Relationship Manager III

Title: Relationship Manager III

Reports to: Vice President of Commercial Services

Supervises: None

Status: Exempt

Objective

The Relationship Manager II is responsible for developing, managing, and growing a portfolio of business members by delivering comprehensive commercial lending, deposit, and treasury management solutions for large and complex business and lending relationships.

This role serves as a trusted advisor to business members, providing proactive financial guidance while ensuring an exceptional member experience. The Commercial Relationship Manager also plays a key role in business development through active community engagement, building strong Centers of Influence (COI) networks, and referring opportunities across the credit union.

Duties and Responsibilities

• Develops and manages a portfolio of commercial relationships by delivering customized loan, deposit, and treasury management solutions.
• Proactively prospects new business members through referrals, networking, COI relationships, and targeted outreach, including site visits as needed.
• Builds, maintains, and leverages a strong network of Centers of Influence (e.g., CPAs, attorneys, realtors, brokers, and community leaders).
• Serves as a trusted advisor to business members, understanding their goals and providing strategic financial solutions to support growth.
• Structures and recommends/prequalifies commercial loan opportunities in alignment with credit policy and risk guidelines.
• Prepares written submission for consideration to underwriters and the Business Loan Committee; acts as liaison between member and underwriting throughout process on any questions or documentation needs.
• Meets with applicants whose loans are denied and explains reasons and alternatives, as needed
• Identifies and refers appropriate treasury management products to improve member cash flow, efficiency, and fraud mitigation.
• Collaborates with internal partners to deliver integrated solutions across lending, deposits, and business services.
• Manages assigned loan and deposit portfolios to grow and deepen relationships as well as ensure credit quality, portfolio performance, and compliance with policies.
• Conducts ongoing relationship reviews and proactively takes action to retain maturing loans.
• Proactively identifies potential credit concerns and recommends mitigation strategies.
• Delivers a high-quality, consultative member experience with timely responsiveness and clear communication.
• Refers business and consumer opportunities to appropriate credit union partners, including retail, wealth management, mortgage, and specialty lines of business.
• Partners closely with credit administration, treasury management, branch teams, and operations to ensure seamless execution and service delivery.
• Stays informed on changes in lending standards and related legal requirements
• Serve as a commercial subject-matter expert on organization-wide initiatives, providing insight on business member needs, product alignment, and operational impacts.
• Identify opportunities to enhance the business member experience by evaluating end-to-end processes, removing friction points, and recommending scalable solutions.
• Support implementation and adoption of new products, services, or tools, ensuring alignment with member expectations and internal capabilities.
• Participate in and lead cross-functional credit union initiatives, enterprise projects, and committees focused on growth, efficiency, risk management, and member experience improvement.
• Assists in the development of new and less experienced Relationship Managers
• Performs all duties in a manner that is fully compliant with applicable industry regulations as well as KEMBA policy and procedures
• Develops an understanding of Credit Union history, philosophy, organization, policies, and operational procedures
• On a self-direct basis, continues to improve individual level of competency through training and certification on established educational programs
• Relates to others beyond giving and receiving instructions:
  • Communicates with coworkers or peers without exhibiting behavioral extremes
  • Performs work activities requiring negotiating, instructing, supervising, persuading, or speaking with others
  • Responds appropriately to feedback
• Performs other duties as required by management

Required Qualifications

• Bachelor’s degree in business, finance, accounting, or a related field (or equivalent experience).
• 7+ years of proven success in commercial banking with emphasis on business lending and relationship management.
• Strong knowledge of commercial credit, financial analysis, and treasury management solutions.
• Proven ability to build COI networks and generate new business through referrals.
• Excellent relationship-building, communication, and problem-solving skills.
• Strong organizational skills with the ability to manage multiple priorities and relationships effectively.

Physical Demands

The physical demands listed below represent those necessary to perform the essential functions of this role. Reasonable accommodation may be provided to enable individuals with disabilities to perform these functions.

Equal Opportunity Employer/Vet/Disabled

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