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Commercial Relationship Manager
PrivateBancorp
Atlanta, GA, United States
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Overview
CIBC provides tailored commercial, wealth management, personal, and small business financial solutions in the United States through 46 offices in 18 states, as well as cross-border banking services to clients with North American operations. Learn more at cibc.com/US.
CIBC is a Toronto-based, global financial institution with a 150 year history, serving 11 million personal and business clients. We invest in our businesses, our clients, our people and our communities to deliver consistent and sustainable earnings to our shareholders.
CIBC delivers access to career and development opportunities, safe and healthy workplaces, effective training, and positive work-life balance – so that employees are able to perform at their best, contribute to their communities and focus on cultivating deeper relationships with our clients.
Every year, CIBC is recognized for its business success, community commitment and employee initiatives. We are proud of this success and are committed to creating an inclusive workplace and an environment where all employees can excel.
CIBC Bank USA is an Equal Opportunity Employer M/F/Disability/Veteran
Responsibilities
The Relationship Manager’s primary purpose is managing a portfolio of clients with their strategic and daily relationship needs to deliver top-notch customer service. S/he will work closely with various internal teams to execute client requests in an efficient and effective manner. The RM will collaborate with the Group Manager to increase new relationships of the Bank through a team approach to meet the credit and relationship needs of clients. The RM will seek greater penetration of existing relationships through active cross sale of credit and non-credit bank products with the ultimate goal of profitable growth of strategic client relationships.
The Relationship Manager will be responsible for but not limited to the following activities.
Primary responsibility for this position will be that of the servicing of current Bank relationships resulting in efficient delivery of credit and other bank services, introduction to cross sale partners and active portfolio management.
• Maintain and develop client relationships, exploring opportunities to provide additional credit and non-credit services. Seek to become trusted advisor through regular client contact and relationship building.
• Serve as Client’s primary internal resource as it relates to relationship and credit needs.
• Identify product/service opportunities for other business units and participates in development of creative solutions to client needs, coordinates presentations, and brings in partners when appropriate.
• Interact with other team members to achieve ultimate approval for new business and modifications to existing business, including active participation in and adherence to requirements of pre-screen and loan committee meetings.
• Ensure consistency in deal structuring to bridge client needs to appropriate risk mitigation through detailed analysis and underwriting of credit.
• Present deals at Loan Committee and any necessary pre-meetings.
• Coordinate meetings with the client, including any necessary site visits.
• Collaborate with Group Manager as part of a team to ensure delivery of top-notch client service.
• Complete necessary analysis and documentation to achieve credit actions related to RM’s existing portfolio (e.g., waivers and modifications).
• Assist with portfolio responsibilities including portfolio reviews, renewals, reporting in a timely manner (quarterly and annually), Shared National Credit, CAMP, etc for credits in his/her portfolio. Serve as resource for Asset Managers in preparation for portfolio review meetings and will actively communicate knowledge of the risk points within portfolio.
• Responsible and accountable for the risk rating accuracy and risk identification on assigned portfolio. Seek to actively keep informed of changes to policy and procedure that will impact portfolio (credit policy, risk rating framework, regulatory, compliance requirements).
• Quarterback to drive deals through the underwriting and closing process.
• Negotiate legal documentation related to transactions.
• Maintain active in industry events to maintain current market knowledge and client relationships.
• Expertise in credit structure, underwriting, and negotiation. Able to work independently.
• Oversee production of necessary work product to facilitate credit actions (LPs etc).
• Heightened focus on penetration of relationships (i.e. cross sale) and potential repeat business. In addition to new business opportunities as available.
• Mentor junior RMs, Commercial Lending Associates, Credit Analysts, and Client Banking Specialists. Potentially transitioning mature relationships to RM II or III.
Qualifications
• Expertise in credit structure, underwriting, and negotiation. Able to work independently.
• Oversee production of necessary work product to facilitate credit discussions (loan presentations, deal memos, etc).
• Heightened focus on penetration of relationships (i.e. cross sale) and potential repeat business. In addition to new business opportunities as available.
• Mentor junior RMs, Commercial Lending Associates, Credit Analysts, and Client Banking Specialists.
• Completion of formal Credit Training.
• Minimum of 10 years Commercial Real Estate lending experience.
• College Degree / Business, Finance, Accounting, Real Estate, Economics preferred.
• Ability to foster and maintain commercial relationships with high level of competency.
• Ability to identify risk within credit requests.
• Proficient in Microsoft Office products with advanced knowledge financial analysis and modeling.