Commercial Relationship Manager

Summary

The Commercial Relationship Manager plays a critical role in fulfilling Tropical Financial Credit Union's mission to guide members through the financial marketplace by developing and managing comprehensive commercial banking relationships. This position is responsible for driving growth across the full spectrum of commercial services, including commercial real estate lending, deposit acquisition, and treasury management solutions.

This role goes beyond transactional lending to serve as a trusted advisor, delivering holistic financial solutions that deepen relationships and maximize member value. The Commercial Relationship Manager is expected to proactively source and develop new business opportunities while expanding and retaining an existing portfolio through strong relationship management, strategic cross-selling, and exceptional service.

Success in this role requires a results-driven approach, strong financial acumen, and the ability to build long-term partnerships within the community.

Essential Duties and Responsibilities.

Business Development & Relationship Management

• Uphold Tropical Financial Credit Union's Service Standards of Excellence in all interactions.
• Develop, manage, and grow a portfolio of commercial relationships with a focus on commercial real estate clients and investors.
• Proactively originate new business opportunities, including commercial loans, deposits, and treasury management services.
• Serve as the primary point of contact and trusted advisor for members, delivering tailored financial solutions that meet both borrowing and cash management needs.
• Build and maintain relationships with key community stakeholders including business owners, real estate investors, brokers, attorneys, and CPAs.
• Identify target markets and centers of influence to position the Credit Union as a preferred commercial financial partner.
• Represent the Credit Union at networking events and within the community to promote brand awareness and business growth.

Commercial Lending & Portfolio Management

• Originate, structure, and close commercial loans, with a strong emphasis on commercial real estate (CRE) transactions.
• Conduct detailed financial analysis to evaluate creditworthiness and structure appropriate lending solutions.
• Prepare and present loan packages to the Business Loan Committee with clear, accurate, and well-supported recommendations.
• Manage an assigned loan portfolio, ensuring ongoing credit quality, covenant compliance, and timely financial reporting.
• Monitor loan performance and proactively address potential risk issues, including delinquency management.

Deposit Growth & Treasury Services

• Drive deposit growth by identifying and capturing operating accounts and excess liquidity associated with commercial lending relationships.
• Partner with internal treasury and cash management teams to deliver solutions such as ACH, wire services, remote deposit capture, and cash flow management tools.
• Actively promote and cross-sell deposit and treasury products to deepen relationships and enhance member retention.
• Ensure alignment between lending and deposit strategies to optimize overall relationship profitability.

Compliance and Risk Management

• Ensure adherence to sound lending practices and all applicable federal and state regulations.
• Maintain accurate and complete loan and relationship documentation in accordance with internal policies and audit standards.
• Stay informed of market trends, economic conditions, and regulatory changes impacting commercial banking.
• Assist with audits and examinations, addressing findings in a timely and effective manner.

Collaboration & Cross-Functional Partnership

• Collaborate with internal business units to deliver comprehensive financial solutions and seamless member experience.
• Identify opportunities to cross-sell additional Credit Union products, including consumer banking and wealth solutions where appropriate.
• Provide feedback to leadership on market conditions, competitor activity, and product development opportunities.
• Maintain a strong working knowledge of all commercial products and services.
• Collaborate and provide coaching and mentoring to Market Managers, Assistant Managers and other branch personnel. Additionally, when needed, also provide training and coaching to other credit union teammates on the importance and value of the overall commercial banking platform.

BSA Compliance

Every employee is required to uphold the Credit Union's compliance with the Bank Secrecy Act (BSA) and Anti-Money Laundering (AML) policies and procedures.

• Maintain awareness of unusual or suspicious activities relevant to commercial relationships.
• Complete required BSA, OFAC, and compliance training annually.
• Ensure compliance with regulatory requirements including the SAFE Act (if applicable).
• Demonstrate working knowledge of BSA, CIP, USA PATRIOT Act, OFAC, and Fair Lending regulations.
• Adhere to all TFCU policies and procedures to ensure regulatory compliance.

Additional Responsibilities

• Perform related duties as required, with or without accommodation.

We offer Excellent Benefits such as:

• Medical, Rx, Dental, and Vision Insurance
• Retirement Profit Sharing 401K Plan
• Accident, Cancer and Hospital Indemnity Plan
• Prepaid Legal
• Voluntary Life Insurance
• Pet Discount Program
• Paid Time Off/ 11 Paid Holidays
• Tuition Reimbursement/Student Loan Paydown Program
• And so much more!

Education and Experience

• Bachelor's degree in Business, Finance, or a related field (or equivalent experience).

• 5-8 years of experience in commercial banking or relationship management, with a strong emphasis on:

• Commercial real estate lending

• Business development

• Deposit and treasury services

• Proven track record of developing and managing full commercial relationships.

Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Skills and Competencies

• Strong business development and sales orientation with a relationship-first mindset.
• Excellent written and verbal communication skills.
• Advanced interpersonal and relationship-building capabilities with diverse stakeholders.
• Solid financial and credit analysis skills.
• Self-motivated with the ability to work independently and manage a portfolio.
• Proficiency in Microsoft Office Suite and commercial lending systems.
• Ability to deliver compelling presentations to individuals and groups.
• Strong organizational, time management, and problem-solving skills.
• High level of integrity, professionalism, and confidentiality.
• Technically proficient in navigating financial systems and communication tools.
• Detail-oriented with the ability to interpret policies and recommend improvements.
• Team-oriented, collaborative, and engaged.
• Willingness to work flexible hours, including evenings and weekends as needed.

Physical Demands: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand, walk, sit and use hands to handle or touch. The employee is occasionally required to reach with hands and arms. The employee must occasionally lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision, and ability to focus. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.