Commercial Relationship Manager

Job Summary:

The Commercial Relationship Manager is responsible for the developing, retaining, and growing Commercial business relationships, with an emphasis on lower Middle Market/Middle Market commercial clients.  

Primary Responsibilities:

The physical demands described here are representative of those that must be met to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform essential functions.

• Conducts client/prospect development on a daily or weekly basis depending on client availability.
• Builds knowledge of all clients and prospects by completing in-depth profiling of Commercial business owners and other principals.
• Responsible for building out and maintaining a portfolio consisting of lower middle market to middle market commercial banking clients, with preferred knowledge of prospecting clients that exceed $20MM in annual revenue.
• Understands the needs of their customers, recommends the appropriate product, service or solution.
• Work closely with all areas of the Bank and other partners to understand all Commercial clients (and Business owner(s)) needs
• Experience and understanding in structuring complex commercial credit transactions including but not limited to; Commercial Real Estate, Business & Guidance Lines of Credits, M&A, Equipment Financing and a general understanding of SBA Credit Facilities.
• Consults with clients to understand the client’s objectives, effectively identifies their financial needs, promotes and implements appropriate financial solutions
• Work closely with the Treasury Management team to ensure that Commercial customers/prospects needs are properly matched with the appropriate depository, cash management, and investment needs.
• Provides and exception level of customer service for the client by handling requests directly and/or by referring to the appropriate channel to best meet the customer’s needs.
• Proactively solicits new business relationships
• Collects and analyzes financial and related data to determine the general creditworthiness of Commercial customer/prospects and the merits of specific credit requests.
• Ability to understand and analyze financial statements, tax returns and other financial documents and to make accurate credit decisions.
• Thorough understanding of banking operations including all products and tools necessary for serving and maintaining commercial customer client relationships.
• Develop information for and make loan presentations to appropriate loan committees when required.
• Establish and negotiate, when necessary, terms under which credit will be extended.
• Monitor loan repayment activities and take necessary action to collect from past due accounts.
• Participate in community affairs to increase bank’s visibility and enhance new business opportunities.
• Promotes a positive spirit by contributing to balancing team and individual responsibilities.
• Other duties as assigned

Supervisory Responsibilities:

• May supervise 1 – 2 employees including directing and managing workload, creating and managing work schedules, approving time off requests, ensuring performance remains at an acceptable level, and other managerial type duties as needed.

Skills and Qualifications:

These specifications are general guidelines based on the minimum experience normally considered essential to the satisfactory performance of this position. The requirements listed below are representative of the knowledge, skill and/or ability required to perform the position in a satisfactory manner.  Individual abilities may result in some deviation from these guidelines:

• Bachelor’s degree or equivalent work experience
• A minimum of 5 years of relationship management experience required (preferably to Commercial or Middle Market Banking customers). 
• A minimum of five years of banking experience with a general knowledge of bank operations and specific knowledge of C&I Lending relationships, Treasury Management, depository and other products typically utilized by a commercial customer and middle market clients.
• A minimum of five years of credit experience as gained through credit analyst, loan portfolio management, loan review, or equivalent positions, with proven ability to understand and analyze financial statements, tax returns and other financial documents and to make sound credit decisions.
• Excellent communication skills, including the ability to listen attentively and intuitively, with high comprehension and effectively convey a response that promotes a positive impression.
• Must be able to work effectively and independently with little supervision.
• Strong business development and people skills to effectively promote and represent the bank in all situations, whether during or after business hours.  This includes being able to identify opportunities and refer the client to the appropriate person.
• 5 years in industrial heavy equipment, transportation and aviation lending experience a plus
• 5 years in franchise finance experience a plus

Computer and Office Equipment Skills:

• Microsoft Office Suite including Word, Excel, and PowerPoint

Physical Requirements:

The physical demands described here are representative of those that must be met to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform essential functions.

• While performing the duties of this job this individual is regularly required to sit for long periods of time, walk, stand, talk, hear, use their hands and fingers (manual dexterity), use a telephone, and occasionally lift and /or move up to 25 pounds.
• Specific vision abilities required by this position include, close vision, and the ability to adjust focus.

Mental Requirements:

• The ability to solve problems, make decisions, interpret data, organize information, written and oral communication and read/write.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

Encore Bank is an Equal Opportunity Employer. All qualified applicants will receive consideration without regard to race, color, religion, age, ancestry, citizenship, sex, sexual orientation, gender identity, national origin, marital status, genetic information, physical or mental disability, veteran status or any other characteristic protected by law.

Offered Benefits:

• Medical
• Dental
• Vision
• Employer Paid Life Insurance
• Supplemental Life Insurance
• Employee Stock Program
• 401K