Middle Market Senior Relationship Manager

Community Financial System, Inc.•Buffalo, NY

About The Position

The Commercial Banking Middle Market Senior Relationship Manager develops, manages, and expands a portfolio of middle market commercial relationships by delivering 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 focuses on companies generally ranging from $20 million to $500+ million in annual revenue across industrial, manufacturing, distribution, transportation, business services, nonprofit, and corporate sectors. The Senior Relationship Manager is accountable for portfolio growth, credit quality, profitability, and client retention, partnering with internal subject matter experts to provide a strong client experience. Depending on experience and market, the role may have direct reports and includes mentoring and coaching less-experienced Relationship Managers.

Requirements

Bachelor’s degree in Finance, Accounting, Business Administration, Economics, or a related field.
At least 18 years of age.
Minimum of 7 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.

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 discovery meetings with clients and prospects to understand financial needs and strategic objectives.
Represent the bank in the local business community to increase market visibility and generate opportunities.
Serve as the primary relationship manager for a portfolio of middle market commercial clients.
Build relationships with business owners, CFOs, CEOs, controllers, and senior management teams.
Provide consultative advice and customized solutions for growth, working capital, acquisitions, equipment purchases, real estate financing, treasury management, and risk management.
Coordinate internal resources to deliver products and services, and 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, and acquisition financing.
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 action plans.
Adhere to regulatory requirements, credit policies, and risk management standards.
Partner with Treasury Management professionals to deliver cash management, payment, fraud mitigation, and liquidity management solutions.
Expand commercial deposit relationships, increase treasury product utilization, and grow non-credit revenue.
Maintain accurate client information, call reports, pipeline records, and portfolio data in CRM and banking systems.
Coordinate with Portfolio Management on timely annual reviews, renewals, risk ratings, and monitoring requirements.
Collaborate with Credit, Treasury Management, Wealth Management, Capital Markets, and other banking partners.
Participate in strategic planning and market development initiatives and contribute to a high-performing commercial banking culture.
Mentor and coach less-experienced Relationship Managers.