Commercial Relationship Manager II

The position of Commercial Relationship Manager II is responsible for the acquisition of new commercial members with annual revenue of $3MM-$8MM, and the expansion/retention of existing relationships. Will help structure, underwrite, negotiate and manage portfolios, credit relationships and loan request ranging from $250K to $8MM. Responsible for developing and executing relationship management plans for members to grow loan, deposit and treasury services; this includes effectively collaborating with member support and product teams as well as senior management. Must be knowledgeable of financial needs of our members and the Credit Union’s products, including deposit, and treasury solutions. Will act in compliance with all Credit Union policies and procedures, as well as, all applicable state and federal banking regulations.

Commercial Relationship Manager II

Essential duties and Responsibilities

1) Business development

• Maintains and grows a profitable portfolio of mid- size business in the target market with annual revenue ranging from $3MM to $8MM, through disciplined and proactive business development and relationship to grow loan, deposit and treasury services.
• Is highly focused on our target member profile; understands their financial needs and effectively communicates our value proposition.
• Prioritizes relationships effectively, and has an appropriate relationship management plan for each Member and Prospect.
• Takes a consultative approach to understanding the member’s and prospect’s objectives, effectively identifies their financial needs, implements appropriate financial solutions, and undertakes ongoing review and assessment to ensure plan execution, based on the review and analysis of personal and business financial data generated through relationship reviews and personal meetings.
• Participates in community events and networking activities to increase awareness and presence of Achieva Credit Union in the community.
• Maintain strong market knowledge and develop, retain and expand relationships with Centers of Influence i.e. CPA’s, Attorneys, Commercial Real Estate Agents.
• Attains established Credit Union production goals through active participation in sales management process.
• Effectively collaborates with branches, member service team, product team and senior management to ensure an excellent client experience.
• Anticipates client needs.
• Understands and addresses key relationship stakeholders, and key buying influences.
• Develops an in-depth knowledge of Achieva Credit Union’s products and services. Analyzes the needs of members and prospects in order to effectively recommend appropriate products or services.
• Identify opportunities to cross-sell Achieva Credit Union products to meet the member’s needs.
• Maintains a working knowledge of Achieva Credit Union’s operating policies, credit policies and procedures which impact commercial relationships.

2) Credit Analysis

• Effectively identifies key risk factors associated with business opportunities and clearly articulates a thorough credit recommendation.
• Prepares credit presentations for loan request ranging from $250K to $8MM, and participates in the underwriting and credit approval process.
• Structures loan request and obtains credit approval, negotiates terms, and effectively documents credit actions and agreements.
• Ensures that all loans are documented completely, and that any documentation or loan policy exceptions are addressed and resolved.
• Reviews Business Tax Returns, CPA Compilation, and CPA Reviewed Financial Statements.

3) Portfolio management

• Accountable for overall portfolio management, compliance and risk.
• Monitors direct and operating exposures of portfolio to ensure actual performance is consistent with approved limits and loan structures are consistent with the understanding and expectations set forth in the credit approval.
• Initiates timely changes to risk ratings to reflect changes in conditions that impact our customers and the Credit Union’s risk exposure, including regulatory compliance, via annual review of the borrower’s financial documents.
• Completes accurate and timely credit actions, including annual reviews, periodic reviews, renewals and modifications.
• Ensures that borrower reporting requirements and financial covenants are met.
• Works in close partnership with credit administration.

4) Teamwork & leadership

• Treats people with respect; keeps commitments; Inspires the trust of others; works ethically and with integrity; upholds organizational values; accepts responsibility for own actions.
• Exhibits leadership by example, pursuing high performance and professionalism.
• Mentors and develops team members, and branch personnel.
• Completes Achieva Credit Union’s training requirements, follows policies and procedures, maintains proficient knowledge of the rules and regulations, completes administrative tasks correctly and on time, and supports the Credit Union’s goals and values

Minimum requirements

• Bachelor Degree in business, finance, or accounting. Equivalent combination of education and relevant work experience may be considered.
• Minimum of 3 years Business Banking/Commercial sales experience to include lending, portfolio management of mid-size commercial relationships, and developing, structuring, underwriting, and negotiating, credit transactions.
• Knowledge of credit products and processes, including real estate, and SBA lending.
• Knowledge of Treasury Management services.
• Understands Cash Flow lending
• Understands Corporate Tax returns, CPA Compilation, and CPA Reviewed Financial Statement.
• Credit training, or equivalent credit risk experienced required.
• Must be a self-starter, and have the ability to take ownership of the relationships with minimal supervision while effectively communicating with senior management.
• Negotiates terms and conditions of approvals within assigned parameters.
• Prepares, presents for approval; thorough, timely, and accurately analyzed credit presentations.
• Effective oral and written communication skills with the ability to listen effectively to the issues of members and employees.
• Ability to deal with difficult problems involving multiple facets and variables in non-standardized situations.
• Effective organizational and time management skills.
• Ability to effectively utilize computer technology. Proficiency in Microsoft Office Suite programs.
• May be required to attend Networking events in the evening.

Achieva Credit Union is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to status as a protected veteran or a qualified individual with a disability, or other protected status, such as race, religion, color, national origin, sex, age. Achieva Participates in E-Verify.