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Commercial Relationship Manager III

First Horizon Bank

Naples, FL

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JOB DETAILS
SKILLS
Accounting Close, Banking Services, Bridge Building, Brokerage, Business Banking, Business Loans, Capital Markets, Cash Management, Commercial Banking, Commercial Real Estate, Commitment Letter, Credit Analysis, Credit Risk, Customer Relations, Customer Relationship Management (CRM), Customer Relationship Management (CRM) Systems, Customer Retention/Renewal, Customer Training, Customer/Client Research, Facebook, Financial Planning, Financial Services, Financial Strategy, Fixed Income Investments, Insurance, Loan Closing, Loan Origination, Loan Policy, Loan Structuring, Loans, Long-Term Profit, Maintain Compliance, Market Trend Analysis, Microsoft Excel, Microsoft Outlook, Microsoft Word, Mortgage, Needs Assessment, Plan Meetings, Pricing, Private Banking, Profit & Loss, Regulatory Requirements, Relationship Management, Retail, Revenue Growth, Risk Adjusted Return on Capital (RAROC), Sales Management, Small Business, Stewardship, Team Lead/Manager, Training/Teaching, Treasury Management, Underwriting, Wealth Management
LOCATION
Naples, FL
POSTED
5 days ago
Location: On site in North Palm Beach, FL

Summary

Commercial Relationship Managers are the client-facing key to our core business of commercial banking. This role requires significant commercial real estate (CRE) loan origination experience and whole-bank knowledge across depository, cash management/treasury, private banking, and other bank business lines. You'll nurture banking relationships with high revenue generating organizations to help them achieve mutually beneficial business goals and strengthen our communities. CRMs service a wide variety of business and individual loans to build long-term and profitable customer relationships in order to maximize portfolio revenue growth and asset quality. The most successful individuals in this role are able to build on existing relationships, pursue new clients, and ensure we deliver the highest level of service while providing sound asset stewardship through a balance of risk and credit decisions.

Key Responsibilities Include
  • Expand existing client relationships which generate incremental revenue for the bank while developing new client relationships which generate acceptable returns for the bank
  • Work with the Management and Underwriters to analyze the credit strengths and weaknesses of prospective borrowers and make loan decision recommendations, make recommendations on loan pricing which are competitive with the marketplace and achieve an acceptable return for the bank, and structure loans (term, covenants, collateral, guarantees, etc.) which appropriately protects the bank
  • Work with Management to recognize client needs and matching the bank's capabilities to meet these needs
  • Maintain a thorough knowledge of bank's lending policies and regulatory requirements
  • Maintain proper house-holding of relationships
  • Gather financials for new and renewal opportunities with clients.
  • Prepare Opportunity Memos (with Management) as needed for new and renewal requests to initiate underwriting process.
  • Work directly with the underwriter to ensure accurate reflection of financials and to ensure accurate preparation of Loss Given Default, Probability of default and Risk Adjusted Return on Capital models at time of new/renew requests.
  • Coordinate deal team meetings between Relationship Manager, Market President, Senior Credit Officer, and Underwriter
  • Finalize term sheets to meet client and bank needs
  • Engage underwriting to update results of term sheet accordingly and as needed to be reviewed by deal team
  • Builds and maintains a portfolio mix of targeted high value and high potential clients. Emphasis on CRE and C&I relationships to drive prudent growth and profitability.
  • Acts as a financial advisor by educating the customer about financial strategies (e.g. Financial planning, investments, insurance, credit, market trends) based on customer profile and financial plan, and matching customer needs with appropriate products and services. Monitors customer information/products, financial plan and market trends to identify new customer needs and opportunities to deliver further customer value.
  • Work with Manager to coordinate credit decision with Market President, Senior Credit Officer, Executive Credit Officer, Chief Credit Officer and Chief Operations Officer. Create/Prepare Commitment Letter with Management supervision
  • Finalize any required conditions precedent as needed to ensure Loan Closing has all items needed
  • Responsible for reviewing closing documents, communicating with clients and identifying portfolio weaknesses and trends and alerting management (Group Manager, Market President, Senior Credit Officer) to deteriorating portfolio conditions
  • Ensures client adherence to covenants with review of calculations, key provisions, and recommendations according to policy
  • Originate CRE credit facilities (e.g., construction, bridge, term loans, and lines), partnering with underwriting and credit to ensure sound structures, appropriate covenants, and policy compliance.

Qualifications Include
  • Bachelor (4-year college) degree
  • 6-8 years of experience or an equivalent combination of education and experience
  • Experience with Microsoft Outlook, Word, and Excel
  • Significant CRE loan origination experience with a track record of sourcing, structuring, and closing transactions.

About UsFirst Horizon Corporation is a leading regional financial services company, dedicated to helping our clients, communities and associates unlock their full potential with capital and counsel. Headquartered in Memphis, TN, the banking subsidiary First Horizon Bank operates in 12 states across the southern U.S. The Company and its subsidiaries offer commercial, private banking, consumer, small business, wealth and trust management, retail brokerage, capital markets, fixed income, and mortgage banking services. First Horizon has been recognized as one of the nation's best employers by Fortune and Forbes magazines and a Top 10 Most Reputable U.S. Bank. More information is available at www.FirstHorizon.com .

Benefit Highlights
• Medical with wellness incentives, dental, and vision
• HSA with company match
• Maternity and parental leave
• Tuition reimbursement
• Mentor program
• 401(k) with 6% match
• More -- FirstHorizon.com/First-Horizon-National-Corporation/Careers/Our-Benefits

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About the Company

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First Horizon Bank