ESSA Bank, Commercial Relationship Manager

Essa Bank • Wilkes-Barre, PA • 2d ago

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Job Type

Full-time

Description

The Commercial Relationship Manager is responsible for managing and growing a portfolio of business clients by delivering customized financial solutions. This role involves developing new business opportunities, maintaining strong client relationships (includes collection efforts), and ensuring the profitability and credit quality of the portfolio.

Below is a list of essential functions of this position. Additional responsibilities may be assigned in the position.

KEY RESPONSIBILITIES

Client Relationship Management

Serve as the primary point of contact for a portfolio of commercial clients.

Build and maintain long-term relationships with business owners, CEO/President, CFOs, and other key decision-makers.

Conduct regular client reviews to assess financial needs and satisfaction.

Credit and Lending

Analyze financial statements and assess creditworthiness of clients.

Structure and negotiate commercial loans and credit facilities.

Work with credit analyst to assist with the underwriting of credit proposal.

Approves loans within specified limits or present loans to loan committee for approval.

Portfolio Management

Monitor portfolio performance, including loan covenants, renewals, and risk ratings.

Identify and mitigate potential risks within the portfolio.

Ensure compliance with internal policies and regulatory requirements.

Business Development

Identify and pursue new business opportunities through networking, referrals, and market research.

Actively promote products and services and refer existing and potential customers to Treasury Management, Private Banking, and Wealth and Asset Management.

Collaborate with product specialists to deliver comprehensive financial solutions.

Internal Collaboration

Work closely with credit analysts, commercial services, and operations teams to ensure smooth onboarding and servicing of clients.

Participate in team meetings.

Ensures loan documents are complete and accurate according to policy.

ATTITUDES

Builds positive relationships with internal and external clients by valuing other's feelings and rights in both words and actions, and embracing other's unique beliefs, backgrounds, and perspectives by demonstrating:

Respect - Demonstrate that the feelings and rights of others are valued

Client Focus - The relationships built with customers/co-workers are top priority.

Inclusion - Embrace one another's unique backgrounds, perspectives, beliefs and experiences that demonstrate and support a welcoming environment. Display an empathetic approach to interactions and promote a feeling of belonging among co-workers and clients alike.

BEHAVIORS

Demonstrates strong business ethics and honest behaviors and the ability to positively influence and work with others to achieve excellent results by demonstrating:

Leadership - Influence toward the achievement of goals. Take a leadership role in projects, initiatives, processes, task and client relationships.

Integrity - The degree to which being honest and having strong business ethics are practiced and to which they abide by company policies and procedures.

Collaboration - Work with others to produce or create excellence.

Volunteerism - Seek opportunities to support volunteerism in the local community, increase the bank's outreach, and cultivate new business.

COMPETENCIES

Reflects skill, good judgement, positive conduct, and personal responsibility for assigned areas. Seeks to implement and leverage services and technologies that create efficiencies by demonstrating:

Accountability - Maintain personal responsibility

Innovation - Think outside the box for new and original ideas. Evaluate processes and recommend solutions to improve experience or efficiency

Professionalism - Practice the skill, good judgment, attitude, and conduct characterized by a person in a business environment.

POSITION LEVEL(S) EXPECTATIONS

Title of Commercial Relationship Manager - Officer, AVP, VP or SVP is dependent on education level, years of experience and the areas listed below:

Track record of business development and client acquisition

Level of understanding of financial statements and risk assessment

Familiarity with regulatory requirements and compliance standards

Portfolio management

Client relationship development

Level of experience with structuring and negotiating loan terms

SEEKS PROFESSIONAL DEVELOPMENT OPPORTUNITIES

Actively participate in expanding skill sets and career paths by attending training programs, workshops, certifications, and educational resources relevant to the role. Set stretch assignments and cross functional opportunities that foster growth and learning.

Requirements

QUALIFICATIONS, EDUCATION, & EXPERIENCE

To perform this position successfully, an individual must be able to perform each essential position requirement satisfactorily and a skills inventory is listed below. Bachelor's degree (B.A.) from a four-year college or university; or related experience and/or training, or equivalent combination and experience. Two -ten+ years of experience in commercial banking, depending on level (Officer, AVP, VP, SVP). A background screening will be conducted.

LANGUAGE SKILLS: Ability to read, comprehend, and interpret documents. Possesses professional communication and interpersonal skills to write and speak effectively both one-on-one and before groups of clients or employees of the organization. Ability to communicate to clients directly and effectively.

TECHNOLOGY SKILLS: To perform this job successfully, an individual must be able to perform each essential position requirement satisfactorily and a skills inventory is listed below. Successful completion of required background checks is required.

MATHEMATICAL SKILLS: Ability to add, subtract, multiply, and divide in all units of measure. Ability to compute rate, ratio, and percent and to draw and interpret bar graphs. Apply mathematical fractions, perce

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