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Commercial Relationship Manager
Job Objective: Responsible for management and development of commercial banking portfolio, incorporating sales, underwriting, and credit risk management skills, Incumbent will seek to maximize the profitability of customer and prospective relationships for StellarOne while efficiently meeting customer and prospective customer financial service needs.
Essential Functions: Business Development- Develops and expands existing and prospective relationships in accordance with quantitative goals for loan, deposit, and fee production, and credit quality. Promotes products and services provided by StellarOne partners, including treasury management, wealth management, investment, credit card, merchant card, and specialized services.
Portfolio Managment- Engages in dialogue with client to evaluate loan, deposit, and service requests and uncover underlying financial needs. Requests, assesses and evaluates appropriate data to analyze identified needs. Works to align StellarOne products and services accordingly. Strives to exceed client expectations while nurturing trust and confidence in commercial relationships. Develops strategy to meet client loan needs. Includes risk assessment, analysis and underwriting of request, development of credit request materials, and negotiation with internal credit administration partners. May include oversight of process with assistance from credit analyst. Executes on approved loan strategy. Negotiates loan commitment with client and directs closing process with administrative assistance. Ensures that perfected security interest in all collateral is attained and all legal documents are properly executed. Incorporates strategy to meet client deposit and treasury management service needs. Includes analysis of existing services and evaluation of potential opportunities to enhance information, improve cash collection, or create efficiency for client. Services portfolio to retain credit quality. Monitors client financial condition, financial trend changes, loan performance, and repayment record. Take appropriate corrective action as necessary. Coordinates ongoing inspection and review of collateral. Evaluates and renews client loan facilities in a timely manner. Manages portfolio risk. Maintains proper credit risk ratings and manages loan documentation exceptions to an acceptable level. Monitors past-due loans and takes appropriate action to manage delinquency to an acceptable level. Identifies and addresses emerging credit weaknesses and develops plans to manage recovery or exit strategy.
Client Service: Represents StellarOne in a positive and professional manner, internally and externally. Strives for positive working relationships with internal and external clients.
Community Engagement: Participates in civic and community activities to generate visibility, contact, and community engagement for StellarOne.
StellarOne in Action: Supports and practices StellarOne Core Values of Excellence, Partnership, and Service and follows StellarOne in Action protocol.
Compliance: Maintains current operating knowledge of all job-relevant legal and regulatory requirements through the successful completion of mandatory compliance and regulatory training and attendance at all mandatory regulatory compliance activies.
Non-Essential Functions: Performs other duties that may be assigned.
Education, Skills and Experience Required: Holds a bachelor's degree in business, finance or related field or equivalent commercial banking experience. Has attained at least five years of commercial banking experience at an account manager level, with demonstrated commercial service sales experience. Uses active listening skills and shows respect in communication with others. Maintains analytical and problem solving skills, with enhanced ability in oral and written communication. Understands standard commercial banking industry policy and procedures, laws, and regulations. Is proficient in various computer applications.
