Sr Commercial Relationship Manager

Achieva Credit Union•Largo, FL

1d•Hybrid

About The Position

Position Summary: The Senior Commercial Relationship Manager (SR CRM) acquires new commercial banking members with annual revenue of $5MM-$40MM and the expansion/retention of existing relationships. The role structures, underwrites, negotiates, and manages portfolios, credit relations and loan requests ranging from $500K to $30MM. The SR CRM develops and executes relationship management plans for members to grow loan, deposit, and treasury services; this includes effectively collaborating with member support and product teams as well as senior management. The SR CRM remains knowledgeable of financial needs of our members and the Credit Union’s products, including deposit and treasury solutions. The position acts in compliance with all Credit Union policies and procedures, as well as all applicable state and federal banking regulations.

Requirements

Bachelor’s degree in business, finance or accounting or equivalent combination of education and relevant work experience.
7+ years’ business banking/ commercial sales experience.
3 years’ experience with lending, portfolio management of complex commercial relationship and developing, structuring, underwriting, and negotiating credit transactions.
Strong knowledge of credit products and processes, including real estate and SBA lending.
Thorough knowledge of complex commercial loans and Treasury Management services.
Understanding of Cash Flow lending, Corporate Tax returns, CPA Compilations, CPA Reviewed Financial Statements and audited financial statements.
Formal credit training, or equivalent credit risk experienced.
Self-starter with the ability to take ownership of relationships with minimal supervision while effectively communicating with senior management.
Ability to negotiate terms and conditions of approvals within assigned parameters.
Ability to prepares and presents for approval; thorough, timely, and accurately analyzed credit presentations.
Effective oral and written communication skills with the ability to listen effectively to the issues of members and employees.
Ability to deal with difficult problems involving multiple facets and variables in non-standardized situations.
Effective organizational and time management skills.
Ability to effectively utilize computer technology.
Proficiency in Microsoft Office Suite programs.
May be required to attend networking events in the evening.

Responsibilities

Business Development: Maintain and grow a profitable portfolio of mid to large-sized complex business in the target market with annual revenue ranging from $4MM to $40MM, through disciplined and proactive business development and relationship to grown loan, deposit and treasury services.
Focus on our target member profile, understand their financial needs, and effectively communicate our value proposition.
Prioritize relationships effectively and execute appropriate relationship management plan for each member and prospect.
Take consultative approach to understand the member’s/prospect’s objectives, effectively identify financial needs, implement appropriate financial solutions, and undertake ongoing review and assessment to ensure plan execution.
Review and analyze personal and business financial data generated through relationship reviews and personal meetings.
Participate in community events and networking activities to increase awareness and presence of Achieva Credit union in the community.
Maintain strong market knowledge and develop, retain, and expand relationships with Centers of Influence i.e., CPA’s, attorneys, commercial real estate agents.
Attains established credit union production goals through active participation in sales management process.
Collaborate with branches, member service team, product team and senior management to ensure an excellent client experience.
Understand and address key relationship stakeholders, and key buying influences.
Develop an in-depth knowledge of Achieva Credit Union’s products and services and analyze the needs of members and prospects to effectively recommend appropriate products or services.
Identify opportunities to cross-sell Achieva Credit Union products to meet member’s needs.
Maintain a working knowledge of Achieva Credit Union’s operating policies, credit policies and procedures which impact commercial relationships.
Credit Analysis Identify key risk factors associated with business opportunities and clearly articulate a thorough credit recommendation.
Prepare credit presentations for loan requests ranging from $500K to $30MM and participate in underwriting and credit approval process.
Structure loan request and obtain credit approval, negotiate terms, and effectively document credit actions and agreements.
Ensure that all loans are documented completely, and that any documentation or loan policy exceptions are addressed and resolved.
Review business tax returns, CPA compilations and CPA reviewed financial statements.
Portfolio Management Accountable for overall portfolio management, compliance, and risk.
Monitor direct and operating exposures of portfolio to ensure actual performance is consistent with approved limits and loan structures; and is consistent with the understanding/ expectations that informed our credit approval.
Initiate timely changes to risk ratings to reflect changes in conditions that impact our customers and the Credit Union’s risk exposure, including regulatory compliance, via annual review of the borrower’s financial documents.
Complete accurate and timely credit actions, including annual/periodic reviews, renewals, and modifications.
Ensure that borrower reporting requirements and financial covenants are met.
Work in close partnership with credit administration.
Teamwork & Leadership Treat people with respect, keep commitments, inspire trust of others, work ethically and with integrity, uphold organizational values and accepts responsibility for own actions.
Exhibit leadership by example, pursuing high performance and professionalism.
Mentor and develop team members and branch personnel.
Complete Achieva Credit Union’s training requirements, follow policies and procedures, and maintain proficient knowledge of rules and regulations, especially as related to commercial relationships.
Complete administrative tasks correctly and on time and supports the Credit Unions goals and values.
Organizational Engagement Support initiatives that position the credit union as a top employer through leadership, integrity, and service excellence.
Take initiative to perform other essential functions as needed to support the team.
Travel may be required on occasion.
Be available to work flexible hours including evenings, weekends, and holidays, to meet member and business demands.