Commercial Relationship Manager

Job Description

Job Description

Senior Commercial Relationship Manager

Location: Richmond, Virginia (Onsite)

Position Summary

An established and growing regional financial institution is seeking an experienced Senior Commercial Relationship Manager to drive commercial banking growth throughout the Greater Richmond market. This is a highly visible, relationship-focused role designed for a proven commercial banker who enjoys developing new business, building long-term client relationships, and serving as a trusted financial advisor to privately held businesses.

The ideal candidate is an accomplished business developer with strong commercial credit skills, an entrepreneurial mindset, and an established network within the local market. This individual will focus on companies with annual revenues generally ranging from $5 million to $25 million, delivering comprehensive banking solutions while partnering with internal specialists to meet broader client needs.

This opportunity is best suited for someone who enjoys building rather than maintaining, values autonomy with strong leadership support, and wants to play a meaningful role in a bank that is investing heavily in market growth.

Primary Responsibilities

Business Development

• Develop and execute a strategic calling plan focused on acquiring new commercial banking relationships throughout the Richmond market.

• Identify, prospect, and cultivate privately held businesses requiring commercial lending, treasury management, deposits, and other financial services.

• Build and maintain a strong network of referral sources including CPAs, attorneys, business brokers, commercial real estate professionals, and other centers of influence.

• Represent the bank at community events, industry organizations, and networking functions to expand market presence and generate new business opportunities.

• Consistently exceed new business development goals while maintaining sound credit quality.

Relationship Management

• Serve as the primary banking advisor for a portfolio of commercial clients.

• Develop a comprehensive understanding of each client's business operations, ownership structure, financial performance, industry trends, and long-term objectives.

• Conduct proactive relationship reviews to identify opportunities for expanded lending, treasury management, deposits, wealth management, retirement services, and additional commercial banking solutions.

• Deliver a consultative approach focused on long-term partnerships rather than transactional banking.

Commercial Lending & Credit

• Structure, negotiate, and close commercial lending opportunities while balancing client needs with sound credit quality.

• Analyze financial statements, cash flow, collateral, guarantor strength, and industry trends to develop well-structured credit recommendations.

• Navigate transactions through underwriting, approval, documentation, and closing while maintaining exceptional client communication throughout the process.

• Partner closely with Credit Administration, Portfolio Management, and Loan Operations to ensure timely execution.

• Monitor portfolio performance through annual reviews, risk rating updates, covenant compliance, maturities, and ongoing financial analysis.

• Develop action plans for challenged credits while collaborating with Special Assets when appropriate.

Cross-Functional Partnership

• Collaborate with Treasury Management, Wealth Management, Retirement Services, SBA, Commercial Real Estate, Foreign Exchange, and other specialty teams to deliver comprehensive financial solutions.

• Participate in joint calling efforts with retail and specialty banking partners.

• Identify referral opportunities that strengthen overall client relationships while contributing to overall market growth.

• Foster a collaborative culture that places the client's needs at the center of every relationship.

Market Leadership

• Maintain a high level of visibility throughout the local business community.

• Stay informed on economic trends, industry developments, competitor activity, and emerging commercial banking opportunities.

• Serve as a market ambassador while helping expand the organization's brand and reputation throughout the region.

• Mentor junior commercial bankers by sharing best practices in business development, relationship management, and credit structuring.

Qualifications

Required Experience

• Bachelor's Degree in Business, Finance, Accounting, Economics, or related field (or equivalent professional experience).

• Minimum 9 years of commercial banking, commercial lending, or commercial credit experience.

• At least 4 years managing a complex commercial banking portfolio.

• Demonstrated success developing new commercial banking relationships through proactive business development.

• Strong commercial credit analysis and loan structuring experience.

• Experience managing both lending and deposit relationships.

• Current experience serving businesses within the local Richmond market.

Preferred Experience

• Portfolio consisting primarily of privately held operating companies.

• Experience with C&I lending and owner-operated businesses.

• Knowledge of treasury management and cash management solutions.

• Experience collaborating with specialty banking partners across multiple product lines.

Knowledge, Skills & Competencies

• Proven hunter mentality with a passion for developing new business.

• Strong relationship management and consultative sales skills.

• Advanced commercial credit knowledge including financial statement analysis, cash flow analysis, loan structuring, and risk assessment.

• Excellent negotiation and influencing abilities.

• Exceptional verbal and written communication skills with executive-level business owners.

• Strong organizational and time management skills with the ability to manage multiple opportunities simultaneously.

• High degree of personal accountability, initiative, and professionalism.

• Ability to thrive in an entrepreneurial, growth-oriented environment.

• Collaborative leadership style with a commitment to teamwork and client success.

What Success Looks Like

Successful candidates will:

• Build meaningful relationships with business owners across the Richmond market.

• Consistently generate new commercial banking relationships through proactive prospecting.

• Deliver customized lending and treasury solutions that deepen client relationships.

• Maintain a high-quality commercial loan portfolio with strong credit discipline.

• Become a trusted advisor within the local business community.

• Collaborate effectively across business lines to provide comprehensive banking solutions.

• Contribute to the continued expansion of one of the fastest-growing commercial banking franchises in the region.

Why This Opportunity?

This position offers the opportunity to join a well-capitalized, growth-oriented regional financial institution that combines the capabilities of a larger organization with the culture and agility of a relationship-focused commercial bank. Rather than inheriting a mature portfolio, this role is designed for a banker who enjoys building market share, opening new doors, and creating long-term client relationships.

Supported by experienced leadership, responsive credit partners, and a broad suite of commercial products—including treasury management, foreign exchange, commercial real estate, SBA lending, wealth management, retirement services, and specialty banking solutions—the successful candidate will have the resources needed to compete while maintaining a local, relationship-driven approach.

If you are a commercial banker who enjoys winning new business, values collaboration, and wants to make a visible impact in a high-growth market, this is an outstanding opportunity to accelerate your career.