SVP, Relationship Manager

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Job description

Established in 1996, Community Bank of the Bay is an independent, multiple award-winning community-focused bank with over 20 years of active financial investment in businesses and individuals in the San Francisco Bay Area. Our clients include numerous organizations from many industries, including local nonprofits, multi-generational businesses, creative professionals, and owner-operators experiencing change, growth, or expansion.

At CBB, we believe you can only truly serve a community when you are part of it. As the first Community Development Financial Institution (CDFI) formed in California, we are actively involved in local community life. In fact, that's the whole thought behind community banking: your funds invested locally, through local decisions, by local people, driving the success of the broader community. Our mission is to foster and promote economic development in the communities we serve.

At Community Bank of the Bay, our employees are our greatest asset, and we recognize that our success as a community bank is because of our extraordinary staff. We offer a welcoming, friendly, caring work environment with competitive compensation, a strong and robust benefits program, and an emphasis on healthy work/life balance.

Our six core values of Sustainability, Empowering, Respect, Trust, Commitment and Relationship building represent what we stand for and believe in as an organization. Every day, we strive to align our behaviors to these core values in everything we do.

Overview

The SVP, Relationship Manager develops and maintains account relationships, both credit and non-credit. Provides a full range of commercial banking services, including SBA products and develops new business and client relationships; producing a variety of commercial loans; generating and managing a portfolio of business and corresponding relationships; seeking new business through calling efforts, marketing, and referrals; as well as coordinating the cross-sale and delivery of bank products and services to clientele while serving as a trusted advisor. Underwrites, structures, and closes commercial loans that meet established lending requirements and maximizes profitability to the Bank with minimal risk. The SVP, Relationship Manager executes a disciplined approach to achieving or exceeding assigned business growth goals while focusing on the client experience and providing high quality service to expand the current customer base while emphasizing loans and deposits. Generates new and profitable financial relationships; promotes the bank's products and services for the purposes of obtaining new business and growing existing business for the bank. Demonstrates expert knowledge of internal and regulatory lending policies, procedures, and processes. Supports the bank's mission and CDFI status.

Duties and Responsibilities

Establishes and services a sound loan portfolio by cultivating new and expanding existing business through an effective customer reach program. Regularly achieves or exceeds agreed-upon benchmarks and annual goals.

Actively develops and maintains a portfolio of prospects, customer referrals, and community organizations from the current client base, referral leads, and other sources for business development opportunities.

Develops strategies to broaden existing relationships with loan and deposit customers. Builds robust, profitable relationships with client/prospect's characterized by mutual respect, understanding, and trust. Works to establish their role as a trusted financial advisor.

Evaluates the overall resources and capabilities of the client/prospect's business, considering current industry dynamics, financial and operational strategy, economic conditions, and market trends and prioritizes client/prospect opportunities.

Analyzes client/prospect needs and recommends appropriate solutions that match those needs, consistent with the Bank's credit culture, and maximizes CBB's profitability and shareholder value.

Analyzes and screens loan requests. Negotiates terms/conditions, structures loan financing based on risk considerations consistent with Bank policy and Asset/Liability guidelines; approves loans within assigned lending limits; and/or prepares/presents credits outside lending limits for approval to appropriate levels of authority, as required.

Fosters and maintains cohesive partnerships and working relationships with all lines of business within the Bank to build a trusted and productive sales and referral process.

Effectively evaluates and manages each client relationship and transaction for financial and credit risk and potential loss to the Bank, ensuring adequate safeguards and monitoring of accounts. Provides collateral, routinely reviews cash-flow, and ensures standards and loan terms are met on an ongoing basis.

Proactively leverages ideas, insights, and relationships to generate new and incremental loan and deposit business for CBB.

Provides current SBA product and process knowledge, as well as ensure loan terms and conditions with borrowers approved by Credit Administration meet all the requirements of the SBA. Qualify applicants for SBA programs.

Establishes a positive working relationship with our SBA partners. Reviews and makes recommendations regarding SBA loan servicing requests, liquidations, and portfolio management as appropriate.

Collaborates with treasury department to integrate advanced treasury management solutions into client packages, enhancing client retention and satisfaction.

Ensures timely and thorough monitoring of all credits through periodic reviews, continued analysis, proper credit quality grading, and proper documentation.

Maintains ongoing contact with clients to be kept current on significant changes in financial conditions or operations. Remedies loan deficiencies where appropriate, including loans out of compliance with borrower's loan agreement, or out of formula with borrowing base.

Prepares and presents all required and requested loan reports in a timely manner. Makes loan presentations to Loan Committee.

Monitors loan servicing activities on assigned accounts to include loan covenant compliance, past due payments, maturing/matured loans, watch reports, risk grading recommendations, trouble debt restructures and other reporting that may be necessary.

Monitors the performance of the borrower over the life of the loan. Recognizes developing problems and brings them to the attention of management. For trouble credits, assists in developing a strategy to return the credit to a pass rating or exit strategy.

Makes presentations on financial services to attract new clients; active participant in generating revenue for the group.

Presents information on available services such as loans, deposit accounts, lines of credit, sales or inventory financing, & cash management; provides ongoing relationship servicing with current clients to maintain goodwill and gain additional business.

Interviews prospective loan applicants; collects and analyzes materials to determine the credit worthiness of the loan requests; determines financial need of customers and offers appropriate products.

Maintains an awareness of financial industry, economy, market conditions, competitive products, practices, rates, and vendors.

Promotes the bank by attending meetings of local businesses, professional, and charitable organizations. Attends various community, civic, and community reinvestment functions to further enhance the Bank's image and develop additional business.

Reinforces the application of superior customer service through his or her own example along with appropriate follow through with involved customers and employees.

Assures compliance with all Bank policies, procedures and processes, and all applicable state and federal banking laws, rules and regulations, and adheres to Bank Secrecy Act (BSA) responsibilities that are specific to the position.

Completes all required training and administrative tasks correctly and on time.

Attends meetings; supports the Bank's goals and values.

Requirements

Qualifications

Education/Certification:

Bachelor's degree in Business, Economics, Accounting, or related discipline preferred; or equivalent professional experience. Work related experience should consist of a lending background.

Required Knowledge:

Basic knowledge and training in financial statements and tax return analysis typically from a combination of education in accounting, financial and/or credit analysis or related areas.

Advance knowledge and proficiency with Microsoft Office Suite; Word/Excel/PowerPoint, Outlook.

Advance knowledge of Commercial, Commercial Real Estate, and C & I lending policies, practices, collection programs, and procedures.

Strong knowledge of related state and federal loan regulations and other bank lending policies.

Advance knowledge and understanding of deposit products and treasury management services.

Experience Required:

Minimum 10 years of commercial lending experience in the seven Bay Area Counties.

Skills/Abilities:

Business development skills with proven success in prospecting and building relationships to enhance commercial loan opportunities and entrusted to make quality credit decisions.

Customer-centric mindset- demonstrates the ability to translate customer issues/needs into profitable business solutions.

Analytical - synthesizes complex or diverse information.

Problem Solving - Identifies and resolves problems in a timely manner and gathers and analyzes information skillfully.
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