Commercial Relationship Manager - NOVA Market

Position Purpose

The Commercial Relationship Manager (CRM / RM) is a outside sales role focusing on acquiring new and maintaining existing Commercial and Industrial (C&I) relationship in the Bank. A C&I RM targets relationships equal to or greater than $5,000,000 in revenue and equal to or greater than $2,500,000 in loan requests for the Bank. The loan size and revenue size serve as guidelines and actual relationships and loan maybe above or below the stated amounts.

The role has overall responsibility for ensuring that the Bank is generating revenue and growing the overall C&I portfolio and deposit base within the Commercial Bank based on the parameters outlined above and is accountable for meeting and/or exceeding their goals each year. Further, the role ensures that the overall credit quality of the C&I portfolio meets the credit standards for the Bank.

Position Responsibilities

• With a focus on C&I customers, works with existing and prospective customers to obtain and retain business relationships.
• Leads the credit process workings with the Commercial Relationship Liaison and the Credit Administration team to prepare credit requests files for review and will attend the Loan Committee meetings and present the credit requests for approval
• Approves or recommends for approval sound loans reflecting attention to analysis, loan structure, and pricing relative to the risk and value of the borrower within lending authority and bank loan policy.
• Facilitates closings with the customer, settlement agents and/or attorneys.
• Services and manages the loan portfolio in partnership with the Portfolio Manager
• Negotiates complex pricing, loan structure, and loan agreement issues on large borrowers.
• Monitors existing assigned loans to ensure complete compliance with loan terms, proper loan risk ratings, timely past due management, and problem loan detection.
• Understands regulatory compliance matters that directly affect lending processes and is committed to complying with those requirements.
• Acts as the escalation point for the assigned team in relation to issues that arise.
• Works with team members on loan write-ups and deal structures. Ensures that deals that go to Loan Committee are sound and within the guidelines set by the Loan Committee.
• Works closely with the C&I Team Leader and C&I Market Executive execute strategies to drive business.
• Works closely with the Treasury Services team to create and execute strategies to increase deposits and treasury services relationships.
• Works with the team to create the annual sales plan and execute the plan accordingly.
• Be a leader in the market they serve. This includes but is not limited to attending community events, networking, serving on the boards of local non-profits, and developing Centers of Influence.

Minimum Education & Experience

• Previous and successful sales experience as a Commercial Relationship Manager/ Loan Officer/Business Banker with experience in C&I lending.
• Experience doing business with C-Level executives and investors.
• Experience in all aspects of the loan and credit process and a good understanding of how the banking industry operates.

Technical Knowledge and Skills

• Advanced underwriting skills
• Highly analytical in nature
• Strong credit acumen and experience
• Understands both the structure of loans and deposit solutions and is experienced with directly negotiating the terms.
• Understanding and knowledge of loan documentation and working with outside counsel to ensure correctness.
• Knowledge of lending and depository procedures and regulations.
• Proficient in Microsoft Office Software Suite (Word, Excel, PowerPoint, etc.).
• Excellent verbal and written communication skills.

Other

• Ability to travel within the defined market area as needed.
• Market area focus to include Northern Virginia (NOVA) and surrounding areas.

Compensation

• Base Salary Range: $170,000 - $210,000 annually. Final determination of where you are at in the salary range is based on numerous factors such as geographical location, relevant experience, skill set, education, and ability to meet qualifications within the job description.
• Additional Compensation: This role will participate in a lucrative incentive plan with payout based on your ability to meet assigned goals.

Working Arrangements

• This is a hybrid role expected to work in office Monday, Tuesday, Thursday, and Friday. You will be able to work remotely on Wednesday.
• This role will be based at our Reston, VA office location.