Relationship Manager

Title: Relationship Manager

Reports to: Vice President of Commercial Services

Supervises: None

Status: Exempt

Objective

The Relationship Manager is responsible for actively developing business contacts within the community and providing business banking solutions with loan, deposit, and ancillary products to meet or exceed budgeted goals. Responsible for receiving, reviewing, evaluating, and pre-qualifying business loan requests. Meets with and manages member and potential member needs through a holistic relationship management approach, which includes understanding their business and personal needs as well. Meets with members to explain KEMBA’s products and services and to present them as possible solutions. Collects loan information and documentation. Serves members and prospective members promptly and professionally. Provides general Credit Union information and cross- sells services. Assists internal and external Business Services personnel as needed.

Duties and Responsibilities

• Assumes responsibility for the effective and professional completion of assigned business services functions:
• Focuses primarily on smaller and less complex lending relationships
• Interviews, takes applications, and processes preliminary documentation on business loan requests, Discussing loan alternatives, credit criteria, interest rates and loan documentation in such a manner as to elicit positive responses from members
• Analyzes and evaluates loan requests and prepares written submission for consideration by the Business Loan Committee or underwriter identifying problems or potential problems with credit information and coordinates with the necessary party to resolve the problems
• Assists in review of construction loan advances on commercial properties, as needed
• Conducts property inspections as assigned as well as annual site visits
• Follows-up and collects updated documents needed to renew matured loans
• Assists in the collection of delinquent accounts as required
• Completes lending functions in accordance with established Credit Union policies and legal requirements
• Works with businesses to establish and grow deposit relationships
• Offers business credit cards and merchant card services to all eligible business members
• Works within a Market Area Team toward meeting multiple-product goals including business and personal products
• Assumes responsibility for establishing and maintaining effective and professional business relations with members and trade professionals:
  • Answers questions and resolves requests
  • Keeps borrowers informed of Credit Union loan policies and services
  • Meets with applicants whose loans are denied and explains reasons and alternatives, as needed
  • Maintains and projects the Credit Union’s professional reputation
  • Cultivates Credit Union presence in the community by regularly representing Credit Union at business group meetings, Chambers of Commerce, networking groups, etc. in the Credit Union’s major markets
• Assumes responsibility for establishing and maintaining effective communication, coordination and working relations with Credit Union personnel and with management:
  • Coordinates functions with related departments and branches and provides support as needed
  • Assists Business Development personnel and provides support with Select Employee Groups (SEGs) as needed
  • Keeps management informed of area activities and of any significant problems
  • Attends and participates in meetings and committees as required
  • Completes required reports and records
• Assumes responsibility for related duties as required or assigned:
  • Cross-sells Credit Union services
  • Stays informed regarding changes in lending standards and related legal requirements
  • Completes special projects as assigned
• Assists in development of new products/services
• Performs all duties in a manner that is fully compliant with applicable industry regulations as well as KEMBA policy and procedures
• Develops an understanding of Credit Union history, philosophy, organization, policies, and operational procedures
• On a self-direct basis, continues to improve individual level of competency through training and certification on established educational programs
• Relates to others beyond giving and receiving instructions:
  • Communicates with coworkers or peers without exhibiting behavioral extremes
  • Performs work activities requiring negotiating, instructing, supervising, persuading, or speaking with others
  • Responds appropriately to criticism from a supervisor
  • Performs other duties as required by management

Required Qualifications

• Undergraduate degree in Business or a related field, or equivalent combination of training and work experience
• Understanding of financial analysis and determination of credit worthiness
• One to three years of business banking or commercial lending experience
• Excellent communication and public relations skills
• Strong analytical abilities

Physical Demands

The physical demands listed below represent those necessary to perform the essential functions of this role. Reasonable accommodation may be provided to enable individuals with disabilities to perform these functions.

The employee is regularly required to sit, use their hands, reach with arms, and communicate verbally and orally. Occasional standing, walking, and lifting of objects up to 25 pounds are required. Vision requirements include close, distance vision, and focus adjustment.

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