FUNCTION: Working under the direction and guidelines established by the Director of Commercial Banking and Team Leader, the Commercial Banking Senior Relationship Manager is responsible for developing, securing, servicing, and retaining a complex portfolio of commercial client relationships, including both Commercial & Industrial (C&I) and Commercial Real Estate (CRE) opportunities. This role is accountable for achieving portfolio growth, relationship profitability, client retention, deposit and fee income growth, credit quality, and sales objectives aligned with Bangor Savings Bank's strategic plans and financial goals. The Senior Relationship Manager is expected to exercise sound independent judgment, demonstrate strong market presence, and maintain a comprehensive understanding of commercial credit delivery, portfolio management, risk administration, and Bangor Savings Bank's policies and procedures.
ACCOUNTABILITIES:
Client Relationship and Portfolio Management:
Maintain and deepen existing client relationships through a disciplined contact strategy, proactive service, and a consistent focus on client satisfaction and retention.
Serve as a trusted advisor to commercial clients by understanding their business objectives, financial needs, risk profile, ownership structure, and long-term growth plans.
Identify opportunities to expand relationships through appropriate credit, cash management, deposit, and related financial solutions that support client needs and generate sustainable revenue for Bangor Savings Bank.
Utilize and maintain the customer database ("Spark") as a relationship management, sales planning, and cross-sell coordination tool.
Business Development and New Client Acquisition:
Build and maintain a strong network of centers of influence, community leaders, business owners, developers, investors, and internal partners to increase market share through new client acquisition.
Achieve agreed-upon calling, prospecting, and relationship development goals for centers of influence, business prospects, existing clients, and community organizations.
Develop and manage a high-quality pipeline of new lending, cash management, and fee-income opportunities consistent with market strategy and risk appetite.
Work closely with internal product partners to deliver comprehensive commercial banking proposals that address the client's credit, cash management, deposit, and related financial needs.
Use Spark and other approved tools to manage sales activity, document client/prospect interactions, and coordinate marketing efforts with Bangor Savings Bank partners.
Apply the IMPACT sales process to create disciplined, measurable business development activity, including intentional prospect planning, needs-based discovery, solution alignment, timely follow-up, and clear accountability for advancing opportunities through the pipeline.
External Development Activities:
Develop and manage referral sources outside of Bangor Savings Bank, including attorneys, accountants, consultants, brokers, and other professional advisors.
Maintain a visible and credible presence in assigned markets through community involvement, industry events, business organizations, and targeted market outreach.
Establish and execute a specific contact strategy for referral sources, prospects, and key market participants.
Leadership and Market Representation:
Represent Bangor Savings Bank professionally in the market and serve as a visible ambassador for the Bank's commercial banking capabilities, values, and community commitment.
Collaborate across Commercial Banking, Cash Management, Retail, Wealth Management, and other internal teams to deliver coordinated client solutions.
Support team development by sharing market knowledge, credit insight, relationship management practices, and business development strategies with colleagues.
Credit Origination and Opportunity Execution:
Identify, evaluate, and secure new and expanded C&I and CRE lending opportunities from existing clients and prospects, developing a comprehensive understanding of the request, repayment source, collateral support, business model, market position, and inherent credit risks.
Structure and negotiate appropriate terms, conditions, covenants, pricing, and credit facility design consistent with client needs, Bank policy, and risk appetite.
Coordinate and oversee the loan proposal preparation process, working with direct team members and the Credit Department to ensure timely, accurate, and well-supported credit approvals.
Oversee the loan documentation and delivery process, including commitment letter preparation, negotiation and acceptance, appraisal, environmental and legal documentation review, and loan closing.
Credit Administration:
Actively manage the credit risk exposure of assigned C&I and CRE relationships, including timely identification and escalation of emerging credit concerns.
Maintain effective communication and information channels with clients to collect required financial statements, tax returns, borrowing base certificates, rent rolls, covenant reporting, collateral information, and other credit-related documentation in accordance with BSB Loan Policy.
Monitor portfolio performance, including covenant compliance, maturities, past dues, overdrafts, borrowing base performance, collateral trends, exceptions, and risk rating accuracy.
Respond proactively to changing credit risk profiles and emerging portfolio trends, including timely recommendation of risk rating changes, action plans, and remediation strategies when warranted.
Review and respond to Credit Department analysis of financial statements, borrowing base documents, covenant testing, collateral reporting, and other portfolio monitoring reports.
Partner with Credit, Loan Operations, Portfolio Management, and other internal teams to ensure accurate documentation, timely renewals, appropriate exception tracking, and effective management of criticized or classified assets.
Compliance and Control:
Ensure assigned activities are conducted in accordance with applicable local, state, and federal regulations, Bangor Savings Bank policies, internal procedures, and required control processes.
Maintain awareness of and comply with requirements related to BSA/AML, OFAC, Fair Lending, CRA, information security, privacy, loan policy, and other applicable regulatory and risk management standards.
Complete required training in a timely manner and support a strong control environment through accurate documentation, appropriate approvals, timely exception resolution, and effective issue escalation.
General:
Interact effectively and collaboratively with clients, colleagues, business partners, and leadership, with a focus on achieving Bank goals and objectives through teamwork.
Provide leadership, guidance, and informal coaching to junior bankers, analysts, and internal partners as appropriate.
Conform to acceptable punctuality and attendance standards as expressed in the Employee Handbook.
Perform additional duties as requested.
Relationships/Portfolio:
Typically manages 20-40 relationships.
Average portfolio size generally ranges from $75MM to $150MM.
Typical portfolio characteristics include businesses, developers, investors, and owners requiring complex C&I and CRE credit structuring, sophisticated cash management solutions, and a full suite of related financial products. Clients generally operate in highly competitive markets and often maintain a formal CFO or finance function.
Knowledge/Skills/Experience Requirements:
Bachelor's degree required; majors in business, finance, accounting, or economics preferred. Master's degree or relevant professional banking education helpful.
10-15+ years of commercial lending experience, with proven relationship management, business development, credit structuring, and financial analysis capabilities.
Thorough understanding of commercial credit delivery, including C&I and CRE underwriting, structuring, approval, documentation, closing, portfolio monitoring, and credit administration.
Demonstrated ability to source, secure, and manage complex commercial relationships while balancing client needs, profitability, credit quality, and risk appetite.
In-depth knowledge of the features, functions, and benefits of key commercial banking, treasury, deposit, and related financial products.
Knowledge and experience with specialized lending, corporate finance, commercial real estate finance, and derivative products preferred.
Demonstrated ability to build trusted advisor relationships with complex commercial clients, prospects, referral sources, and internal partners.
Strong analytical, organizational, negotiation, verbal communication, and written communication skills.
Ability to manage complex problems, competing priorities, sensitive client situations, and time-sensitive credit or relationship matters.
Demonstrated personal computer literacy and ability to effectively use relationship management, financial analysis, and bank operating systems.
Previous sales experience or formal sales training preferred.
Proactive planner and self-motivated business developer with the ability to source, secure, and service complex C&I and CRE opportunities.
Driver's license and reliable transportation required.
Physical Demands/Conditions Requirements:
General office environment.
Moderate lifting up to 35 lbs. may be required. Moderate reaching, walking, sitting, and standing may be required.
Equipment Used:
General office equipment.
External and internal applications, as well as position incumbents who become disabled, must be able to perform the essential functions (as listed) either unaided or with the assistance of a reasonable accommodation to be determined by management on an individual basis.
At Bangor Savings, we understand the importance of continuing to nurture an internal culture of excellence for each of our employees. We offer internal and external training to assist our employees in realizing their career aspirations including internships, lateral training, management training, and tuition reimbursement.
We also offer a unique set of benefits designed to support our employees in living their best life and achieving their goals. Our holistic health and wellness programs allows each employee to customize their approach to well-being. And our pay, rewards, recognition, and incentive programs ensure that they are well-compensated for a job well-done.
At Bangor Savings Bank, the work our employees do each and every day allows us to deliver on our promise to make a difference in the lives of people in New England in a way that really matters.
Bangor Savings Bank provides equal employment opportunities to all applicants and employees without regard to race, color, religion, gender, sexual orientation, age, national origin or any other class protected under state or federal law and affirmatively seeks to advance the principals of equal employment opportunity. In addition, the Bank is committed to providing equal employment opportunities to qualified persons with disability, veterans, and/or disabled veterans. No question on this application is intended to secure information to be used for such discrimination, this application will be given every consideration, but its receipt does not imply that the applicant will be employed. This application will remain active for a period of 90 days. If, after such time, you still wish to be considered for employment, you must reapply. Bangor Savings Bank does provide workers compensation coverage for employees injured on the job. It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.
