Relationship Manager Jobs in Virginia

INTRODUCTION

The Commercial Relationship Manager II 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 may originate and service moderately complex C&I loans, owner occupied real estate and investor owned real estate. Portfolio may contain basic construction/development loans. Manages and develops a portfolio of commercial relationships and ensures retention of total client assets, credit quality and net growth in relationships. 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 $5 - $30 million, obtaining deposits and cross-selling other Bank products and services along with building strong customer relationships.

• Maximize bank profitability through appropriate pricing of new loan originations, fee income, and cross selling of all bank products and services, including Treasury Services products.

• Prepare correspondence, commitment letters, loan memorandums and associated documents as required.

• Monitor loan portfolio and maintain updated financial information.

• Develop broader 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.

• Provide financial advice to customers and profitably sell appropriate products and services to those prospects and clients.

• Work with branch and 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.

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 3-5 years of commercial banking experience and a proven track record of generating deposit and fee income.

Knowledge & Skills

• Credit skills evident.

• Ability to service and originate real estate and complex C&I loans.

• Ability to analyze financial and credit aspects of commercial real estate lending such as credit analysis, global cash flow analysis and Debt Service Coverage.

• Knowledgeable of typical CRE collateral documentation - title insurance, deeds of trust, assignment of rents & leases, hazard insurance, flood insurance, UCC filings, etc.

• Demonstrates effective problem solving and excellent collaboration and inter-personal communication skills.

• Strong professional writing skills.

• Possesses lending and product knowledge and organizational skills.

• Ability to make knowledgeable loan decisions based on information supplied by the customer verified through a rigorous underwriting process, good credit skills.

• 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 a good working knowledge of Microsoft Office Programs including Excel, Word and Outlook.

COMPENSATION

Salary offered will be based on several factors including but not limited to education, work experience, certifications, etc. This position is also eligible to participate in either an applicable incentive compensation plan for the position or a discretionary profit sharing bonus program. General information on our comprehensive benefits package can be found by visiting the company website.

We are proud to be an Equal Employment Opportunity employer. We maintain a drug-free workplace.

Equal Opportunity Employer

This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.