Senior Business Banking Relationship Manager

Job Description

Job Description

Overview

At Community Financial System, Inc. (CFSI), we are dedicated to providing our customers with friendly, personalized, high-quality financial services and products. Our retail division, Community Bank, N.A., operates more than 200 customer facilities across Upstate New York, Northeastern Pennsylvania, Vermont and Western Massachusetts. Beyond retail banking, we also offer commercial banking, wealth management, investment management, insurance and risk management, and benefit plan administration.

Just as our employees are committed to helping our customers manage their finances, we’re committed to our employees. After all, they make it happen for our customers every day.

To ensure our people can enjoy long and successful careers here at CFSI, we offer competitive compensation, great benefits, and professional development and advancement opportunities. As an equal-opportunity workplace and affirmative-action employer, we celebrate and support a diverse workplace for the benefit of all: our employees, customers and communities.

Responsibilities

The Senior Business Banking Relationship Manager is responsible for sourcing, developing, and managing complex relationships with business clients whose credit needs typically range from $250,000 to $5,000,000 and whose annual revenues are generally below $25 million. This role represents a more experienced relationship banker with an advanced understanding of credit, deeper community and COI networks, and the ability to manage more sophisticated financing structures. The Senior Relationship Manager drives portfolio growth through proactive business development while serving as a trusted financial advisor to business owners and executives.

Essential Duties:

Strategic Portfolio Management

• Manage a portfolio of high value and complex business banking relationships while ensuring strong retention, risk management, and profitability.
• Develop and execute relationship strategies aligned with client business goals, lifecycle stage, and industry dynamics.
• Lead ongoing portfolio reviews, ensuring proactive identification of credit, operational, or market risks.

Advanced Credit & Financial Analysis

• Analyze and structure complex credit requests up to $5,000,000, including working capital lines, term loans, owner occupied real estate, equipment financing, and SBA facilities.
• Conduct in depth financial analysis including cash flow modeling, leverage assessment, collateral evaluation, and scenario stress testing.
• Partner with credit teams to prepare, present, and defend credit packages for approval.
• Oversee annual reviews, covenant monitoring, and borrower performance metrics.

Business Development & Market Leadership

• Source new business through a well established network of centers of influence (COIs), industry associations, and community involvement.
• Lead strategic calling efforts targeting high potential businesses within the market.
• Consistently achieve or exceed production goals for new loan volume, deposit growth, cross sell, and fee income.
• Represent the bank at local events, industry gatherings, and board or committee meetings to elevate brand awareness.

Consultative Client Advisory

• Serve as a senior advisor to business owners, delivering insights on cash flow management, capital strategies, growth financing, and risk mitigation.
• Collaborate with internal product specialists (treasury, merchant services, wealth management, commercial insurance partners, etc.) to deliver comprehensive financial solutions.
• Maintain frequent client contact, including onsite visits, operational assessments, and strategic planning sessions.

Risk, Compliance & Operational Excellence

• Ensure full adherence to credit policy, regulatory requirements, and all internal compliance standards.
• Maintain high quality loan files, documentation accuracy, and timely completion of all portfolio maintenance tasks.
• Mentor junior bankers or associate relationship managers on credit, client strategy, and portfolio management best practices.

Ancillary/Secondary Duties:

As an integral member of the Commercial Banking Department, this position is also responsible to provide assistance wherever necessary to help the Commercial Banking Department and the Bank in achieving their annual goals.

Qualifications

Education, Training, Experience, and Skill Requirements:

Required

• 7–10+ years of experience in business or commercial banking with demonstrated expertise in credit, portfolio management, and complex deal structuring.
• Proven track record of building and managing a profitable portfolio of business clients.
• Strong ability to analyze financial statements and structure credit solutions up to $5,000,000.
• Established network of business clients, COIs, accountants, attorneys, and referral partners.
• Exceptional negotiation, communication, and relationship building skills.
• All applicants must be 18 years of age or older.

Preferred

• Bachelor’s degree in Finance, Business, Economics, or related field (MBA a plus).
• Experience with SBA 7(a) and 504 loans.
• Leadership experience, mentoring junior RMs or supporting team initiatives.

Core Competencies

• Advanced Credit & Financial Acumen
• High Impact Relationship Management
• Strategic Prospecting & Market Development
• Leadership & Mentorship
• Risk Assessment & Mitigation
• Executive Level Communication
• Problem Solving & Decision Making