Commercial Relationship Manager II

The Relationship Manager (RM) II is comfortable making solo sales calls and negotiating / outlining terms with clients. RM II is largely self sufficient with ability to handle multiple transactions simultaneously. Should work with Portfolio Manager (PM) (guiding as appropriate) to ensure solid portfolio management. RM II is capable of underwriting moderately complex transactions.

Primary responsibilities include portfolio management, business generation to achieve sales goals, develop and expand an internal and external network

New Business Development & Related Responsibilities

Business Development

• Achieve sales goals and objectives
• Active role with industry organizations
• Attend events to generate business and network
• Active prospect list 
• Work with Team Leader/Goup Head to plan sales calls
• Conscious of role as a Bank representative
• Looks for cross sell opportunities

Underwriting and Due Diligence

• Confident to underwrite moderate complexity transactions
• Solid understanding of risk appetite
• Largely self sufficient in terms of underwrittng, and has good research skills
• Comprehensive understanding of policies and risk acceptance criteria (RAC's)
• Knows which deals to pass on and can prioritize opportunities
• Good market knowledge and strong research skills

Credit Interactions

• Present transactions to pre-deal and credit committee
• Confidently present transactions, focusing on key risk issues
• Engage with Appraisal and Environmental Department, and raise discussion points as necessary, whether querying valuation calculations or Enviro issues
• Engage with internal risk review, as necessary

Legal / Loan Closings

• Appropriately negotiate issues in documentation
• Aware of areas that can be negotiated or not
• Seek advice and approval for more complex requests within loan docs
• Engage with Commercial Banking Administrators (CBA's) to close loan in an efficient manner

Portfolio Management & Related Responsibilities

Portfolio Management

• Maintain awareness of existing credits, including regular risk rating review as circumstances change, and planning extensions in advance of loan expiries as necessary
• Ensure that required reporting is requested (by PM's if applicable), and that covenants tested and annual reviews completed in a timely manner 
• Maintain frequent client contact to ensure all needs are being met
• Manage/monitor and late payments/delinquencies
• Work in conjunction with the Construction Management Group (CMG) on active construction loans
• Review appraisals and Field Exams and surface issues or notable items to TL and GH as necessary

Other

Training Responsibilities 

• May be required to assist new joiners (typically PM) in learning to use nCino and other internal software etc
• Expected to assist PM's and provide informal mentoring

Policy and Procedures

• Strong Knowledge of credit policy and risk parameters: Suggests enhancements and edits to policy as market understanding grows 

Technology

• Strong user of Microsoft products (Word/Excel etc)
• Technically proficient with nCino and using nCino covenant and tracking reports for portfolio management
• Will use resources to conduct independent research as applicable.

Special Projects

Will assist on an ad hoc basis with limited scope administrative type projects

REQUIREMENTS: 

Education and Experience

• Bachelor’s degree or equivalent experience required 

• Proven underwriting abilities, including 5 + years experience as a Commercial Lender

• Formal Bank credit training preferred

1. Skills/Knowledge

• Incumbent should