Commercial Services - VP Commercial Relationship Manager

Chelsea, MA 02150, USA Req #24
Monday, August 3, 2020

Commercial Services - VP Commercial Relationship Manager
PURPOSE/OBJECTIVE:


This position exists primarily to manage existing and generate new commercial relationships Commercial Real Estate transactions.. Other responsibilities include generating new deposit accounts and cross selling products and services to enrich the relationship..An RM’s performance can significantly impact Metro’s financial performance.


MAJOR RESPONSIBILITIES:

1.Originates loans, and ancillary commercial business to achieve targeted sales goals

·Typical RM minimum sales goal is $6,000,000 per year in net loan growth.

·Sells directly to local prospects and develops leads via credit union colleagues, centers of influence, and other sources such as RM’s database of previous clients and prospects.


2.Takes loan applications, works with commercial credit analysts, communicates loan decisions, coordinates the loan closing process

·The RM should know the commercial real estate market in Greater Boston

·Uses credit training in order to work with Metro credit analysts to prepare extensive written documentation necessary in the loan approval process.

·Negotiates loan structure and pricing with borrowers, subject to credit approval authority

·Works with assigned attorneys preparing closing documentation and reviews same


3.Refers business deposit and retail prospects to sales staff

·Calls on members and prospects to generate or upsell share accounts

·Refer prospects to branch staff for account opening

·Refers residential mortgage prospects to Metro’s Mortgages Dept.


4.Attends community business development events

·Attends Chamber of Commerce, charitable and professional organization meetings to strengthen Metro brand in the commercial marketplace and develop new business

· Makes presentations to such organizations to further Metro brand identification


5.Maintains good relationships with members in managing an assigned loan portfolio –

·Stays in contact with assigned existing members to determine their business and personal financial needs

·Generates new business from this assigned loan portfolio


6. Coordinates loan renewal and loan review process for assigned portfolio

·Contact member-borrowers about their maturing loans at Metro Credit Union

·Negotiates renewal of loans with appropriate credit structure and pricing

·Obtain annual financial statements and spearheads annual reviews, working with credit analysts.


PROBLEM SOLVING & DECISION MAKING:

The RM is responsible for recommending good quality commercial credits to those at Metro vested with approval authority, including senior management, the internal loan committee, and board of directors’ Credit Committee. The position requires a self-starter who will be largely responsible for developing his/her owns sales activity beginning immediately upon hire. Ability to analyze business financial statements, commercial real estate appraisals and environmental reports to make sound judgments and recommendation are critical job requirements. The RM is given significant latitude, but is responsible for generating his/her own sales leads outside of the existing membership. The RM must be able to quickly discriminate between viable credits and those which do not meet Metros’ standards. The RM must devise and execute strategies to find loans that match the needs of business clients while meeting Metro’s requirements. Commercial credits are individually structured, as distinguished from off-the-shelf Consumer and residential mortgage lending credits.A poor recommendation, if accepted by management and implemented, will have a serious negative impact on Metro’s financial performance.


REQUIREMENTS:


·Education and Experience


üCollege degree; MBA preferred.

ü3-5 years’ experience as commercial relationship manager with demonstrated sales success.

üAutomobile required as about 50% of time is spent calling on members, prospects and COIs.


·Skills/Knowledge


üAbility to work in Microsoft Office.

üAbility to analyze business financial statements and prepare written memoranda on same.

üGood oral communication ability is necessary for meetings with relatively financially sophisticated members, as well as in making internal and external presentations.





Other details

  • Pay Type Salary
Location on Google Maps
  • Chelsea, MA 02150, USA