Commercial Sales Associate

Commercial Sales Associate (CSA-COM)

The Commercial Sales Associate (CSA-COM) serves as a junior relationship manager within the Commercial Banking Division. This non-revenue producing role is designed to support client engagement, portfolio management, and market development while preparing the associate for a future transition into a revenue-generating position.

The CSA-COM will contribute to the Bank's strategic objectives by:

1. Delivering exceptional client service and portfolio oversight
2. Assisting Commercial Bankers with Deal Flow and input of data into Abrigo
3. Supporting Commercial and Senior Bankers through joint client calls and deal execution
4. Participating in community engagement to enhance brand visibility
5. Assisting in loan and deposit origination efforts
6. Upholding risk management and compliance standards

This role requires strong communication skills, emotional intelligence, and a collaborative mindset to thrive in a dynamic, growth-oriented environment.

Essential Functions:

• Service and grow an existing portfolio of commercial loan and deposit clients
• Conduct joint client and prospect calls with Commercial Bankers and cross-functional teams
• Collect and analyze financial statements to ensure asset quality and compliance
• Maintain accurate client records and relationship reviews in CRM systems

• Assist in the preparation of pre-screen underwriting and deal documentation
• Support pipeline conversion and deal management processes
• Develop and maintain a prospect and COI list for future sales transition
• Attend community and industry events to promote the Bank's brand

• Act as a First Line of Defense in identifying and mitigating reputational, operational, and credit risks
• Partner with Credit to support timely risk ratings and annual reviews
• Ensure adherence to regulatory and internal compliance standards

Activities:

The CSA-COM will engage in the following activities:

1. Support leadership's efforts to enhance the Bank's brand by attending key community events and supporting all events in the assigned market that are sponsored by the Bank;
2. Service, manage and grow an existing portfolio of loan and deposit clients;
3. Ensure the Asset Quality of the portfolio by collecting and reviewing financial statements on a timely basis as per the terms of the Loan Agreement with the Borrower;
4. Serve as the First Line of Defense in managing credit risk, reputational risk, operational risk, and other risks inherent in commercial banking;
5. Partner with Credit to accurately risk rate Borrowers "in the moment;" to develop and communicate an exposure strategy in order to keep the Borrower apprised of the Bank's risk appetite (no surprises); and to support the timely completion of Annual Reviews to avoid administrative downgrades.
6. Assist leadership with efforts to achieve the OKRs of the Team, Division, and Bank.
7. Prepare Pre-Flight/Pre-Screen underwriting to assist the Banker driving the loan sales process.
8. Memorialize activities in Renaissance, or the CRM that the Bank has in place, including at least one annual relationship review per year per client.
9. Support revenue-producing Bankers, who will drive new client acquisition, and enhance the portfolio's revenue base.
10. Draft a prospect and COI listing that the CSA-COM will use as preparation for transitioning into a revenue-producing role at a time determined by leadership.

Go to Market Alignment:

The candidate will align with the Bank and Commercial Division's "Go to Market" strategy, including the following:

• Client Experience: Role will focus on internally assisting Commercial Team with efficient processes to improve the client experience on the commercial team.
• Client contact management: Team members will call within segmentation and client needs. Planned purposeful calls executed face to face with the client will be memorialized in Renaissance.
• Speed to Market: We take deals off the street fast.
• Lead with Advice, Ideas and Solutions (Financial Insights): We never push products. We chase value-added, differentiated conversations with clients.

Objectives - Alignment:

The candidate will align with the Bank and Commercial Division's strategic priorities, objectives and key results, including the following:

1. Make sure our clients know us and we know our clients.
2. Deepen client relationships and market presence.
3. Be considered the best commercial bank in the markets we serve.
4. Create the best workplace environment in the market, based on:

These Objectives will be measured by Key Results that the leader will furnish at the beginning of each year and track throughout the year.

Essential Functions:

• Maintain alignment with the bank's identity, mission, values and communication practices.
• Complete 30-hour RMA training program introducing C&I and/or CRE banking, while supporting Commercial Bankers, Senior Bankers, and Leadership.
• Further develop skills and understanding necessary to be an integral part of the First Line of Defense with respect to identifying, mitigating, and managing Reputational, Operational, Credit, and other risks throughout the enterprise.
• Servicing existing clients with loan, deposit, and treasury needs.
• Assist with loan portfolio management, including F/S collection, reviewing/analyzing interim financials, industry and economic trends, identifying emerging risks, developing risk ratings and loan pricing scenarios, and scheduling calls to review future needs of a business client.
• Actively engage in deal management and pipeline conversion by engaging with external and internal stakeholders.
• Participate in credit committee presentations.
• Joint call with senior bankers and observe proper call preparation techniques, consultative sales and service meetings, and client follow-up routines.
• Stay connected to the market by attending community events to help build CB's brand in a positive manner. Chambers, Industry affiliations, etc.
• Collaborate professionally with Credit, Operations, Retail, Business Banking, Mortgage, Treasury Management, Marketing, Facilities and Finance and Administration.

Other Duties:

• Other duties as assigned.

Education and Experience:

• Minimum of a high school diploma or equivalent required; bachelor's degree in finance, business, economics, or related field preferred.
• Minimum of two years of experience in banking, financial services, or client-facing roles required.

Key Competencies:

• Requisite Requires foundational expertise in relevant commercial lending principles, with the ability to apply established procedures effectively in a professional setting.
• Authority Operates with some latitude of actions over functional activities.
• Analytical Requires analyzing and categorizing information, requiring sufficient judgment to conduct routine assessments and make appropriate decisions.
• Supervision Operates in an independent capacity, focusing on executing assigned tasks without direct supervisory responsibilities. While collaboration with colleagues and departments is essential, the position does not involve overseeing staff or managing personnel.
• Interpersonal Relations/Customer Service Demands exceptional people skills at the highest level within the organization, with performance relying on the effective application of these critical abilities.
• Ethics/Integrity Possesses a comprehensive understanding of industry best practices, professional behaviors, and the applicable laws, rules, and regulations that govern ethical business conduct. Consistently upholds the highest standards of integrity, demonstrating unwavering commitment to fairness, compliance, and respect in all interactions. Fosters a workplace culture rooted in professionalism, accountability, and ethical decision-making.
• Adaptability Knowledge of successful approaches, tools, and techniques to seamlessly transition processes, optimize workflows, and foster resilience in evolving environments.
• Productivity Manages workload effectively, ensuring tasks are prioritized and executed with efficiency. Maintains a purposeful approach, consistently meeting goals and objectives while optimizing resources and time management.
• Quality - Identifies opportunities for improvement and delivers high-quality outcomes within established deadlines.

Knowledge and Performance Expectations:

• Strong interpersonal and communication skills.
• Ability to build and maintain client relationships.
• Basic understanding of Bank products and services.
• Proficient in banking software and Microsoft Office Suite.
• Comfort with working in a dynamic environment where priorities can shift quickly.