Commercial Relationship Manager I

FUNCTION: Working under the direction and guidelines established by the Director of Commercial Banking, the Commercial Relationship Officer is responsible for the acquisition, retention and satisfaction of a commercial client portfolio. The Commercial Relationship Officer is responsible for the achievement of a variety of portfolio and sales quotas derived from the overall strategic plans and financial objectives of Bangor Savings Bank. These plans and objectives are generally established on an annual basis. The Commercial Relationship Officer possesses a comprehensive understanding of credit delivery and administration and a thorough working knowledge of Bangor Savings Bank’s policies and procedures.

ACCOUNTABILITIES:

Customer / Annuity Management:

• Maintain existing client relationships through quantified contact and client satisfaction strategies.
• Proactively service and cross sell client relationships for the purpose of improving client satisfaction and generating incremental non-interest income for Bangor Savings Bank.
• Utilize and maintain the Commercial customer database as a relationship management and cross sales tool.

New Client Acquisition:

• Build network of centers of influence, community leaders, business owners and internal partners for the purpose of increasing market share through new client acquisition.
• Achieve specified and agreed upon calling goals for centers of influence, business prospects and community organizations.
• Work closely with internal product partners to deliver complex and sophisticated Commercial banking proposals to clients.
• Utilize and maintain the Commercial customer database as a tool for sales management and the coordinator of the marketing efforts of Bangor Savings Bank partners.

External Development Activities:

• Development and management of referral sources outside of Bangor Savings Bank.
• Establishment of visible presence with the assigned business community and markets served.
• Establishment and execution of specific contact strategy for referral sources and market.

Credit Origination:

• Entertain and analyze new loan requests from existing clients or prospects in order to gain a comprehensive understanding of the reasonableness of the request, the business and its visibility, and inherent risks as they pertain to credit policy.
• Establish and negotiate terms, conditions and structure of the proposed credit facility(ies).
• Coordinate and oversee the loan proposal preparation process while working with direct team members and Credit Department to ensure a timely and expedited approval.
• Oversee the loan documentation and delivery process including commitment letter preparation negotiation, and acceptance; appraisal, environmental and legal documentation and review, and the loan closing.

Credit Administration:

• Actively manages the credit risk exposure of assigned relationships.
• Maintains effective communication and information channels with clients for the collection of the appropriate and required (per BSB Loan Policy) credit related information.
• Responds proactively to changing risk profiles of credit.
• Review and respond to Credit Department analysis of financial statements, borrowing base documents, covenant testing, and other reports.

Compliance and Control:

•  Assists in ensuring that the Bank complies with local, state and federal regulations.

General:

• Interacts harmoniously and effectively with others, focusing upon the attainment of bank goals and objectives through a commitment to teamwork.
• Conforms to acceptable punctuality/attendance standards as expressed in the Employee Handbook.
• Performs additional duties as requested.

Relationships/Portfolio:

• Typically manages 20 – 40 relationships
• Average portfolio size $75 MM - $150 MM
• Typical characteristics of portfolio would be those businesses requiring complex credit structuring and who demand a full suite of treasury and related financial products. Highly competitive market for the clients, who usually have a formal CFO function.

Knowledge/Skills/Experience Requirements:

• Bachelor’s degree required- Majors in business, finance or economics preferred-master degree helpful
• 10-15 +years in Commercial Lending experience with proven relationship management skills and demonstrated financial analysis abilities.
• Thorough understanding of commercial credit delivery and related policies and procedures.
• In depth knowledge of features, functions and benefits of key products.
• Knowledge and experience with specialized lending, corporate finance and derivations.
• Excellent customer service skills. 
• Demonstrated personal computer literacy.
• Ability to handle complex problems.
• Strong communications skills, verbal and written.
• Previous sales experience or training.
• Strong analytical and organizational skills with an ability to interact effectively with all levels of staff and management.
• Proactive planner and self-motivated, with good selling and business development skills.
• Driver’s license and transportation required.

Physical Demands/Conditions Requirements:

• General office environment.
• Moderate lifting (to 35 lbs.) required. Moderate reaching, walking, sitting and standing required.

Equipment Used:

• General office equipment.

External and internal applications, as well as position incumbents who become disabled, must be able to perform the essential functions (as listed) either unaided or with the assistance of a reasonable accommodation to be determined by management on an individual basis.