Commercial Relationship Manager

Job Description

Job Description

SUMMARY

The Commercial Relationship Manager is responsible for supporting a portfolio of business, soliciting and servicing current clients, producing a variety of commercial loans, growing deposits, and selling ancillary services.

ESSENTIAL DUTIES AND RESPONSIBILITIES 

• Ability to meet the public well and to deal effectively with their questions or problems.
• Knows the Bank’s products and services thoroughly. 
• Looks for opportunities to explain, promote, or sell products or services. 
• Continuously demonstrates a helpful, friendly attitude and is committed to providing excellent customer service. 
• Serves as a model of excellent customer service to other employees.
• Identifies and cross-sells retail products suitable to the customer’s needs.
• Handles customer complaints or questions and determines the action to be taken to remedy the situation.

Department Functions 

• Supports the growth and development of assigned commercial lending loan portfolio by effectively managing client portfolios for revenue opportunities and/or loan exposures.
• Focus on client portfolio retention, expansion, and growth opportunities to deepen client relationships.
• Investigates applicant’s background and verifies credit and bank references.
• Provides objectivity to the credit approval process.
• Analyzes applicant financial status and credit to determine feasibility of granting/renewing loan requests.
• Ensures adherence to credit policy, guidelines and regulatory requirements.
• Verifies loan documentation is complete and accurate according to policy.
• Participates in the calling program – phone and in person – to introduce prospective clients to Potomac Bank.
• Develops relationships with referral sources.
• Utilizes Loan Vantage software to track prospecting activity.
• Assists in the sales proposal process, including accompanying other lenders and Bank partners on client and prospect calls and various other sales/client-oriented projects.
• Direct knowledge of Small Business Administration (SBA) products and programs with ability to deliver solutions to clients and prospects is a plus. 
• Establishes and maintains relationships with current and prospective clients; proactively identify and recommend opportunities to cross-sell additional loan and non-credit products to clients.
• Works with clients to modify and/or restructure existing loans as needed.
• Helps resolve credit problems, delinquent payment issues, and other related affairs.
• Reviews current account status, to include but not limited to, past due accounts and notes matured; makes appropriate recommendations for such accounts.
• Monitors portfolio loan exposure including review of maturity reports, overdraft activity reports, past dues reports, etc.
• Demonstrates support and collaboration with Credit administration to align current and prospective business with Potomac Bank’s credit culture.
• Other duties as assigned.

• Maintains neat and orderly work area and ensures that all negotiables and confidential records are properly secured each day.
• Understands role in case of disaster or robbery, whether victim or bystander, and knows proper post-robbery procedures.
• Professional appearance that evokes the client’s trust.
• Adheres to all bank policies and procedures and to internal controls and system access restrictions.

CRITICAL SKILLS

• Demonstrates expertise in lending practices and loan products.
• Ability to adhere to Potomac Bank’s Core Values: Integrity, Teamwork, Growth, Client Commitment, Community Focus
• Excellent communication skills.
• Demonstrates financial analysis skills to identify quality credit and ability to attain aggressive sales/service goals.
• Self-Development: pursue additional education or training to remain current, improve knowledge, and diversify skills. 
• Customer confidentiality: never reveal or divulge customer information to anyone outside of the Bank.
• Versatility: Ability to multi-task under pressure and fast paced environment. 

QUALIFICATIONS 

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. 

EDUCATION and/or EXPERIENCE

Four-year college degree preferably in business or finance; five or more years of experience in a bank or lending setting; or equivalent combination of education and experience.

KNOWLEDGE, SKILLS, AND ABILITIES

• Superior active listening ability and communication skills.
• Strong ethics – honesty, integrity, and morality.
• Analytical ability, attention to detail, and common-sense decision making.
• Ability to negotiate and cross-sell.
• Understanding of local economy, laws, and regulations.
• Knowledge of credit industry regulations and compliance requirements
• Strong analytical and critical thinking skills, with expertise in financial statement analysis and risk assessment
• Must possess a knowledgeable background of the bank’s procedures and policies.
• Position demands a person with a pleasant personality with an above average knowledge of fundamental arithmetic.
• Must have skills needed to successfully operate a computer and other office equipment.
• Ability to read and interpret documents such as notes, deeds of trust, financing statements, sales contracts, and procedure manuals.
• Ability to speak in a clear and understandable manner and write legibly. 
• Ability to answer telephones and greet public in a friendly and courteous manner.
• Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. 
• Ability to deal with problems involving several concrete variables in standardized situations.

SMOKE-FREE WORKPLACE

Potomac Bank is a 100% smoke-free company.

PHYSICAL DEMANDS 

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

While performing the duties of this job, the employee is regularly required to stand; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee may regularly lift and/or move up to 10 pounds; frequently lift and/or move up to 25 pounds; and occasionally lift and/or move up to 50 pounds. 

This job description is not designed to cover or contain a comprehensive listing of all duties/responsibilities that are required of position. Duties/responsibilities may change or be assigned at any time with or without notice.

Potomac Bank is an Equal Opportunity/Affirmative Action Employer

Potomac Bank supports a workforce of diversity, equity, inclusion, and accessibility