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Responsible for the retention and expansion of existing business relationships, the development of new business, making referrals to other bank areas, and the servicing of a variety commercial real estate loans. Identifies client needs and works with clients to offer appropriate bank products and services. Effectively partners with Commercial Real Estate Portfolio Manager/Underwriters as well as Credit Administration on all client credit opportunities.
ESSENTIAL DUTIES & RESPONSIBILITIES:
- Manages accounts that are highly complex, specialized, unique, sensitive, and high profile. Identifies client needs and works with customers to offer appropriate bank products and services.
- Typically negotiates within established guidelines, credit pricing, terms and structure. May occasionally work outside of guidelines.
- Portfolio Expectations
- Portfolio Size Managed: $125MM to $200MM
- Target Market: Commercial Real Estate Developers and Investors within their prescribed market area.
- Develops and executes a business development plan to achieve established goals and objectives. Implements a disciplined contact schedule to promote client satisfaction, retain existing clients, cross-sell products and services, and obtain new customer relationships.
- Cultivates prospects independently through customer referrals, networking, and participation in professional organizations, social contacts and relationships built in the community.
- Actively participates in all stages of loan origination: 1) Deal set-up (determine client need, collect initial client information, perform credit risk analysis, prepare Potential Transaction Memo for discussion, team with Portfolio Manage/Underwriter to determine structure and indicative pricing, prepare term sheet for client); 2) Decisioning (review and validate credit package prepared by partner in Portfolio Management/Underwriting); and 3) Closing (work with Portfolio Manager/Underwriter and Outside Counsel in preparing commitment letter for client, negotiate and revise commitment letter as needed, ensure seamless relationship with client and facilitate problem resolution).
- Participates in Credit Underwriting to help design the best overall banking relationship meeting the customer’s business objectives.
- Works directly with the Commercial Real Estate Portfolio Manager/Underwriter to assess the customer’s credit risk and structure a credit solution that fits the customer’s needs while remaining within acceptable risk guidelines.
- Uses automated business development system to manage individual calling program, schedule appointments, develop customer profiles or cross-sales opportunities, follow-up with customers and book new business.
- Obtains appropriate credit approval and related documentation to ensure portfolio quality and yield are maintained.
- Makes a variety of commercial real estate loans that have varying degrees of difficulty.
- Stays informed of changes and maintains a very good understanding of all bank products, services, credit standards, bank pricing parameters, business development programs and automated systems.
- Proactively seeks knowledge and mentorship from more Senior Relationship Managers to develop a thorough understanding of bank products, services, credit standards, and bank pricing parameters, business development programs/automated systems.
- Keeps abreast of industry, competitor, financial market and other changes that may impact their portfolio or department.
- Represents the bank in civic, community and industry functions to further enhance the bank’s image and develop additional business.
- Performs other related job duties and special projects as assigned.
- Complies with all applicable federal, state and local banking and industry related laws and regulations including, but not limited to, the Bank Secrecy Act.
- Responsible for organizational integrity and business ethics as it relates to this position, and communicating this commitment to any applicable subordinates.
- May have access to cash, customer accounts and/or sensitive and confidential information.
SUPERVISORY RESPONSIBILITIES:
None
MINIMUM REQUIRED EDUCATION, EXPERIENCE & KNOWLEDGE:
- Required: Bachelor’s degree in Business Administration, Finance, Accounting or a related field. Formal credit training. At least seven to ten years of commercial real estate lending experience including management of a commercial loan portfolio.
- Preferred education: Master’s degree
ESSENTIAL MENTAL & PHYSICAL REQUIREMENTS:
- Ability to work under stress and meet deadlines
- Ability to operate related equipment to perform the essential job functions
- Ability to read and interpret a document if required to perform the essential job functions
- Ability to travel if required to perform the essential job functions
- Ability to lift/move/carry approximately 10 pounds if required to perform the essential job functions. If the employee is unable to lift/move/carry this weight and can be accommodated without causing the department/division an “undue hardship” then the employee must be accommodated; hence omitting lifting/moving/carrying as a physical requirement.
Equal Opportunity/Affirmative Action Employers. All qualified applicants will receive consideration for employment without regard to race, color, religious beliefs, national origin, ancestry, citizenship, sex, gender, sexual orientation, gender identity, marital status, age, physical or mental disability or history of disability, genetic information, status as a protected veteran, disabled veteran, or other protected characteristics as required by federal, state and local laws.
