Sr Commercial Relationship Manager

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Position Summary: The Senior Commercial Relationship Manager (SR CRM) acquires new commercial banking members with annual revenue of $5MM-$40MM and the expansion/retention of existing relationships. The role structures, underwrites, negotiates, and manages portfolios, credit relations and loan requests ranging from $500K to $30MM. The SR CRM develops and executes relationship management plans for members to grow loan, deposit, and treasury services;

this includes effectively collaborating with member support and product teams as well as senior management. The SR CRM remains knowledgeable of financial needs of our members and the Credit Union’s products, including deposit and treasury solutions. The position acts in compliance with all Credit Union policies and procedures, as well as all applicable state and federal banking regulations.

• Maintain and grow a profitable portfolio of mid to large-sized complex business in the target market with annual revenue ranging from $4MM to $40MM, through disciplined and proactive business development and relationship to grown loan, deposit and treasury services.
• Focus on our target member profile, understand their financial needs, and effectively communicate our value proposition.
• Prioritize relationships effectively and execute appropriate relationship management plan for each member and prospect.
• Take consultative approach to understand the member’s/prospect’s objectives, effectively identify financial needs, implement appropriate financial solutions, and undertake ongoing review and assessment to ensure plan execution.
• Review and analyze personal and business financial data generated through relationship reviews and personal meetings.
• Participate in community events and networking activities to increase awareness and presence of Achieva Credit union in the community.
• Maintain strong market knowledge and develop, retain, and expand relationships with Centers of Influence i.e., CPA’s, attorneys, commercial real estate agents.
• Attains established credit union production goals through active participation in sales management process.
• Collaborate with branches, member service team, product team and senior management to ensure an excellent client experience.
• Understand and address key relationship stakeholders, and key buying influences.
• Develop an in-depth knowledge of Achieva Credit Union’s products and services and analyze the needs of members and prospects to effectively recommend appropriate products or services.
• Identify opportunities to cross-sell Achieva Credit Union products to meet member’s needs.
• Maintain a working knowledge of Achieva Credit Union’s operating policies, credit policies and procedures which impact commercial relationships.

• Identify key risk factors associated with business opportunities and clearly articulate a thorough credit recommendation.
• Prepare credit presentations for loan requests ranging from $500K to $30MM and participate in underwriting and credit approval process.
• Structure loan request and obtain credit approval, negotiate terms, and effectively document credit actions and agreements.
• Ensure that all loans are documented completely, and that any documentation or loan policy exceptions are addressed and resolved.
• Review business tax returns, CPA compilations and CPA reviewed financial statements.

• Accountable for overall portfolio management, compliance, and risk.
• Monitor direct and operating exposures of portfolio to ensure actual performance is consistent with approved limits and loan structures; and is consistent with the understanding/ expectations that informed our credit approval.
• Initiate timely changes to risk ratings to reflect changes in conditions that impact our customers and the Credit Union’s risk exposure, including regulatory compliance, via annual review of the borrower’s financial documents.
• Complete accurate and timely credit actions, including annual/periodic reviews, renewals, and modifications.
• Ensure that borrower reporting requirements and financial covenants are met.
• Work in close partnership with credit administration.