Relationship Manager III

Cass Information Systems • Saint Louis, MO

3d

About The Position

The Relationship Manager (RM) is responsible for building comprehensive financial relationships with existing and prospective clients by combining a thorough knowledge of the client’s operations, condition, leadership, growth plans, and economic/market trends to recommend appropriate financial services (loans, deposit accounts/ treasury services). Working closely with a Portfolio Manager (PM), the RM is responsible for the analysis of a client’s or prospect’s financial condition to determine the risk of credit extensions and for recommending credit structures to mitigate risks. The RM leads presentations to CCB leadership to obtain loan approval and to the Executive Loan Committee for review. The RM recommends deposit accounts and treasury services to support the client’s cash management needs. The Relationship Manager is the primary point of contact for all clients where credit may be extended. As part of a team that includes a PM, TMSR and FSR, the RM solicits new client accounts and expands existing client relationships by building comprehensive financial relationships. This includes working with clients and prospects to determine general creditworthiness, understanding their needs, abilities, capacity, leadership, and growth plans, and the merits of the specific loan request. The RM maintains a thorough knowledge of local market and economic trends to identify acceptable risks that fit within the bank’s policy. Independently or together with the PM, the RM analyzes all available financial information, growth/development plans, economic and market trends, leadership (including background checks), and guarantors to recommend an appropriate loan and overall capital structure, deposit accounts, and treasury services that meet the client’s needs and are within bank policy. This includes assisting with or completing appropriate underwriting and analysis, specific to the SRRM’s assigned industry role, and coordinating the loan approval process with the Credit Department using the bank’s electronic credit system. The RM secures sufficient collateral and appropriate documentation in accordance with regulatory requirements and bank policy to appropriately collateralize and secure the bank’s risk position. The RM manages credit exposure within hold limits based on loan grade and participates over hold exposure to other financial institutions. The RM leads presentations to CCB leadership and the Executive Loan Committee that include an outline of the financial analysis, capital structure, interest rates, loan grade, strengths and weaknesses, and a recommendation. The RM coordinates the loan documentation process, via the bank’s electronic credit system, by gathering/uploading all organization documents, relevant personal information, and additional information (title work, etc.) for use by the loan services department. The RM prepares on-boarding forms (LDS) as needed. Together with the PM, the RM reviews existing credit relationships to ensure compliance with the terms of the Loan Agreement and to recognize and act on any developing trends. The RM reviews loan quality through statement/appropriate analysis, based on entity or project type, including a comparison of operating ratios to industry standards (where appropriate), cashflow, and collateral analysis. The RM recommends loan grade changes when appropriate. Where necessary, the RM recommends loans for placement on the Loan Monitor List. The RM assesses risks associated with construction lending, including proper loan structure. The RM ensures adequate safeguards for the construction process to protect the bank against construction risks, including adequacy of overall funding to complete the project, disbursing procedures that mitigate lien risks, and tracking of construction costs against budget. The RM maintains frequent communication with owner, contractor, and title representatives to facilitate project success. The RM creates detailed records and reports of activities by timely entering information into the bank’s CRM system (Salesforce). The RM calls on existing clients periodically to maintain the quality of account relationships and assure needs are being met; introduces clients to other departments where a service can be rendered and tracks activity in the CRM system. The RM networks in various groups to source new relationship opportunities; maintains a consistent calling effort on prospective clients to be top of mind when an opportunity occurs. The RM tracks activity in the CRM system. The RM makes overdraft decisions on all assigned accounts and on non-borrowing clients. Performs additional responsibilities, as required, or assigned.

Requirements

• Strong, well-developed interpersonal skills to maximize contacts and develop working relationships with potential and existing clients.
• High level of analytical and collaborative skills to conduct analysis and monitor client’s financial condition, market trends, credit/interest rates, economic conditions, and other factors.
• Effective communication skills including excellent listening skills and the ability to communicate professionally with all levels of an organization both verbally and in writing.
• Advanced knowledge of loan documentation, including participations and other complex documentation structures.
• Advanced knowledge of underwriting and construction lending techniques for income-producing real estate.
• Working knowledge of construction loan administration.
• Ability to work independently with little to no level of guidance and oversight.
• Ability to travel as required.
• Bachelor’s degree in business administration, finance or related area or equivalent experience.
• Minimum 7 years of commercial lending experience.

Responsibilities

• Build comprehensive financial relationships with existing and prospective clients.
• Analyze client/prospect financial condition to determine credit extension risk and recommend credit structures.
• Lead presentations to CCB leadership and the Executive Loan Committee for loan approval.
• Recommend deposit accounts and treasury services to support client cash management needs.
• Determine general creditworthiness of clients/prospects, including needs, abilities, capacity, leadership, and growth plans.
• Maintain knowledge of local market and economic trends to identify acceptable risks.
• Analyze financial information, growth plans, market trends, leadership, and guarantors to recommend loan and capital structures, deposit accounts, and treasury services.
• Assist with or complete underwriting and analysis specific to the assigned industry role.
• Coordinate the loan approval process with the Credit Department.
• Secure sufficient collateral and appropriate documentation.
• Manage credit exposure within hold limits and participate over hold exposure.
• Coordinate the loan documentation process by gathering and uploading necessary documents.
• Prepare on-boarding forms (LDS) as needed.
• Review existing credit relationships for compliance with loan agreement terms and identify developing trends.
• Review loan quality through statement/appropriate analysis, including operating ratios, cashflow, and collateral analysis.
• Recommend loan grade changes and placement on the Loan Monitor List when appropriate.
• Assess risks associated with construction lending and ensure adequate safeguards.
• Maintain frequent communication with owner, contractor, and title representatives for construction projects.
• Create detailed records and reports of activities in the bank’s CRM system (Salesforce).
• Call on existing clients periodically to maintain relationships and ensure needs are met.
• Introduce clients to other departments for additional services and track activity in CRM.
• Network to source new relationship opportunities and maintain calling efforts on prospective clients.
• Make overdraft decisions on assigned accounts and on non-borrowing clients.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior