Middle Market Senior Relationship Manager

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

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 is 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. It is accountable for portfolio growth, credit quality, profitability, and client retention, while coordinating with internal specialists to deliver a strong client experience. Depending on the market and the employee’s experience, the role may include direct reports and mentoring less-experienced Relationship Managers. It reports to the Commercial Banking Group Manager or Senior Commercial Manager within the market.

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 with 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 business development plans to acquire new middle-market relationships.
Identify prospects through prospecting, centers of influence, community involvement, referrals, and existing client relationships.
Build and maintain pipelines to meet annual loan, deposit, revenue, and fee-income goals.
Meet with clients and prospects to understand their financial needs and strategic objectives.
Represent the bank in the local business community to increase visibility and generate business opportunities.
Manage a portfolio of middle-market commercial clients as their primary relationship manager.
Build relationships with 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 deliver products and services and conduct regular client reviews to identify relationship-deepening opportunities.
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 in accordance with bank lending policies.
Monitor portfolio performance, covenant compliance, collateral position, and credit quality; identify emerging risks and implement appropriate action plans.
Comply with regulatory requirements, credit policies, and risk management standards.
Partner with Treasury Management professionals to provide cash management, payment, fraud mitigation, and liquidity management solutions.
Grow commercial deposits, treasury product usage, and non-credit revenue.
Maintain accurate client information, call reports, pipeline records, and portfolio data in CRM and banking systems.
Coordinate with Portfolio Management on 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.
Meet performance expectations for new relationship acquisition, loan and deposit growth, treasury revenue, profitability, credit quality, client retention and satisfaction, cross-selling and referrals, and community and market engagement.