles and detailed knowledge of credit analysis practices and procedures.
For Level II: In-depth knowledge of financial-services products and services.
For Level II: Strong analytical, judgment, and oral and written communication skills.
For Level II: Excellent negotiation and problem-solving skills.
For Level II: Ability to present loan commitments to customers’ executive management before entering this level.
For Level II: High analytical ability and effective interpersonal skills.
For Level II: Ability to be assertive and decisive in making sound business decisions that serve the interests of the association and borrower.
For Level II: Motivation and initiative are essential.
For Level III: At least 10 years of proven, progressive middle-market and corporate banking experience.
Must be able to sit for long periods and use a computer keyboard and/or mouse while viewing computer screens.

Nice To Haves

For Level II, 10 years of lending experience is preferred.

Responsibilities

Manage an assigned commercial loan portfolio, including project analysis, loan underwriting, risk analysis and rating, loan packaging and presentation, renewals, loan documentation and closing, collateral analysis, and past-due notice management.
Work with Audit, Loan Review, and the OCC as needed.
Make business calls to customers and prospective customers to develop experience in outside loan production and negotiations and support new-business goals.
Provide high-level service to existing clients to build relationships, develop business, and identify cross-selling opportunities for other product lines.
Maintain professional community relationships to increase the bank’s visibility and business opportunities and support personal development.
Perform additional duties as assigned.
For Level II: Maintain a high-quality loan portfolio to maximize department profitability and exercise credit authority on large and complex accounts.
For Level II: Participate actively in business development to attract profitable business.
For Level II: Provide guidance to less experienced relationship managers.
For Level II: Maintain professional community relationships, including leadership roles.
For Level II: Cross-sell products and services to existing customers and ask for referrals.