Commercial Relationship Manager - Maryland

Objective

As a Relationship Manager, you will own the client experience for commercial prospects, clients, and centers of influence.

Through exceptional relationship building, qualification, and customization of solutions, you will develop, expand, and retain commercial relationships that will enable the team to achieve or exceed its financial and non-financial goals and objectives.

You will ensure that Commercial Banking assets and liabilities are properly accounted for, serviced, and protected from loss or impairment in compliance with applicable laws, regulations, bank policies and sound banking practices.

Responsibilities / Duties

Develop, maintain, and expand Commercial Banking relationships to grow sales, revenue, and market share with relevant sales goals.

The primary focus is to retain and organically grow new and assigned relationships for prospects and clients with enterprise value of $5,000,000 to $100,000,000.

• Possesses knowledge of loan, deposit, and cash management products in order to provide ideas and insight based on an understanding of the customer’s business model and growth needs.
• Demonstrates ability to analyze, structure, recommend and submit loans for approval to appropriate approving authority or loan committee.
• Acts as primary banker and facilitator for all bank capabilities to a small portfolio of commercial relationships, both credit and non-credit.
• Documents and closes approved loan requests in compliance with applicable laws, regulations, bank policies and sound banking practices.
• Review loan and deposit accounting system information and reports to ensure that assigned commercial banking assets and liabilities are set up and accounted for correctly.
• Support and empower Portfolio Managers as they monitor assigned loan portfolios on an ongoing basis for delinquency, document follow-up, covenant compliance, ongoing financial reporting, renewals, and additional information as required.
• Represents Firstrust in the Community by actively developing Referral Sources and Centers of Influence. Actively participate in not-for-profit associations and Boards of Directors
• Assists in the development of new business for Firstrust. Is alert to expressed customer / prospect needs to suggest appropriate services.

Directs customers to appropriate person to establish business relationships.

Other duties as assigned.

Essential Functions

While performing the essential functions of this position, the employee is regularly required to drive a motor vehicle, attending meetings at various venues, including but not limited to customers’ offices and / or properties, restaurants and other meeting locations, and ascend / descend stairs and or ladders occasionally to perform inspections.

The employee may be required to lift files / materials up to 20 pounds to take to various locations. The incumbent will be expected to operate a computer terminal and exchange information.

The ability to utilize standard offices including phone, fax and copier are essential

Knowledge - Skills & Abilities

• Bachelor’s degree in finance, Accounting or related business field is preferred.
• Participation in formal credit training preferred.
• Three (3) to five (5) years of commercial lending experience required; proven sales record.
• Knowledge of and the ability to identify, engage and create opportunities in the market.
• Plan, strategize and target the right industries and create value propositions with impact.
• Applies successful financial sale solutions to negotiation concepts and techniques; ability to negotiate successfully across the organization and with customers in a constructive and collaborative manner.

Negotiate structures and closes customer sales.

Applies knowledge of banking products and services to meet customer needs and enable them to achieve their financial goals.

Identifies prospecting approaches to identify potential customers and create opportunities to sell financial solutions and ideas to customers.

• Sound knowledge of commercial lending practices, compliance issues, and underwriting skills.
• Excellent relationship skills with an optimistic, can-do-it approach.
• Strong analytical and critical thinking skills with the ability to exercise sound judgement and make decisions based on accurate and timely analysis.
• Proficient computer skills in Microsoft Office Word, Excel, and Outlook; Salesforce a plus

Options