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Commercial Relationship Manager, VP

Melville, NY, USA | People's United Bank

  • Industry:
    Financial Services
  • Position Type:
  • Functions:
    Business Development
    Financial Services Professional
    General Management
  • Experience:
    5-7 years
Job Description:
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The Relationship Manager is responsible for identification, development, building and expansion of the customer base/network/business opportunities, growth of loans deposits and fee income through the development of robust sales plans and utilization of industry contacts (COIs, existing clients and referrals) for the ongoing origination of new C/I loans. 

Principal Responsibilities:

Collaborate with Regional Manager to develop and implement customer centric relationship plans. 

Coordinate and organize targeted campaigns and events. 

Develop new C/I relationships through prospecting, outside calling, networking, referrals and community involvement.

Understand the client’s business environment, strategies and industry to better determine their credit requirements, identify potential new business opportunities and provide need based solutions.

Maintain and apply a thorough understanding of the banks’ credit policy, client eligibility and all necessary business practices to ensure the submission of accurate and complete commercial loan packages. Negotiates terms and loan structures with clients. 

Structures, underwrites and presents credit requests in accordance with internal policy. 

Ensure proper reporting, documentation and review to determine that a loan is an acceptable risk. 

Manage existing relationships to enhance profits, increase revenue and mitigate retention risk while delivering an excellent customer service experience to the client. 

Responsible for relationship review and overall relationship profitability. 

Identify cross sale opportunities and facilitate referrals within the bank. 

Development of a COI network/referral base for new business.

Actively work to achieve C/I sales goals (loans, deposits and generation of fee incomes.) Identify acceptable credit opportunities and develop them to generate significant non-credit sales.

Act as a mentor for junior or new staff members to assist in their development of skills.

Complies with and stays abreast of all applicable policies and procedures, federal and state laws.

Job Requirements

Bachelor’s degree in finance, business, economics or a related field OR equivalent industry sales experience. Master’s degree in finance, business or economics preferred.

5-8 years of commercial lending experience with a proven successful sales record.

Additional Job Requirements:

Excellent understanding of C/I loans.

In-depth knowledge of banks, credit and deposit products.

Thorough understanding of market risks, macro/micro economic issues as they apply to banking, and lending policies and procedures.

Thorough understanding of the trends, competition, communities and businesses in the serviced markets.

Excellent analytical, consulting and negotiating skills.

Demonstrated strong written, verbal and interpersonal communication skills.

High-energy, result-oriented and works well in a team environment.

Excellent business development and presentation skills.

Superior client relationship, marketing presentation and sales/closing skills.

Ability to interact with clients in a professional manner.

Strong computer skills to include Microsoft Office (Word, PowerPoint and Excel) and ability to quickly learn new software and or systems.

Superior client relationship, marketing presentation and sales/closing skills.

Ability to manage and prioritize multiple complex tasks.

Excellent understanding of Problem Asset Review Management, FAS 114 Standards, Covenant Compliance and TDRs.

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