Overview:
The Commercial Relationship Manager (CRM) develops, expands, and manages commercial banking relationships in Northern Virginia. Working closely with Business Services, retail channels, Credit Administration, and other internal partners, the CRM drives commercial loan and deposit growth while delivering comprehensive financial solutions to business members. The role originates and manages commercial lending relationships, primarily focused on Commercial & Industrial (C&I) and Owner-Occupied Commercial Real Estate (OOCRE), and is responsible for new business development, relationship management, loan origination, pre-screening, deal structuring, and ongoing portfolio management.
Performance objectives include commercial loan production, deposit growth, fee income, relationship profitability, portfolio growth, credit quality, member retention, and the development of new business relationships and Centers of Influence (COIs).
Responsibilities:
- Develop and manage a portfolio of commercial relationships, with an emphasis on C&I and OOCRE
- Generate new commercial loan, deposit, and fee-income opportunities through direct outreach, referrals, networking, community involvement, and Centers of Influence (COIs)
- Develop and execute an effective business development and calling program targeting businesses and industries aligned with NWFCU's risk appetite and strategic objectives
- Meet with existing and prospective members to understand their financial needs, strengthen relationships, and identify opportunities for additional lending, deposit, Treasury Management, and other financial solutions
- Maintain an active prospect pipeline and manage opportunities from initial contact through loan closing and relationship onboarding
- Conduct preliminary credit assessments and evaluate prospective lending opportunities for alignment with NWFCU's credit standards and loan policies
- Perform timely, prudent, and thorough credit evaluations, including analysis of financial statements, cash flow, collateral, guarantor support, industry conditions, and overall repayment capacity
- Coordinate and oversee the commercial credit process, including loan origination, pre-screening, financial analysis, due diligence, deal structuring, credit approval, documentation, and closing
- Structure and process new loans, renewals, extensions, modifications, and other servicing requests in accordance with established lending authority, credit policy, and procedures
- Review credit memoranda and related underwriting analysis for completeness, accuracy, appropriate loan structure, risk identification, and credit recommendations
- Recommend appropriate loan pricing and structure in consultation with the AVP of Commercial & SBA Lending
- Monitor assigned commercial relationships for financial performance, covenant compliance, risk ratings, past dues, maturities, and emerging credit concerns
- Obtain and maintain current financial information and required documentation for assigned commercial relationships
- Proactively identify deteriorating credit conditions and collaborate with management and Credit Administration to develop appropriate action plans
- Collaborate with Business Services, Treasury Management, Retail Banking, Credit Administration, and other departments to deepen member relationships and identify cross-selling opportunities
- Provide a high level of member service through timely, professional, and responsive communication throughout the lending and relationship-management process
- Maintain knowledge of commercial lending practices, market conditions, competitive activity, NWFCU policies, and applicable regulatory requirements
- Ensure compliance with NWFCU policies and procedures and applicable NCUA and other regulatory requirements
- Understand and adhere to NWFCU policies and procedures related to the Bank Secrecy Act (BSA), Anti-Money Laundering requirements, and other applicable regulations
- Perform other related duties as assigned
- Remains cognizant of and adheres to NWFCU policies and procedures as well as regulations pertaining to the Bank Secrecy Act (BSA)
Qualifications:
Required
- Bachelor's degree in Business Administration, Finance, Accounting, Economics, or a related field, or an equivalent combination of education and relevant commercial banking experience
- Minimum of 2 years of commercial lending experience, preferably including C&I and owner-occupied commercial real estate lending
- Demonstrated knowledge of commercial credit underwriting, financial statement analysis, cash flow analysis, accrual and cash accounting concepts, collateral analysis, and commercial loan documentation
- Demonstrated ability to evaluate commercial credit opportunities and recommend appropriate loan structures consistent with established credit policies
- Ability to generate commercial loans, deposits, and fee income from existing and prospective business members
- Ability to develop and maintain effective relationships with members, prospects, internal business partners, service providers, and external Centers of Influence (COIs)
- Strong business development and relationship-management skills, with the ability to establish new relationships and expand existing member relationships
- Working knowledge of commercial loan structuring, pricing, documentation, and portfolio management
- Ability to effectively manage multiple loan opportunities, portfolio responsibilities, deadlines, and member relationships
- Strong problem-solving, negotiation, and conflict-resolution skills
- Effective written and verbal communication skills, including the ability to communicate commercial credit recommendations clearly and professionally
- Ability to work effectively both on-site at NWFCU's Herndon, Virginia headquarters and remotely in accordance with the Credit Union's flexible work schedule
- Ability to comply with all NWFCU policies, procedures, lending standards, and applicable regulatory requirements
- Ability to work Mon-Fri 8:00AM – 4:30PM
Preferred
- Formal commercial credit training, such as Omega Performance, RMA certification/training, or equivalent commercial credit education
- Experience with C&I and OOCRE lending
- Knowledge of Treasury Management products and commercial deposit solutions
- Established business relationships and Centers of Influence within Northern Virginia
- Demonstrated history of commercial loan and deposit production
- Existing book of commercial business or demonstrated ability to develop a commercial banking portfolio
Additional Compensation:
Northwest Federal offers a comprehensive and inclusive benefits program, which includes medical, dental and vision plans for you and your family, 4 weeks paid vacation, 12 paid holidays, 24 hours of paid volunteer time, parental leave, company paid disability and life insurance, and a generous 401(k) plan with up to 7% employer match.
Base compensation for this role ranges from $80,720 – $137,248 annually, depending on experience and qualifications.
EEO Notice:
Northwest Federal Credit Union is an Equal Opportunity Employer and will consider all qualified applicants without regard to race, color, age, religion, sex, sexual orientation, gender identity, genetic information, national origin, disability, protected veteran status or any other classification protected by law.
NWFCU complies with federal and state disability laws and makes reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact the Human Resources Department at 703-709-8900 or HRDepartment@nwfcu.org.