Relationship Manager II

The RM is responsible for building comprehensive financial relationships with existing and prospective clients by combining a thorough knowledge of the client's operations, condition, leadership, growth plans and economic trends, with personal experience to recommend appropriate financial services (loans, deposit accounts and treasury services) to meet the client's needs and achieve the status of trusted advisor. Working closely with a Portfolio Manager (PM), the RM is responsible for analysis of a client's or prospect's financial condition to determine the risk of credit extensions and for recommending credit structures to mitigate risks. The RM leads presentations to CCB leadership to obtain loan approval and to the Executive Loan Committee for review. Working closely with the Treasury Management Sales Representative (TMSR) and the Financial Services Representative (FSR), the RM recommends deposit accounts and treasury services to support the client's cash management needs.

PRINCIPAL RESPONSIBILITIES AND DUTIES:

• The Relationship Manager is the primary point of contact of all clients where credit may be extended. As part of a team that includes a PM, TMSR and FSR, the RM solicits new client accounts and expands existing client accounts by building comprehensive financial relationships including:
  
  
  
  • Procures and interviews clients and prospective clients to analyze information concerning their organization's needs, abilities, capacity, leadership, and growth plans to determine whether a credit relationship may be an acceptable risk within bank policy. Information will be obtained by direct inspection of prospect's operation and property.
  • Together with the PM, analyzes all available financial information, growth plans, economic trends, leadership (including background checks), and guarantors to recommend an appropriate capital structure, deposit accounts, and treasury services that meet the client's need and are within with bank policy.
  • Secures sufficient collateral and appropriate documentation including requesting from Credit Administration appropriate real estate or equipment appraisals and environmental studies in accordance with regulatory requirements.
  • Manages credit exposure within the hold limits based on loan grade, and participates over hold exposure to other financial institutions.
  • In a shared responsibility with the PM, writes the underwriting memo and coordinates the production of the Loan Approval Request (LAR) with the Credit Department.
  • Leads presentations to CCB leadership and Executive Loan Committee that include an outline of the financial analysis, capital structure, interest rates, loan grade, strengths and weaknesses and a recommendation.
  
  
  
  
• Coordinates the loan documentation process by gathering all organization documents, relevant personal information and additional information (title work, etc.) for use by loan services department. Prepares on-boarding forms (LDS) as needed.
• Together with the PM, reviews existing credit relationships to insure compliance with terms of the Loan Agreement and to recognize and act on any developing trends. Reviews loan quality through statement analysis including a comparison of operating ratios to industry standards, cashflow, and collateral analysis. Recommend loan grade changes when appropriate. Where necessary, recommend loans for placement on the Loan Monitor List.
• Assesses risks associated with construction lending, including proper loan structure. Insures adequate safeguards for the construction process to protect the bank against construction risks including adequacy of overall funding to complete the project, disbursing procedures that mitigate lien risks, and tracking of construction costs against budget. Maintains frequent communication with owner, contractor and title representatives to facilitate project success.
• Creates detailed records and reports of activities by timely entering information into the bank's CRM system (Salesforce).
• Calls on existing clients periodically to maintain the quality of account relationship and assure needs are being met; introduces clients to other departments where a service can be rendered and tracks activity in the CRM system.
• Networks in various groups to source new relationship opportunities; maintains a consistent calling effort on prospective clients to be top of mind when an opportunity occurs. Tracks activity in the CRM system.
• Makes overdraft decisions on all assigned accounts and on non-borrowing clients.
• Performs additional responsibilities, as required or assigned.

KNOWLEDGE AND MINIMUM REQUIREMENTS:

• Strong, well-developed interpersonal skills to maximize contacts and develop a working relationship with potential and existing clients.
• A high level of analytical and collaborative skills to conduct analysis and monitor the client's financial condition, market trends, credit/interest rates, economic conditions, and other factors.
• Effective communication skills including excellent listening skills and the ability to communicate professionally with all levels of an organization both verbally and in writing.
• Advanced knowledge of loan documentation.
• Ability to work independently with a moderate level of guidance and oversight.
• Ability to travel as required.
• A technical level of knowledge normally acquired through completion of a bachelor's degree level program in business administration, finance or related area or equivalent experience.
• Minimum 5 years of commercial lending experience.

APPLICATION PROCESS:

Please apply directly to this position via the "Apply" button. You will be required to create an account and provide your resume, contact information and other pertinent employment information. This process typically takes 20 minutes or less. Should we find that you meet the minimum requirement of the position, a member of our recruiting team will be in touch to start the interview process.

ABOUT OUR COMPANY:

Founded in 1906, Cass Commercial Bank provides sophisticated financial exchange services to its parent company as well as its clients and consistently ranks among the top performing banks in the United States. Cass Commercial Bank, the wholly owned banking subsidiary of Cass, has provided banking products to faith-based and other non-profit entities since 1994. It has more than 250 faith-based and non-profit clients across the United States and has funded more than $1 billion of church expansion projects.