C&I Relationship Manager III - Northern Virginia

The C&I Relationship Manager III assumes the overall responsibility, development and management of their borrowing and non-borrowing portfolio.

The Relationship Manager is responsible for marketing a range of products and services to medium and large commercial clients and services and originates more challenging and complex C & I loans.

Manages and develops a portfolio of commercial relationships and ensures retention of total client assets, credit quality and net growth in relationships.

The Relationship Manager will play a vital role in the growth and development of the commercial banking portfolio and market share.

Primary focus will be to profile and sell / cross-sell commercial products to our existing client base, as well as prospects.

The Relationship Manager will build deposits, loans, fee income and refer appropriate customers and prospects to business partners.

Position Accountabilities

Work closely with internal partners to facilitate the development of new business relationships as well as develop prospects through lead lists and Centers of Influence (COI).

Responsible for retaining and expanding existing customer relationships.

• Develop and maintain a quality loan portfolio with an emphasis on companies with revenues between $10 - $75 million, obtaining deposits and cross-selling other Bank products and services along with building strong customer relationships.
• Prepare correspondence, commitment letters, loan memorandums and associated documents as required.
• Monitor loan portfolio and maintain updated financial information.
• Expand existing knowledge base of commercial and other products and services, including loan policy, documentation, structuring and regulatory requirements.
• Ensure the portfolio administration and risk management of each client relationship is in compliance with established credit policy, procedure and business strategy as well as commercial and regulatory guidelines.
• Identify and successfully capitalize on cross-sell opportunities and makes appropriate referrals.
• Execute a call program to acquire, retain and expand customer relationships.
• Maintain pipeline of existing relationships and new prospects.
• Collect and maintain financial information on borrowers and interact with customers to ensure that all banking needs are being met.
• Assist in mentoring teammates, to include credit analysis, financial spreading and underwriting.
• Provide financial advice to customers and profitably sell appropriate products and services to those prospects and clients.
• Work with Treasury staff to solicit treasury services and deposit accounts.
• Prepare correspondence, commitment letters, and loan memorandums and associated documents as required.
• Ensure that own work is in compliance with applicable policies, procedures, laws, regulations and guidelines.
• Participate in organizations and projects to establish referral contacts and Centers of Influence (COI) within the community.
• Other Duties as Assigned
• This position has flexibility on location within Northern Virginia

Organizational Relationship

This position typically reports to a Team Leader, Group Leader or Regional President

Position Qualifications

Education & Experience

• Bachelor's degree in Business, Economics, or finance preferred or equivalent banking experience
• Minimum 5-8 years of commercial banking experience and a proven track record of generating deposit and fee income

Knowledge & Skills

• Strong credit skills evident
• Ability to service and originate more challenging and complex C&I loans
• Proficient in analyzing complex financial statements and credit applications.
• Strong professional writing skills, can articulate a customer’s business needs succinctly and accurately in credit packages
• Demonstrates effective problem solving and excellent collaboration and inter-personal communication skills
• Possesses excellent C&I lending and product knowledge and organization skills
• Ability to make knowledgeable loan decisions based on information supplied by the customer verified through a rigorous underwriting process, strong ability to structure loans
• Proven track record with sales and new business development in conjunction with exceeding sales goals.
• Ability to work well in a sales driven environment.
• Ability to manage multiple tasks at one time without supervision
• Knowledge of applicable laws and regulatory compliance related to commercial lending
• Proficient computer skills with good working knowledge of Microsoft Office programs including Excel, Word and Outlook.

We are proud to be an EEO / AA employer, Minority / Female / Disability / Veteran. We maintain a drug-free workplace.