JOB/FUNCTION/SUMMARY
The Relationship Manager identifies and builds relationships with clients, prospects, and referral sources; actively involved in community organizations; analyzes applicant credit history and loan repayment capability; negotiates credit terms; evaluate, authorize, or recommend approval of commercial, real estate, or credit loans; advises borrowers on financial status and payment methods, keeps exceptions to a minimum; monitor and analyze active loan portfolio; maintain excellent knowledge of industry trends.
ESSENTIAL DUTIES & RESPONSIBILITIES
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Develop new business relationships, maintain, and expand profitable business relationships with existing portfolio clients.
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Meet with applicants to obtain information for loan applications and to answer questions about the process.
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Analyze applicants' financial status, credit, and property evaluations to determine feasibility of granting loans.
- Approve loans within specified limits and refer loan applications outside those limits to management for approval.
- Submit applications to credit analysts for verification and recommendation.
- Establishes and negotiates the terms under which credit will be extended, when necessary, including costs, repayment method, schedule, and collateral requirements.
- Be responsible for ‘OUSC’ – Originating, Underwriting, Servicing, Collecting loans
- Maintain a firm knowledge of the bank’s loan policy
- Maintain a thorough understanding of loan documentation and the impact on the proposed loans
- Manage daily customer activities of assigned portfolio to insure high degree of quality service to the portfolio.
- Monitor the credit quality of the portfolio to ensure bank performance standards are properly maintained.
- Participates in collection efforts to keep past dues at an acceptable level.
- Obtain and compile copies of loan applicants' credit histories, corporate financial statements, and other financial information.
- Work with clients to identify their financial goals and to find ways of reaching those goals.
- Proactively review clients current and changing financial needs and promote cross-selling of bank products and services as appropriate to clients’ needs.
- Stay abreast of new types of loans and other financial services and products to better meet customers' needs.
- Analyze potential loan markets and develop referral networks to locate prospects for loans.
- Actively promote and engage in the bank’s community and networking efforts.
QUALIFICATIONS/EXPERIENCE
Education - Bachelor’s degree or equivalent from a college or technical school; or related experience and/or training; or the equivalent combination of education and experience. Educational experience, through in-house training sessions, formal school, or financial industry related curriculum, should be business or financial industry related.
Experience - 10 or more years of related Commercial Lending experience.
Preferred Requirements - Basic knowledge of commercial, construction, real estate, and consumer loan processing, tracking and documentation, related state and federal loan regulations and other Bank lending policies. Proficient in computer operation; and spreadsheet software. Basic math skills; calculate interest, proportions, and percentages; balance accounts; add, subtract, multiply and divide in all units of measure, using whole numbers, common fractions, and decimals; locate routine mathematical errors; compute rate, ratio, and percent, including the drafting and interpretation of bar graphs.
CORE COMPETENCIES
The company has identified a set of core competencies that are vital to our business achieving a competitive advantage and delivering a unique value to our customers. These competencies are the skills, knowledge, and abilities each associate must exhibit to fulfill this competitive advantage.
- Leadership: Ability to motivate an influence staff and peers via knowledge, enthusiasm, and ability to establish a vision for the company.
- Technical Knowledge: Deep understanding of banking industry practices and procedures
- Financial Acumen: Possess skills to quickly understand and analyze a variety of potential financial options and outcomes
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Commitment to Excellence: Sets and achieves challenging goals; measures self against a standard of excellence
- Resilience and Balance: Maintains a stable performance and can be effective under pressure
- Interpersonal Versatility: Treats all people with respect and honor along with sensitivity to cultural differences
- Influence: Approaches work and fellow associates in a manner that portrays leadership, respect, trust, courtesy, empathy, and integrity
POSITION SPECIFIC COMPETENCIES
Cognitive Competencies: Verbal & Written Comprehension, Judgment & Decision Quality and Reasoning
Motivation Competencies: Resourcefulness, Resilience, Self-Evaluation & Development, Optimism, Competitiveness & Ambition, Tenacity
Interpersonal Competencies: Communication Skills - Oral & Written, Customer Focus, Collaborative
ESSENTIAL MENTAL & PHYSICAL REQUIREMENTS
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Ability to work under stress and meet deadlines
- Ability to travel
- Ability to lift/move/carry approximately 15 pounds if required to perform the essential job functions. If the employee is unable to lift/move/carry this weight and can be accommodated without causing the department/Channel an “undue hardship” then the employee must be accommodated; hence omitting lifting/moving/carrying as a physical requirement.