PURPOSE/OBJECTIVE:
The Relationship Manager (RM) III is highly independent and is considered a subject matter expert with significant experience and knowledge. The RM III will have a highly developed sense of deal quality and be comfortable discussing sophisticated transactions with credit and the senior management team. Will be used by other staff as a sounding board. Will have an extensive network and deep relationships. RM III will likely be supported by dedicated Portfolio Manager (PM).
MAJOR RESPONSIBILITIES:
Primary responsibilities include business generation to meet sales goals. Maintenance of portfolio with customer contact and oversite of PM's management of the portfolio.
New Business Development & Related Responsibilities
Business Development
• Achieve sales goals and objectives
• Strong representative of the Bank, attending networking events and taking the lead in industry organizations at times.
• Deep network of contacts for business generation and market advice.
• Actively manage a prospect list and consistently network with COIs and internal business partners
Underwriting and Due Diligence
• Extensive knowledge and understanding of underwriting procedures, including ability to recommend complex structures
• Deep understanding of risk acceptance criteria (RAC's) and also an appreciation of appropriate occasion to seek exceptions
• Understand importance of due diligence including strong awareness of specific areas of risk (inc. fraud)
Credit Interactions
• Supervise and assist (as appropriate) in writing of pre-deals and credits to a high quality, requiring limited overview from TL/GH
• Engage with internal risk review and external reviewers in a credible manner, answering queries in an appropriate manner
• Present complex credits for discussion comfortably, addressing key issues, and answer probing questions.
Legal / Loan Closings
• Deep understanding of loan documents and legal structures.
• Ability to negotiate complex loan documents, highlighting issues to TL/GH as appropriate
• Can negotiate effectively with borrowers obtaining optimal outcomes
Portfolio Management & Related Responsibilities
Portfolio Management
• Work with PM to maintain strong portfolio quality, including covenant testing & risk ratings
• Ongoing awareness of risk factors within the portfolio (major lease roll etc), and be prepared to adjust risk ratings based on expected outcomes
• Work in conjunction with the Construction Management Group on active construction loans
• Review appraisals and Field Exams and surface issues or notable items to Team Leader (TL) and Group Head (GH) as necessary
Other
Training Responsibilities
• Ability to guide AVP/VP on their roles in absence of TL/GH. May have a coach role with PM and is required to impart knowledge to PM for underwriting purposes. Will likely be asked to serve as a mentor to more junior staff.
Policy and Procedures
• Extensive knowledge of policy and procedures and will make recommendations to Team Leader (TL) for policy enhancements / exceptions
Technology
• Proficient user of relevant technology including market research data.
• Proficient with nCino and using nCino covenant and tracking reports for portfolio management
Special Projects
• May be requested to assist in deeper administrative or strategic projects
PROBLEM SOLVING & DECISION MAKING:
Lead business development efforts identifying appropriate prospects and make personal calls on present and prospective customers under the direction of a Team Leader. Take a leadership role in business and community activities.
REQUIREMENTS:
Education and Experience
Bachelor’s degree or equivalent experience required Proven underwriting abilities, including 10 + years experience as a Commercial Lender Formal Bank credit training preferredSkills/Knowledge
Incumbent should be able to excel with integrity in an entrepreneurial, team-oriented environment Well versed in Microsoft Office: Excel and Word nCino/Salesforce experienceWorking Conditions
Ability to travel and meet clients an inspect assets