Business & Commercial Relationship Manger

Business & Commercial Relationship Manager 

Deparrment: Business & Commercial Services

Reports: VP-Commercial/Business Lending 

Employment Status: Full Time 

Classification: Exempt 

Position Summary:

The business & Commercial Relationship Manager is responsible for originating, underwriting, and managing a commercial loan portfolio while proactively identifying and mitigating credit risks to maintain strong portfolio quality and minimizing delinquencies. This role drives member value and credit union growth by building strong relationships with existing and prospective members, delivering exceptional service, and expanding utilization of deposit accounts, loans, and other financial services through effective cross-selling. 
Responsibilities:

• Primarily responsible for originating, reviewing, and evaluating commercial loan requests including CRE, C&I, and equipment financing to determine if the deal makes sense from a risk and credit perspective
• Proactively develop commercial relationships to include deposit and treasury management services
• Review loan applications for eligibility and ensure new requests are consistent with policy guidelines
• Request documentation, build applicant/member loan files, and review credit information for completeness
• Exercises due diligence and consider an underwriting philosophy to include risk, experience, collateral, cash flow, liquidity, and profitability analysis to assure it aligns with the Credit Union’s lending policy
• Prepare written summary of loan terms, conditions, and due diligence explaining the credit request to assure the underwriting team has a clear understanding of the business background and justifications for advancing the credit for formal approval, and assigned risk rating
• Improve the condition and performance of the loan portfolio by reducing delinquencies through enhanced collection strategies and strengthened underwriting techniques
• Develop and maintain business relationships and referral sources throughout the community
• Proactively expand product utilization among existing members by cross-selling retail/consumer deposit accounts, loans, and other financial services during member interactions and interviews.
• Respond promptly, professionally and accurately to inquiries and concerns from members and internal partners
• Perform other job-related duties as assigned

Knowledge and Skills

• Advanced ability to evaluate borrower creditworthiness, assess repayment capacity, and identify/mitigate credit risks.

• Proven ability to build and maintain strong relationships with members and prospects.

• Proactively cross-selling other credit union services.

• Skill in monitoring loan portfolios, identifying early warning signs of delinquency, and implementing effective collection and workout strategies.

• Excellent verbal and written communication skills with the ability to present complex credit recommendations clearly to credit committees, members, and internal stakeholders.

• Strong consultative selling skills focused on identifying member needs and expanding product utilization.

• Ability to ensure all lending activities comply with policies, procedures, and applicable regulations while maintaining sound risk controls.

• Demonstrated ability to manage a pipeline of commercial loans while delivering timely, professional responses to members and internal inquiries.

• Knowledge of laws and regulations governing credit unions.

• Knowledge of computers and software applications.

Education and Experience

• Bachelor’s degree in business, Finance, Accounting, or related field (Preferred)

• Formal Commercial Credit Training (Preferred)

• Minimum 3 years of commercial loan officer experience preferably in credit union or community bank environment (Required)

• Minimum 2 years of commercial underwriting / analyst experience (Preferred)

• Minimum 2 years of related sales experience (Preferred)

• Strong working knowledge of commercial credit analysis, loan structuring, and regulatory compliance.

ADA Requirements

• Perform primarily sedentary work with limited physical exertion and occasional lifting of up to 5 lbs. Must be capable of climbing/descending stairs in emergency situations. Must be able to operate routine office equipment including telephone, copier, facsimile, and calculator. Must be able to routinely perform work on computer for an average of 6-8 hours per day. Must be able to work extended hours whenever required or requested by management. Must be capable of regular, reliable, and timely attendance.