BANKING MANAGER JOB DESCRIPTION

Managing a commercial banking portfolio sounds straightforward until a middle-market client hits a covenant breach and no one on the team has the credit authority or relationship depth to act quickly. That gap is exactly what this role is designed to close. A Banking Manager in commercial banking holds direct accountability for a defined book of business, typically spanning C&I credit relationships from $5 million upward, while also directing the calling efforts and pipeline discipline of a business banking sales team. The work demands fluency in both credit underwriting standards and client-facing business development across diverse industry sectors.

As the Banking Manager, you are accountable for the revenue performance, credit quality, and strategic growth of a commercial client portfolio while simultaneously coaching a sales team toward disciplined pipeline execution and relationship deepening. You operate within a matrixed structure, partnering with credit, treasury, and product specialists to deliver integrated banking solutions to business banking and middle-market clients.

Career Impact: Sustained exposure to complex middle-market credit structures, including syndications, asset-based lending, and leveraged transactions, accelerates the credit judgment and market reputation that distinguish senior commercial bankers.

Business Impact: The Banking Manager's portfolio decisions directly determine loan quality, deposit growth, and fee revenue for the bank's business banking segment, with outcomes visible at the line-of-business P&L level.

Growth Opportunity: The scope of this role - spanning client acquisition, team leadership, and credit authority - positions incumbents for progression into Regional Banking Director or Head of Commercial Banking within a typical three-to-five-year horizon.

• Lead business development efforts for a defined commercial portfolio, targeting C&I credit relationships with stand-alone credit or approved relationship hold limits.
• Direct a Business Banking sales team against a Total Addressable Market plan, establishing calling metrics, pipeline cadence, and coverage discipline.
• Review and sponsor new credit requests for middle-market clients, ensuring thorough business discussion and creditworthy underwriting before submission.
• Partner with credit, treasury, and product specialists to structure and present integrated banking solutions that address clients' strategic and financial objectives.
• Monitor the existing loan portfolio for covenant compliance, risk-rating accuracy, and proactive identification of deteriorating credits.
• Develop and manage a strategic client acquisition pipeline, maintaining active prospecting alongside quality maintenance of existing relationships.
• Mentor junior bankers and coordinators on credit analysis, client calling technique, and relationship deepening practices.
• Report on portfolio performance, calling metrics, and pipeline activity to senior leadership, using MIS data to surface issues and recommend resolution.

• Bachelor's degree in finance, accounting, business, or equivalent work experience.
• 8 or more years of commercial banking experience, with demonstrated performance in business development and credit portfolio management.
• Proven credit analysis and underwriting skills, including financial statement, cash flow, and risk-rating assessment for middle-market clients.
• Track record of managing or directly leading a business banking or commercial sales team, including goal-setting and performance management.
• Strong knowledge of commercial banking products, including lending, treasury, and fee-based services applicable to business banking clients.
• Demonstrated ability to manage multiple client relationships, competing deadlines, and cross-functional stakeholder groups simultaneously.
• Superior verbal and written communication skills, with ability to present credit and business cases to internal committees and senior management.

• Formal credit training through a recognized commercial credit certification program or equivalent structured underwriting curriculum at a financial institution.
• Experience with complex credit structures including syndications, Shared National Credits, asset-based lending, or capital structure finance for clients with revenues above $25 million.
• Graduate degree (MBA or equivalent) with coursework in corporate finance, accounting, or financial analysis.
• Prior experience managing P&L accountability for a banking unit or line of business segment.

• Portfolio loan growth rate, measuring net expansion of the managed commercial book quarter-over-quarter.
• Credit quality ratio, tracking classified and criticized asset percentage within the assigned portfolio.
• New client acquisition count per quarter, reflecting pipeline conversion from active prospecting efforts.
• Cross-sell revenue per client, measuring penetration of treasury, fee, and non-credit product lines across the book.
• Calling activity compliance rate, tracking team adherence to established coverage and prospect meeting targets.
• Typical tools: CRM platforms (commonly Salesforce); credit spreading and financial analysis software (commonly Moody's Risk Analyst or nCino).

• Base Salary Range: $120,000 to $165,000 annually, depending on market, portfolio size, and seniority
• Bonus: Performance-based annual bonus, typically 15%-30% of base, tied to portfolio growth and credit quality metrics
• Equity: Rarely offered at this level; possible at larger institutions for senior portfolio managers
• Health Benefits: Medical, dental, and vision coverage; employer contribution typical
• PTO: 15 to 20 days annually plus standard bank holidays
• Common Perks: Professional development stipend, CFPB/regulatory training support, 401(k) with employer match

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Reasonable accommodations are available to qualified individuals with disabilities throughout the application and employment process in accordance with the Americans with Disabilities Act. Employment offers are contingent upon satisfactory completion of a background check, which may include credit history review consistent with applicable law. All applicants are considered without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other characteristic protected under federal, state, or local law. Candidates must be authorized to work in the United States.

The Banking Manager owns the full lifecycle of online and mobile banking user growth, from onboarding program design through campaign execution and KPI reporting across mobile, desktop, and self-service channels. Collaborating with Product, Analytics, Research, and Customer Support teams, this role shapes digital adoption outcomes that directly improve product profitability and migrate customers toward low-cost self-service touchpoints.

Key Responsibilities

• Drive online and mobile banking user registration, adoption, activation, and usage.
• Increase digital active users through data-led onboarding, attrition-gating, and reactivation programs.
• Manage usage and launch campaigns for digital capabilities on mobile, desktop, and self-service machines.
• Design and execute onboarding and sales journeys to acquire new customers and increase engagement via digital channels.
• Design and execute engagement programs to improve product holding and profitability among the digital user base.
• Leverage digital capabilities to migrate customers and transactions from high-cost touchpoints to low-cost self-service channels.
• Own and manage campaign and KPI measurement and MIS reporting covering usage volumes, users, and revenue.
• Collaborate with Project Managers, Product Managers, Analytics, Research, and Customer Support teams to prioritize and market the bank's digital roadmap.

Required Qualifications

• At least 8 years of experience in digital campaign or digital banking channel management.
• Background in banking or e-commerce is preferred.
• Ability to conceptualize unconventional and creative approaches to problem-solving.
• Customer experience focus with the ability to design optimal user journeys for sales and marketing campaigns.
• Ability to work with and analyze vast amounts of data from multiple sources.
• Strong interpersonal and communication skills with the ability to influence stakeholders.
• Proven ability to manage tight timelines and multiple concurrent projects.

Embedded within the Business Banking division, the Banking Manager leads a sales team structured around the Total Addressable Market and market coverage plan to deepen and expand the bank's commercial portfolio. Working closely with partners in Credit, Treasury, Technology, and Compliance, this role delivers integrated banking solutions that build new client acquisition pipelines and strengthen the bank's market presence.

Core Functions

• Recruit, develop, and manage a Business Banking sales team based on the Total Addressable Market and market coverage plan.
• Ensure appropriate client coverage through disciplined calling efforts and understanding of clients' strategic and financial objectives.
• Facilitate the development of a strategic client acquisition pipeline to deepen and expand the portfolio and the bank's market presence.
• Prioritize and identify top prospects and client relationships.
• Align with product partners in Credit, Treasury, Technology, and Compliance to deliver banking solutions and accelerate new client acquisition.
• Focus on production goals, calling metrics, and expense management to maintain a healthy P&L.
• Keep current on financial and banking product knowledge, financial markets, relevant regulations, and business trends.
• Surface issues and provide feedback to corporate functional leaders for visibility and resolution.

Qualifications & Experience

• Bachelor's degree in finance, accounting, or a related field.
• Formal credit training through a Commercial Credit Certification or equivalent underwriting experience is preferred.
• Minimum 8 to 10 years of commercial banking experience, including sales management, credit analysis, and portfolio management.
• Proficiency in Salesforce and MS Office products including Teams, Word, Excel, and PowerPoint.
• Excellent interpersonal and communication skills, both verbal and written, across all organizational levels.
• Strong organizational skills with the ability to identify and solve problems and manage multiple workstreams.

Reporting to senior bank leadership, the Banking Manager shapes loan, deposit, and mortgage portfolio growth by serving high-value prospects and clients through a consultative trusted advisor approach within defined target markets. Partnering with the credit department and cross-functional specialists, this role leads the full credit cycle from prospect identification through underwriting coordination, enabling relationship profitability and sustainable portfolio expansion.

Primary Duties

• Establish and manage goals and expectations for the Private Banking team, coordinating with WMG to achieve relationship profitability for target clients.
• Identify appropriate prospects within defined target markets, manage a prospect list, and perform activities to grow loan, deposit, and mortgage portfolios.
• Serve prospects and clients through a consultative, trusted advisor approach to help them recognize and address business opportunities and risks.
• Promote and cross-sell all bank products and services as appropriate.
• Conclude the sales process by gathering and evaluating financial statements, determining creditworthiness, and establishing and negotiating proposed credit terms.
• Review and direct new credit requests for existing clients and prospects to pursue creditworthy opportunities.
• Coordinate with the credit department to underwrite credits, exchange information with bank management and industry specialists, and obtain credit approval.
• Ensure all client documents and credit agreements are accurately executed before funds are released.

Skills & Qualifications

• Bachelor's degree in business, accounting, finance, or economics.
• 10 or more years of experience in commercial banking, with at least 3 years in private banking.
• Superior knowledge of credit policies, procedures, and bank operations.
• Formal credit training and understanding of credit underwriting fundamentals.
• Strong understanding of all products and services applicable to target client segments.
• Ability to develop sales and negotiation skills effective in business development, including interaction with centers of influence and referral sources.
• Track record of delivering projects, coordinating others' work, and prior management experience preferred.
• Proficiency in Microsoft Office, including Word and Excel.
• Strong problem-solving skills with the ability to identify timely solutions and align work with strategic goals.

Sitting at the intersection of treasury management and client operations, the Banking Manager leads a team of Client Banking Coordinators responsible for account opening, closing, and maintenance processes while enforcing financial controls and driving process improvements. Operating across Client Accounting, Global Treasury, and third-party vendor relationships, this role delivers the operational efficiency and compliance discipline that underpin the department's client service capabilities.

Leadership Responsibilities

• Lead the Client Banking function including account opening, closing, and maintenance processes.
• Manage and oversee a team of 4 Client Banking Coordinators, assigning and delegating tasks as needed.
• Ensure Client Banking processes are effective and efficient to support department needs.
• Coordinate with Client Accounting and Global Treasury to ensure Client Banking systems and processes operate efficiently.
• Partner with compliance resources to enforce all relevant financial controls across the Client Banking team.
• Develop and manage relationships with third-party vendors relevant to Client Banking.
• Provide recommendations for process improvements for existing or new processes.
• Perform special projects and assignments as required.

Requirements

• Bachelor's degree preferred.
• 5 to 7 years of experience in banking or treasury, including at least 3 years of management experience, with commercial banking experience preferred.
• Demonstrated knowledge of treasury management and internal controls across all facets.
• Demonstrated experience with process improvement and change management practices.
• Advanced knowledge of Microsoft Excel and Visio, with experience using Yardi and/or MRI preferred.
• Proven ability to build and lead teams across multiple sites and organizational levels.
• Strong leadership skills including conflict management, influencing, facilitation, negotiation, and collaboration.
• Advanced communication skills enabling strong partnerships and information sharing with stakeholders up to senior leadership.
• Experience solving complex cross-organizational issues and managing large-scale deliverables.

A key member of the Finance department's treasury function, the Banking Manager builds and maintains the university's debt portfolio reporting infrastructure, including debt schedules, capital planning documents, and tax-exempt bond compliance programs under the supervision of the Deputy Treasurer. Collaborating across Real Estate, General Accounting, and external consultants, this role supports the financial decisions that govern the university's long-term debt issuance strategy and internal interest charge determinations.

Strategic Responsibilities

• Review and approve debt schedules and general ledger reconciliations for quarterly financial statements and analytical reviews.
• Prepare debt schedules, rating agency responses, and the Central Bank's 5-Year Capital Plan and budget under the supervision of the Deputy Treasurer.
• Provide divisions with 5-year debt service projections and coordinate with Real Estate and General Accounting to project timing and amounts of future loan requests.
• Develop projections for external debt expense and future debt issuance needs.
• Work with external consultants to reconcile internal and external debt portfolios to support determination of the university's blended rate for internal interest charges.
• Manage ongoing tax-exempt bond compliance, including private use analysis, TEFRA notices, Tax Certificates, and document retention procedures.
• Prepare the university's Schedule K for Form 990 reporting and send annual questionnaires to gather and analyze sponsored revenue.
• Direct the supervision of one Treasury Analyst.

Experience & Qualifications

• Bachelor's degree in finance, accounting, or a related field required.
• 7 or more years of work experience in a finance or accounting department.
• Strong understanding of the treasury function and its organizational impact, including tax-exempt bond compliance.
• Financial modeling and analytical skills applied through Excel and related tools.
• Project management skills with a focus on results and a proactive sense of urgency.
• Strong judgment in problem-solving using both quantitative and qualitative inputs.
• Strong communication and presentation skills with the ability to build relationships across the Finance department.
• Proven academic and professional achievement with the highest standards of ethics and integrity.
• Team-oriented, accountable, intellectually curious, and committed to continuous learning.

Regulatory compliance outcomes for fair and responsible banking depend on the Banking Manager, who assists the Fair and Responsible Banking Officer with implementing a comprehensive compliance program covering ECOA, UDAAP, CRA, MLA, SCRA, ADA, and Elder Financial Abuse protections. Based within the Compliance Department and reporting directly to the Fair and Responsible Banking Officer, this role leads fair lending testing, statistical risk modeling, and regulatory exam liaison activities that protect customers and the organization from discriminatory practices and regulatory exposure.

Ownership Areas

• Assess the company's fair lending and UDAAP risk profiles.
• Execute fair lending testing and data analysis protocols to identify and quantify potential bias across models, systems, and processes.
• Develop and monitor statistical models to highlight areas of highest risk, identify control gaps, and develop risk mitigation strategies.
• Prepare and communicate fair and responsible banking analysis and reporting to oversight committees, management, and the board.
• Develop and maintain policies, standards, and training to formally establish fair and responsible banking principles and practices.
• Coordinate with Regulatory Change Management to identify changes to laws and regulations and work with business management to operationalize requirements.
• Liaise with examiners and auditors on compliance reviews related to fair and responsible banking.
• Partner with business operations to implement centralized consumer complaint resolution and marketing review processes, and support CRA community development activities.

Technical Qualifications

• Bachelor's degree or equivalent relevant work experience.
• Certified Regulatory Compliance Manager (CRCM) or completion of specialized compliance training such as the ABA Graduate School of Compliance Risk Management is preferred.
• 3 or more years of banking or financial services experience, with at least 1 year of direct fair lending and UDAAP experience.
• Strong working knowledge of consumer protection laws, including ECOA, UDAAP, MLA, SCRA, ADA, and CRA.
• Expertise in data analytics, applied statistics, and regression analysis using tools such as SAS, R, or Python.
• Expertise with Fair Lending Wiz.
• Strong analytical, problem-solving, and critical thinking skills.
• Strong communication and collaborative skills with the ability to influence decisions and drive change independently.

As the Banking Manager, this role serves as the primary trusted advisor for the largest and most complex commercial clients in the middle-market segment, building focused client acquisition strategies and assembling cross-functional teams to present the full breadth of the bank's capabilities. The Commercial Banking team relies on this work to drive profitable revenue growth, maintain credit quality across C&I credit relationships of $5 million to $30 million, and uphold compliance with applicable regulations including BSA, Regulation CC, and Regulation E.

Executive Functions

• Serve as the trusted advisor and primary point of contact for the largest and most complex commercial clients.
• Develop focused strategies for acquiring, retaining, and growing a select client and prospect base.
• Champion business development efforts by building a thorough understanding of each client's or prospect's business and industry.
• Assemble and lead cross-functional teams to respond to client requests and present the full breadth of the bank's capabilities.
• Maintain active prospecting through identification, qualification, and calling, balancing new business efforts with quality client maintenance.
• Identify cross-sell opportunities and partner to structure, coordinate, and sponsor credit and non-credit products and services.
• Follow up on current loans to ensure compliance with internal procedures, required terms, and applicable bank regulations, including BSA, Regulation CC, and Regulation E.
• Maximize portfolio profitability by acting as a client advocate and solving internal obstacles with urgency.

Position Requirements

• Bachelor's degree in accounting, finance, or a related field, with an MBA preferred.
• 15 or more years of commercial lending experience with a proven track record of exceeding performance targets.
• Expert credit analysis and commercial underwriting skills including financial statement, cash flow, and risk-rating assessment.
• Expert knowledge of commercial lending policies, procedures, documentation, and structuring for middle-market clients with complex ownership structures.
• Knowledge of syndications, asset-based lending, capital structure finance, leveraged lending, enterprise value lending, and trade finance.
• Experience underwriting or managing Shared National Credits (SNC).
• Extensive knowledge of bank products and applicable regulations, including BSA, Regulation CC, and Regulation E.
• Strong interpersonal and communication skills with the ability to engage clients, prospects, and internal stakeholders at all levels.