Commercial Relationship Mgr

Job Title: Commercial Relationship Manager

Reports To: Varies

Direct Reports: Varies

Salary Grade: 

SUMMARY

Responsible for the generation and management of a wide variety of businesses that have annual sales above $5 million.  The size and complexity of the companies would require analytical training and experience necessary to communicate with a business owner/CEO, CFO or Business Controller. 

Duties include developing and managing commercial business relationships including making loans, obtaining deposit accounts, selling cash management services, and cross selling other bank services.  Provide guidance to credit analyst and/or portfolio managers and promote the bank within the community.

Commercial Relationship Manager Levels- CRM levels I–IV are determined by new or existing CRM guidelines. 

EDUCATION AND EXPERIENCE REQUIREMENTS

• Bachelor’s degree in business, economics, finance, or accounting preferred or equivalent combination of education and experience
• Minimum three years’ banking experience in credit analysis or lending
• Capable of analyzing complex financial statements/completion of commercial analyst training program
• Possess effective sales and negotiation skills
• Possess excellent verbal and written communication skills
• Strong customer service skills
• Ability to work independently as well as part of a team
• Self-motivated/takes initiative
• Proficient in Microsoft programs 
• Participate in all required compliance training, including Bank Secrecy Act/anti-money laundering training, as well as internal and external training programs, online training, meetings, and seminars/conferences, etc.  

JOB FUNCTIONS

• Manage and retain profitable client relationships
• Develop new business through active calling on clients and prospects
• Develop and maintain a strong COI’s network
• Use Vertical IQ, Business Browser, or other tools available to research and develop leads
• Manage individual production versus assigned goals
• Recommend structure, terms, and rate for loans being underwritten
• Provide guidance to credit analysts
• Manage loan closing process to include preparing term sheets and commitment letters as well as communicating with attorneys, appraisers, and related professionals
• Ensure adherence to company loan policies and procedures
• Evaluate risk to meet profitability standards
• Actively participate in community activities or events such as Chamber, Kiwanis, Rotary, etc.
• Perform quarterly check-ins along with an effective management plan consisting of goals for staff, if applicable

NOTE: Compensation for this position may vary according to eligibility requirements as set forth in UCB’s Commercial Relationship Manager Incentive plan as defined below: 

ELIGIBILITY:  

All full-time CRMs who meet the following criteria (Participants):

• Primary duties involve new business development and servicing of commercial relationships, with 51% of their portfolio consisting of commercial loans 
• Not participating in an Executive/Management Incentive Plan or any other incentive plan
• The Chief Banking Officer will have discretion regarding participant entrance and eligibility to the plan
• Each CRM must achieve a target level of outstanding portfolio balance plus production of $30 million (combination of both) from the previous calendar year
• New CRMs may be allowed to enter the plan provided their annualized production and portfolio are expected to reach the $30 million within 3 years  
• Once in the CRM plan, each CRM must achieve 50% of their individual goals for eligible quarterly payout
• Must not have been placed on probation during the current quarter. It will be at management’s discretion for future incentives for the remaining plan year.

SUPERVISORY RESPONSIBILITY

This position could manage employees and is responsible for the coaching, development, and performance management of those employees.

WORK ENVIRONMENT

Location in UCB Footprint

POSITION TYPE

This is a full-time position that requires schedule flexibility to work evenings and weekends as needed.

TRAVEL

This position requires up to 20% travel.

OTHER

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Other duties, responsibilities and activities may change or be assigned at any time with or without notice.