Middle Market Relationship Manager

Community Financial System, Inc.•St. George, VT

About The Position

The Middle Market Relationship Manager develops, manages, and expands a portfolio of middle market commercial relationships by providing banking solutions that support clients’ growth, operational, and strategic objectives. The role serves as the primary advisor to business owners, executives, and financial decision-makers, providing expertise in commercial lending, treasury management, deposits, and other commercial banking products and services. The position serves companies generally ranging from $20 million to $500+ million in annual revenue across industrial, manufacturing, distribution, transportation, business services, nonprofit, and corporate sectors. The Relationship Manager is accountable for portfolio growth, credit quality, profitability, and client retention, and partners with internal subject matter experts to deliver a strong client experience.

Requirements

Bachelor’s degree in Finance, Accounting, Business Administration, Economics, or a related field.
At least 2 years of commercial banking experience with demonstrated success managing middle market relationships.
Proven record of business development, portfolio growth, and credit underwriting.
Experience serving corporate and industrial clients with annual revenues generally between $20 million and $500+ million.
Experience structuring complex commercial credit transactions.
Strong understanding of commercial lending, financial statement analysis, and credit risk assessment.
Knowledge of treasury management, cash management, and commercial deposit products.
Excellent relationship management and consultative sales skills.
Ability to negotiate effectively and influence decision-makers.
Strong presentation, communication, and networking abilities.
Ability to manage multiple priorities and deadlines.
Proficiency in CRM systems, Microsoft Office Suite, and commercial banking technology platforms.
Must be at least 18 years of age.

Nice To Haves

MBA, Commercial Banking School, Credit Training Program, or other advanced banking education.

Responsibilities

Develop and execute strategic business development plans to acquire new middle market relationships.
Identify business opportunities through prospecting, centers of influence, community involvement, referrals, and existing client relationships.
Build and maintain pipelines to achieve annual loan, deposit, revenue, and fee-income goals.
Conduct client and prospect discovery meetings to understand financial needs and strategic objectives.
Represent the bank in the local business community to enhance visibility and generate business opportunities.
Serve as primary relationship manager for a portfolio of middle market commercial clients.
Develop relationships with business owners, CFOs, CEOs, controllers, and senior management teams.
Provide consultative advice and customized financial solutions for growth, working capital, acquisitions, equipment purchases, real estate financing, treasury management, and risk management.
Coordinate internal resources to ensure seamless product and service delivery.
Conduct regular client reviews to identify opportunities to deepen relationships and increase wallet share.
Structure and negotiate commercial credit facilities, including lines of credit, term loans, equipment financing, owner-occupied real estate loans, acquisition financing, and other complex credit solutions.
Analyze financial statements, cash flow trends, industry performance, and borrower repayment capacity.
Prepare and present credit requests for approval in accordance with bank lending policies.
Monitor portfolio performance, covenant compliance, collateral position, and credit quality.
Identify emerging risks and implement appropriate action plans.
Adhere to regulatory requirements, credit policies, and risk management standards.
Partner with Treasury Management professionals to deliver cash management, payment solutions, fraud mitigation tools, and liquidity management services.
Expand commercial deposit relationships and increase client use of treasury products.
Grow non-credit revenue through integrated relationship strategies.
Maintain accurate client information, call reports, pipeline records, and portfolio data in CRM and banking systems.
Coordinate with the Portfolio Management team on timely annual reviews, renewals, risk ratings, and monitoring requirements to maintain portfolio quality and low levels of criticized or classified assets.
Collaborate with Credit, Treasury Management, Wealth Management, Capital Markets, and other banking partners.
Participate in strategic planning and market development initiatives.
Contribute to a high-performing commercial banking culture.