Commercial Relationship Manager

The Commercial Relationship Manager is responsible for supporting a portfolio of business, soliciting and servicing current clients, producing a variety of commercial loans, growing deposits, and selling ancillary services.

Reports To: Director and Sr VP/Market President/SBA Program Manager

FLSA Status: Exempt

• Ability to meet the public well and to deal effectively with their questions or problems.
• Knows the Bank’s products and services thoroughly.
• Looks for opportunities to explain, promote, or sell products or services.
• Continuously demonstrates a helpful, friendly attitude and is committed to providing excellent customer service.
• Serves as a model of excellent customer service to other employees.
• Identifies and cross-sells retail products suitable to the customer’s needs.
• Handles customer complaints or questions and determines the action to be taken to remedy the situation.

• Supports the growth and development of assigned commercial lending loan portfolio by effectively managing client portfolios for revenue opportunities and/or loan exposures.
• Focus on client portfolio retention, expansion, and growth opportunities to deepen client relationships.
• Responsible for prospecting small and medium size businesses to originate SBA lending programs.
• Refers larger and conventional loan requests to other commercial officers.
• Investigates applicant’s background and verifies credit and bank references.
• Provides objectivity to the credit approval process.
• Analyzes applicant financial status and credit to determine feasibility of granting/renewing loan requests.
• Ensures adherence to credit policy, guidelines and regulatory requirements.
• Verifies loan documentation is complete and accurate according to policy.
• Participates in the calling program – phone and in person – to introduce prospective clients to Potomac Bank.
• Develops relationships with referral sources.
• Utilizes Loan Vantage software to track prospecting activity.
• Assists in sales proposal process, including accompanying other lenders and Bank partners on client and prospect calls and various other sales/client-oriented projects.
• Direct knowledge of Small Business Administration (SBA) products and programs with ability to deliver solutions to clients and prospects.
• Establishes and maintains relationships with current and prospective clients; proactively identify and recommend opportunities to cross-sell additional loan and non-credit products to clients.
• Works with clients to modify and/or restructure existing loans as needed.
• Helps resolve credit problems, delinquent payment issues, and other related affairs.
• Reviews current account status, to include but not limited to, past due accounts and notes matured; makes appropriate recommendations for such accounts.
• Monitors portfolio loan exposure including review of maturity reports, overdraft activity reports, past dues reports, etc.
• Reviews current account status, to include but not limited to, Past Due accounts and Notes Matured; makes appropriate recommendations for such accounts.
• Demonstrates support and collaboration with Credit administration to align current and prospective business with Potomac Bank’s credit culture
• Other duties as assigned.

• Maintains neat and orderly work area and ensures that all negotiables and confidential records are properly secured each day.
• Understands role in case of disaster or robbery, whether victim or bystander, and knows proper post-robbery procedures.
• Professional appearance that evokes the client’s trust.
• Adheres to all bank policies and procedures and to internal controls and system access restrictions.

• Demonstrates expertise in lending practices and loan products.
• Ability to adhere to Potomac Bank’s Core Values:
  Integrity, Teamwork, Growth, Client Commitment, Community Focus
• Excellent communication skills.
• Demonstrates financial analysis skills to identify quality credit and ability to attain aggressive sales/service goals.
• Self-Development: pursue additional education or training to remain current, improve knowledge, and diversify skills.
• Customer confidentiality: never reveal or divulge…