First Federal Commercial Relationship Manager - Whatcom in Bellingham, Washington
Develop commercial relationships for which to market the Bank’s commercial, commercial real estate, multi-family, and consumer lending and deposit products in conformance with board approved policies and procedures and established growth goals per our strategic and financial plan. Maintain effective working relationships and open communications with the clients to enhance knowledge of business conditions that speak to potential changes in risk profile that may dictate a change in the business relationship. Support sales and service efforts designed to retain existing relationships and enable growth of new relationships. Ensure sustained profitable growth through support of the institution’s deposit, loan and fee income goals.
Develop commercial relationships for which to market the Association’s commercial, commercial real estate, multi-family, and consumer lending and deposit products in conformance with board approved policies and procedures and established growth goals per our strategic and financial plan.
Establish networks with branch management, community leaders and business groups from which to identify potential candidates. Meet business call and sales goals as set by Senior Management and the Chief Banking Officer.
Develop a strong understanding of the commercial customer’s business and servicing needs from which to propose specific First Federal product offerings to meet these needs.
Establish and maintain effective working relationships and open communication channels with commercial loan customers. Cultivate close working relationships with the clients to enhance knowledge of business conditions that speak to potential changes in risk profile (positive or negative) that might dictate a change in the business relationship with First Federal.
Document customer relationship status and communications through file memos that provide detailed assessments and updates on the business which may be used to support credit requests and annual review needs by credit analysts, examiners and audit.
Exercise responsibilities to attain profitability, quality and growth goals for assigned book of business. Negotiate structure and pricing terms that are in compliance with organizational policy and meet profitability, growth and safety and soundness goals.
Participate in institution-wide sales and service efforts designed to retain existing relationships and growth of new relationships while meeting deposit, loan and fee income goals.
Support senior level Commercial Lenders in the preparation of loan approval packages and timely processing of new loan requests as well as monitoring and growing existing loan portfolios.
Review and evaluate loan packages for completeness. Follow up with customers for the timely receipt of financial statements to ensure renewals are processed as required.
Obtain required financial, collateral, credit, business ownership/management, business history and other pertinent information and complete data entry into financial analysis software of financial information obtained as part of a new loan request, renewal or review.
Obtain and review routine reports and coordinate with the Commercial Relationship Managers on current and upcoming customer financial reporting requirements; delinquencies, overdrafts, loan maturities and periodic reviews.
Provide summary presentation information to credit analysts to support their completion of loan presentation packages. Be available to address any questions that develop during the analysis of the loan request/file.
Administer a portfolio for the developed book of business:
Monitor the quality of the credits carried by assigned or developed relationships.
Respond as appropriate to changes in risk in the portfolio, including the performance of, or support for, collection and workout activities as required.
Prepare management report summaries regarding book of business performance in particular as it relates to criticized or classified relationships.
Perform all duties in compliance with policies and procedures of First Federal, and all applicable regulations of local, state or federal regulators.
Using approved forms, document all loan transactions in compliance with approved terms insuring desired borrower responsibility for debt with appropriate collateral perfection and other support as required.
Exercise judicious use of expense accounts in the performance of sales duties.
Identify opportunities for product development enhancements to portfolio offerings.
Maintain a sound knowledge of Association policies, procedures, documentation, pricing and compliance needs in order to effectively exercise assigned responsibilities. Participate in assigned training to support growth in functionality of position.
Cross sell First Federal’s products and services, meet established personal goals and assist in meeting Branch, Regional, and Corporate performance and production goals.
Ensure compliance with Bank Secrecy Act (BSA) regulations and other federal and state regulations pertinent to this position. Complete annual BSA training in a timely manner in accordance with BSA regulations and internal policies and procedures.
May supervise Commercial Relationship Management Assistants
Maintain regular and predictable attendance.
Perform related duties and responsibilities as required and other duties as assigned.
Bachelor’s degree in business with focus on Marketing, Finance or Accounting or the equivalent.
Level I: Primary emphasis is portfolio management. Typically requires two or more years of experience in a commercial credit analysis capacity or strong experience in retail lending with sound experience with commercial transactions; strong commercial loan portfolio servicing experience with ability to proactively manage an assigned portfolio and maintain client relationships required. Secondary emphasis on sales based on business need.
Level II: Typically requires a minimum of three years of experience as a commercial lender with a track record of successful relationship and new business development. Manages a portfolio of at least $20 million.
Level III: Typically requires a minimum of five years of experience as a commercial lender with a track record of successful relationship and new business development across a wide range of business and collateral types. Manages a portfolio of at least $35 million.
Level IV: Typically requires a minimum of 10 years of experience as a commercial lender with a track record of successful relationship and new business development across a wide range of business collateral types. Manages a portfolio of at least $50 million.
Strong relationship management and sales skills with demonstrated ability to solicit and retain mid-sized to larger commercial banking business relationships.
Working knowledge of consumer, commercial and real estate lending regulations, title insurance, loan documentation, credit/financial analysis techniques, disbursement procedures, underwriting functions.
Thorough working knowledge of loan structuring and documentation across various business and collateral structures.
Excellent verbal and written communication, organizational, and customer service skills.
Demonstrated ability to perform effectively in a detail-driven environment, characterized by frequent interruptions and varied customer service needs and expectations.
Develop and maintain a working knowledge of First Federal policies, procedures, and systems.
Proficiency with PC applications including MS Office Suite.
Ability to meet bonding requirements for employment purposes.
The work requires the ability to operate office machines and equipment, such as personal computers, printers, copying machines and telephones. The work requires the ability to communicate clearly with customers, coworkers, and others in person and on telephones. Work activities involve combinations of sitting/standing for extended periods.
- Bachelors or better in Finance
- 3 years: Typically requires a minimum of three years of experience as a commercial lender with a track record of successful relationship and new business development. Manages a portfolio of at least $20 million.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)