Commercial Relationship Manager

SUMMARY:

The Senior Commercial Healthcare Relationship Manageris responsible for sourcing, structuring, and managing banking relationships with clients in the healthcare industry. This includes operators and owners of skilled nursing facilities, senior living communities, continuing care retirement communities, behavioral health centers, medical groups, and hospitals.The Senior Commercial Healthcare Relationship Manager serves as a strategic advisor and primary point of contact for clients, delivering tailored credit, deposit, and treasury solutions that meet the complex and regulated needs of healthcare businesses.

CUSTOMER SERVICE SKILLS:

Willingness to provide a level of service which will clearly differentiate us from our competitors.

INTERPERSONAL SKILLS:

Professional demeanor in appearance, interpersonal relations, work ethic and attitude.

Possess clear, concise, effective written and oral communication skills to effectively express thoughts, ideas and concepts to management, bank employees and bank customers in a collaborative and solutions oriented manner.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Identifies and prospects healthcare operators, management companies, and real estate investors.

Builds referral relationships with brokers, attorneys, consultants, and industry professionals.

Manages a calling program to consistently generate qualified pipeline opportunities.

Develops new client relationships and expands existing ones across credit and non-credit solutions.

Serves as the client's primary contact for all banking needs, including loan requests, treasury services, and strategic advice.

Conducts regular client reviews to understand evolving needs and uncover cross-sell opportunities.

Collaborates with Treasury, Credit, and Operations to deliver comprehensive solutions and proactive service.

Structures and negotiates term loans, lines of credit, bridge loans, and owner-occupied or investor real estate deals.

Understands industry-specific underwriting elements including going concern value, reimbursement risk, occupancy trends, and regulatory matters (e.g., CON licenses).

Partners with underwriting and credit risk teams to prepare and present credit packages.

Monitors portfolio for covenant compliance, renewals, and early signs of risk.

Stays current on healthcare industry trends, regulatory changes (CMS, Medicare/Medicaid), and Merger & Acquisition activity.

Represents the bank at industry events and networking functions.

Provides market and client insights to help shape healthcare vertical strategy and credit appetite.

OTHER REQUIREMENTS:

Banking is a highly regulated industry and you will be expected to acquire and maintain a proficiency in the Bank's policies and procedures, and adhere to all laws, rules and regulations that are applicable to your conduct and the work you will be performing. You will also be expected to complete all assigned compliance training in a timely manner.

Strong understanding of credit structures and risk management, including CRE, C&I, and enterprise value lending.

Proven ability to originate and grow client relationships in a consultative sales environment.

Organized, self-driven, and comfortable navigating internal systems and cross-functional collaboration.

Ability to utilize Microsoft Office software.

Ability to learn commercial banking software.

Bachelor's Degree preferred.

Minimum of five years in commercial banking or middle market lending; 3+ years with healthcare clients preferred.

Familiarity with operational models and financial drivers in post-acute, behavioral health, physician/dental, or other healthcare subsectors.