BANKING RELATIONSHIP MANAGER JOB DESCRIPTION

A Banking Relationship Manager owns the full commercial client relationship: from first prospecting call to credit approval, portfolio monitoring, and cross-sell execution. Small-to-midsize businesses - those with revenues between $2 million and $20 million - represent the core coverage universe, and navigating Bank Secrecy Act obligations alongside credit quality standards shapes nearly every client interaction. Four or five active prospect meetings in a given week. The role sits within a business banking team, reporting into a regional structure, and is measured on loan production, deposit growth, and the depth of each client's product adoption.

As the Banking Relationship Manager, you are accountable for building and growing a profitable book of business banking clients - sourcing new relationships, underwriting credit requests, and managing an assigned portfolio against production and quality targets. You will operate within a team of internal partners spanning lending, treasury, and branch staff, with direct accountability to regional management for meeting annual revenue, deposit, and fee goals.

Career Impact: Deep experience structuring C&I credit facilities and managing Business Banking portfolios up to $15MM in exposure positions you for advancement into senior RM or team lead roles within commercial banking.

Business Impact: The businesses you advise depend on your credit structuring and product recommendations to access working capital, equipment financing, and real estate loans that drive their growth.

Growth Opportunity: Consistent deal flow across lending, deposits, and treasury management builds the cross-functional fluency that opens doors to commercial banking, private banking, or regional leadership tracks.

• Develop new business banking relationships through targeted prospecting, external referral networks, and community engagement to meet annual production goals.
• Analyze business financial statements, cash flow, and collateral to structure credit facilities that meet risk and profitability standards.
• Manage an assigned portfolio of commercial accounts, monitoring covenant compliance, loan renewals, and daylight overdraft activity.
• Partner with internal units including the Business Loan Center, Treasury Management, and branch staff to deliver integrated client solutions.
• Present credit recommendations to senior loan committees and convey approval decisions to clients with clarity and appropriate context.
• Cross-sell deposit, cash management, and wealth management products to deepen existing client relationships and expand wallet share.
• Maintain current knowledge of competitor products, pricing, and regulatory changes that affect assigned business portfolios.
• Mentor junior team members and take on leadership responsibilities within team initiatives as warranted by seniority.

• Bachelor's degree in Finance, Business, Economics, or a related field, or equivalent work experience.
• 7 or more years of business or commercial banking experience, with demonstrated success in loan origination and portfolio management.
• Strong credit analysis and commercial underwriting skills, including financial statement, cash flow, and collateral evaluation.
• Proven track record of new business development through prospecting, networking, and referral source cultivation.
• Solid knowledge of commercial banking products including C&I lending, business deposits, and cash management.
• Familiarity with Bank Secrecy Act requirements, OFAC compliance, and standard banking regulatory frameworks.
• Excellent verbal and written communication skills, including the ability to present credits to senior committees.
• Strong organizational skills with the ability to manage multiple client relationships and credit timelines simultaneously.

• Completion of a formal credit training or portfolio manager development program at a financial institution.
• Experience working with innovation banking clients or small business portfolios in the venture-backed or startup ecosystem.
• Advanced degree such as an MBA or Master's in Finance, or professional designation such as CFP or CFA.
• Demonstrated proficiency in commercial credit underwriting for businesses with revenues between $10MM and $20MM.

• Loan production volume against annual origination target, measuring new credit deployed within the portfolio.
• Portfolio credit quality rate, tracking percentage of accounts in compliance with agreed loan covenants.
• Deposit and fee revenue growth per managed relationship, reflecting depth of cross-sell execution.
• New client acquisition count per quarter, attributable to direct prospecting and referral source development.
• Loan exception volume, measuring timeliness of clearing documentation and compliance gaps.
• Typical tools: CRM platforms (commonly Salesforce or nCino); credit analysis software (commonly Moody's or Sageworks).

• Base Salary Range: $95,000 to $145,000, depending on portfolio size and market
• Bonus: Annual incentive tied to loan production, deposit growth, and fee targets
• Equity: Uncommon at most banks; restricted stock units offered at larger institutions
• Health Benefits: Medical, dental, and vision coverage; employer contributions standard
• PTO: 15 to 20 days annually, plus federal banking holidays
• Common Perks: Tuition reimbursement, professional certification support, 401(k) with match

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

Background check completion, including credit history review consistent with financial services regulatory standards, is a condition of employment. All qualified applicants will be considered without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other characteristic protected under applicable federal, state, or local law. Candidates requiring reasonable accommodations during the application or hiring process should notify the recruiting team. Applicants must be authorized to work in the United States.

The Banking Relationship Manager owns new business development and full-cycle client relationship management, including prospecting, credit analysis, and cross-selling commercial C&I products across diverse industries. Working alongside internal business partners and community organizations, this role builds the bank's referral pipeline and deepens client relationships to drive annual production and growth goals for deposits, fees, and loans.

Key Responsibilities

• Conduct new business development activities, including utilizing targeted lists.
• Ensure ongoing contact with new clients to enhance clients' initial experience.
• Achieve individual annual production and growth goals for business banking, deposits, fees, and loans.
• Develop a comprehensive understanding of clients' needs, based on the review and analysis of personal and business financial data gathered through relationship reviews and personal meetings.
• Identify prospects, suitable methods of contact, and determine their needs and appropriate products or services, including cross-market solutions.
• Leverage the Bank's turnkey solutions, including automated scoring.
• Build client referral pipeline via identification and development of internal and external centers of influence.
• Develop and maintain an in-depth knowledge of products and services, as well as knowledge of competitors and competitive products.
• Study industrial, commercial, economic, and financial situations relating to new or existing business.
• Proactively promote and cross-market bank products and services, and keep clients informed of special promotions.
• Partner consistently with other internal business partners to uncover opportunities to deepen the client relationship.
• Actively participate in community organizations to source business opportunities and maximize networking.

Required Qualifications

• Bachelor's degree in a relevant field or equivalent work experience required.
• More than 10 years of business or commercial banking experience required.
• Advanced knowledge of commercial C&I bank products, business deposits, cash management policies, and underwriting policies.
• Strong credit analysis and commercial underwriting skills, including financial statement, cash flow, and collateral evaluation.
• Proven track record in developing new clients through prospecting, sourcing, and networking.
• Experience structuring credit products for small businesses across diverse industries, including working capital, equipment, and real estate financing.
• Strong relationship management skills encompassing new business development, analytical thinking, problem-solving, and sales.
• Readiness to assume a team lead role with responsibility for directing the work of others.

Embedded within a private and business banking team, the Banking Relationship Manager delivers concierge-level service and personalized banking solutions to high-net-worth individuals and business partners, managing client relationships through in-person meetings, virtual engagement, and networking events. Working closely with referral sources and internal partners, this role grows the bank's book of business by identifying opportunities, selling products within established guidelines, and maintaining an active prospect and client pipeline.

Core Functions

• Build and maintain close relationships with clients and business partners.
• Educate and present prospects, clients, and partners on the benefits of available banking products and services.
• Provide concierge service to clients, responding quickly to inquiries and developing personalized banking solutions for high-net-worth individuals and business partners.
• Meet with clients and business partners in person, virtually, and through networking events to build relationships and grow business.
• Identify potential business opportunities through external referral sources.
• Sell and refer bank products and services within established guidelines.
• Participate in community projects and organizations and demonstrate willingness to accept added duties.
• Comply with all Bank Secrecy Act responsibilities, including completing CTRs, adhering to CIP policy, reporting suspicious activity, and performing OFAC checks.
• Maintain pipeline and actively manage prospect and client lists.

Qualifications & Experience

• Bachelor's degree preferred, with CFP or CTFA designation a plus.
• Minimum 10 years of private client or private banking experience.
• Fluency in banking products and services.
• Demonstrated experience working with high-net-worth clients.
• General computer proficiency required, with prior banking applications experience preferred.
• Strong verbal and written communication and interpersonal skills.
• Ability to handle multiple priorities with strong attention to detail and organizational discipline.
• Ability to work independently and collaboratively to develop strategies and marketing opportunities.

Reporting to the Regional Manager and Senior Loan Committees, the Banking Relationship Manager leads loan origination, portfolio growth, and client relationship development through an active customer call program targeting new loan, deposit, and fee business. Partnering with branches, operations, and the Loan Analysis unit, this role delivers credit decisions in alignment with risk standards and profitability requirements to support departmental budget objectives.

Primary Duties

• Plan and pursue an active customer call program to attract new banking relationships.
• Make calls on prospective clients to generate new loan, deposit, and fee business to meet or exceed production goals.
• Plan portfolio growth through a business plan aligned with departmental budget and asset/liability management objectives.
• Develop new client relationships and cross-sell related banking products and services.
• Coordinate with branches and operations to service routine transactions and maintain knowledge of competitors' products and pricing.
• Manage pre-qualification, structuring, pricing, and closing on all loans in the assigned area.
• Analyze financial data to determine if loan requests meet acceptable risk standards and policy requirements.
• Evaluate risk and price loans to meet profitability standards, and manage collateral documents in accordance with loan policy.
• Collaborate with borrowing customers to obtain updated financial information on an ongoing basis.
• Present credits to the Regional Manager and Senior Loan Committees and convey decisions to customers.
• Work with the Loan Analysis unit on analytical work-ups and follow up on loan exceptions to ensure timely clearing.

Skills & Qualifications

• Bachelor's degree or military experience required, with MBA or Master's in Finance preferred.
• Completion of a formal credit training program.
• Portfolio manager work experience required.
• At least 7 years of loan origination experience.
• At least 7 years of direct sales experience.
• Strong verbal and written communication skills, able to communicate clearly and concisely.
• Good organizational skills and the ability to manage, prioritize, work under pressure, and meet tight deadlines.

Sitting at the intersection of business development and credit management, the Banking Relationship Manager shapes profitable Business Banking relationships with companies carrying sales of $2MM to $20MM and credit exposure up to $15MM, coordinating all sales, service, and loan approval efforts. Operating across the Business Loan Center, Commercial Loan Servicing, and collections functions while taking on mentoring responsibilities for junior team members, this role expands the bank's market presence through a robust external referral base and disciplined adherence to credit quality standards.

Duties

• Develop and maintain profitable Business Banking relationships with businesses with sales size $2MM to $20MM and credit exposure up to $15MM by coordinating all sales and service efforts.
• Expand and deepen existing relationships while prospecting new ones.
• Build and maintain a robust external referral base through Centers of Influence and maintain a visible market presence.
• Meet with business owners to identify needs, recommend product solutions, negotiate pricing and fees, and coordinate loan approvals through the Business Loan Center.
• Work with the Business Loan Center and Commercial Loan Servicing department to ensure accuracy and completeness of credit packages.
• Monitor maturing loans, upcoming renewals, and daylight overdrafts.
• Cooperate with collections and special assets groups to support timely collections and effective workout of graded credits.
• Adhere to pricing discipline, credit quality standards, bank policies, and legal and regulatory requirements.
• Take on leadership or mentoring roles on team initiatives with junior team members as needed.

Requirements

• Bachelor's degree or equivalent combination of education and business banking experience required.
• Minimum 7 years of Business Banking sales experience, including lending, portfolio management, and commercial credit training.
• General knowledge of business deposit products and direct outside financial sales experience preferred.
• Excellent customer service, interpersonal, and communication skills, including professional grammar and demeanor.
• Strong organizational skills with attention to detail and ability to multitask.
• PC and internet proficiency required.

A key member of the Innovation Banking team, the Banking Relationship Manager builds and manages a portfolio of commercial loan accounts, conducting underwriting, credit analysis, and due diligence to ensure compliance with agreed terms while supporting the sales team's business development efforts. Collaborating across legal, credit, and senior management functions, this role drives portfolio growth and mitigates credit risk through accurate credit applications, financing proposals, and daily business credit card underwriting.

Functions

• Assess client needs proactively and propose solutions to meet their goals and objectives.
• Address borrower requests in a timely manner and ensure credit applications are completed accurately.
• Prepare financing proposals including structuring terms, conditions, security, covenants, and pricing to reflect assessed risk.
• Prepare draft recommendations on credit submissions and investment proposals for senior management review.
• Lead due diligence on all transactions, including negotiating credit legal documentation and preparing credit memoranda.
• Manage a portfolio of loan accounts, ensuring reporting requirements, financial covenant tests, and comprehensive credit reviews are completed.
• Approve loan advances based on appropriate review and compliance of submitted documents.
• Provide management with account information, proactively report on issues, and present analysis on borrowers' financial condition.
• Conduct daily business credit card underwriting to drive growth and mitigate credit risk.

Experience & Qualifications

• BS/BA degree in Finance, Statistics, Math, or Economics required, with MBA or CFA designation a plus.
• 3 or more years of experience in commercial credit analysis and loan underwriting.
• Deep expertise in commercial loan underwriting, particularly for small business portfolios.
• Knowledge of the venture capital and startup ecosystem is a plus.
• Ability to conduct credit analysis using both traditional financial data and small business behavioral characteristics.
• Proficiency in Microsoft Office applications including Outlook, Excel, Visio, Word, and PowerPoint.
• Knowledge of SAS, SQL, or other data management languages is a plus.
• Strong organizational, time management, verbal, written, and interpersonal communication skills.
• Ability to work independently and collaborate effectively with internal and external business partners.