BUSINESS BANKING RELATIONSHIP MANAGER JOB DESCRIPTION

Small business lending in the United States concentrates heavily in the $2 million to $20 million revenue segment, where borrowers need an advisor who understands both credit risk and operating cash flow. The Business Banking Relationship Manager owns this segment end-to-end: sourcing prospects through centers of influence such as CPAs and attorneys, structuring credit packages up to $15 million, and ensuring deposit and cash management accounts stay aligned with each client's working capital needs. Few banking roles require this particular combination of underwriting rigor and externally facing business development. The position sits within the branch or business banking unit and reports into the broader commercial banking leadership structure.

The mandate of the Business Banking Relationship Manager is to build, deepen, and protect a profitable portfolio of business clients with revenues typically ranging from $2 million to $20 million, delivering credit and deposit solutions that meet each client's evolving financial objectives. The role operates as a full-cycle sales and advisory seat, collaborating with internal partners including the Business Loan Center and Commercial Lending to bring complex transactions to close.

Career Impact: Demonstrated success managing credit exposure at the portfolio level, combined with a track record of closing commercial loans, is among the most transferable credentials in banking, opening pathways toward Commercial Relationship Manager and Senior Credit Officer roles.

Business Impact: Business owners in the $2 million to $20 million revenue range rely on a single point of accountability for loan approvals, deposit structuring, and cash management guidance, and the quality of that counsel directly shapes the financial health of local enterprises.

Growth Opportunity: Managing complex credit structures and multi-product relationships builds the underwriting acumen and COI network that support advancement into middle-market lending and larger credit authorities over time.

• Develop new business banking client relationships through proactive outreach to centers of influence, including CPAs, attorneys, and referral networks within the assigned market.
• Manage an existing portfolio of business clients with revenues of $2 million to $20 million, monitoring loan renewals, deposit balances, and overdraft activity.
• Identify client financial needs and recommend appropriate credit structures, deposit products, and cash management services to deepen each relationship.
• Coordinate credit package preparation and approval with the Business Loan Center, ensuring accuracy and completeness of commercial loan documentation.
• Collaborate with branch staff, internal product partners, and the Commercial Lending department to deliver integrated financial solutions across all client needs.
• Monitor maturing loans, upcoming renewals, and graded credits, providing timely information to collections and special assets teams as required.
• Partner with business owners to complete detailed financial profiles, including analysis of personal and business tax returns and commercial financial statements.
• Maintain adherence to credit quality standards, pricing discipline, and all applicable bank policies, regulatory requirements, and Sarbanes-Oxley obligations where applicable.

• Bachelor's degree in Finance, Business, or a related field, or equivalent work experience.
• 3 or more years of business banking experience, with demonstrated proficiency in commercial credit analysis and portfolio management.
• Working knowledge of commercial credit structures, loan underwriting, and business deposit products, including cash management services.
• Proven track record in outside business development, prospecting, and consultative sales within a defined geographic market.
• Strong verbal and written communication skills, including the ability to present financial solutions clearly to business owners and internal stakeholders.
• Solid understanding of personal and business financial statements, tax returns, and cash flow analysis as applied to small business lending.
• Sound judgment in handling complex client situations independently, with strong organizational skills and attention to detail.

• Formal commercial credit training or completion of a bank credit analyst program, supporting stronger underwriting decisions on complex structures.
• Bilingual proficiency in Spanish or another language reflecting the demographics of the assigned local market.
• Experience managing relationships with credit exposure up to $15 million, including coordinating workout and special assets processes.
• Established referral network within the local CPA, attorney, or real estate community, providing a foundation for immediate portfolio growth.

• Portfolio growth rate, measured as net new loan and deposit volume added within the assigned segment each quarter.
• Credit quality ratio, reflecting the percentage of the managed portfolio remaining in pass-rated standing.
• New client acquisition count, tracking funded relationships sourced through business development activity each period.
• Loan renewal retention rate, measuring the share of maturing credits successfully renewed or restructured before maturity.
• Deposit balance growth, tracking core deposit increases across the managed portfolio relative to the prior period.
• Typical tools: CRM platforms (commonly Salesforce or nCino); credit analysis software (commonly Moody's or Sageworks).

• Base Salary Range: $85,000 to $120,000 depending on market, portfolio size, and experience
• Bonus: Performance-based incentive, typically 15% to 30% of base tied to portfolio and revenue goals
• Equity: Equity uncommon at individual contributor level; some institutions offer restricted stock units at senior levels
• Health Benefits: Medical, dental, and vision coverage; employer contribution varies by institution
• PTO: 15 to 20 days annually, plus standard federal banking holidays
• Common Perks: Tuition reimbursement, 401(k) with employer match, professional development support for banking certifications

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

Employment decisions are made without regard to race, color, religion, sex, national origin, age, disability, genetic information, veteran status, or any other characteristic protected under applicable federal, state, or local law. Candidates requiring a reasonable accommodation to participate in the application or interview process should notify the hiring organization at any time during recruitment. Final offers are contingent on successful completion of a background check, which may include credit history review consistent with applicable law. All candidates must be authorized to work in the United States.

The Business Banking Relationship Manager builds and retains a portfolio of Business Banking relationships by sourcing new clients, maintaining existing ones, and recommending tailored deposit and credit solutions as a trusted advisor. Working alongside banking center referral networks including CPAs and attorneys, this role delivers portfolio growth, revenue performance, and customer satisfaction outcomes for the institution.

Key Responsibilities

• Develop and grow a portfolio of Business Banking relationships by sourcing new clients and maintaining existing ones.
• Grow and drive new acquisitions within the assigned banking center through centers of influence such as CPAs, attorneys, and existing clients.
• Recommend appropriate solutions to clients as a trusted advisor to meet their objectives.
• Meet assigned revenue goals based on deposit product campaigns and other referrals.
• Build knowledge with each client by completing an in-depth business profile and developing a relationship plan.
• Ensure client requests are met by handling them directly or referring to the appropriate resource.
• Meet or exceed Key Performance Measures including portfolio growth, revenue, retention, and customer satisfaction.

Required Qualifications

• Bachelor's degree in a related field or equivalent combination of education and experience preferred.
• Minimum 3 years of experience in business banking, business development, or banking operations.
• Strong credit analysis skills in commercial lending and knowledge of consumer and commercial credit structuring.
• Working knowledge of banking products, services, sales techniques, and procedures.
• Knowledge of personal cash flow, financial accounting, commercial loans to small businesses, and tax analysis.
• Intermediate word processing and spreadsheet software proficiency required.
• Demonstrated interpersonal communication skills with commitment to high service quality and sound independent judgment.
• Bilingual Spanish fluency a plus.

Embedded within the business banking team, the Business Banking Relationship Manager develops and maintains profitable relationships with businesses sized $2MM to $20MM in sales with credit exposure up to $15MM, coordinating all sales and service efforts across product partners and branch staff. Working closely with the Business Loan Center and internal partners, this role delivers credit quality, revenue growth, and timely resolution of portfolio risk for the institution.

Core Functions

• Expand and deepen existing relationships while prospecting new business banking clients.
• Build and maintain a robust external referral base through centers of influence and visible market presence.
• Meet with business owners to identify needs, recommend product solutions, and negotiate pricing and fees.
• Coordinate loan approvals through the Business Loan Center and partner with branch staff and internal product partners.
• Ensure accuracy and completeness of credit packages with the Business Loan Center and Commercial Loan Servicing department.
• Monitor maturing loans, upcoming renewals, and daylight overdrafts.
• Cooperate with collections and special assets groups to support timely resolution of past-due loans and graded credits.
• Adhere to pricing discipline, credit quality standards, bank policies, and all legal and regulatory requirements.
• Mentor junior team members and take leadership roles on team initiatives as needed.

Qualifications & Experience

• Bachelor's degree or equivalent of 4 additional years of education and business banking experience required.
• Minimum 5 years of business banking sales experience, including lending, portfolio management, and commercial credit.
• Knowledge of business deposit products and outside financial sales experience preferred.
• Excellent customer service, written and verbal communication skills with professional grammar and demeanor.
• Strong organizational skills with attention to detail and ability to multitask.
• PC and internet proficiency required.

Reporting to the Commercial Lending team, the Business Banking Relationship Manager leads the development of new deposit relationships and growth of core deposits in connection with Commercial Real Estate and Multi-Family loan transactions, conducting joint calls and business development outreach across a targeted client base. Partnering with loan officers and the Commercial Lending Department, this role strengthens deposit volume, cash management adoption, and Sarbanes-Oxley-compliant service delivery for the organization.

Primary Duties

• Develop new deposit relationships and increase core deposits in connection with Commercial Real Estate and Multi-Family loan transactions.
• Call on existing clients within a business development call program and meet with new prospects to outline services and resolve problems.
• Conduct joint calls with team members on high-potential and targeted prospect clients.
• Identify opportunities to retain and grow deposits, renew loans, and pursue new financing opportunities.
• Compile and analyze business development statistics and make recommendations for obtaining new business and growing core deposits.
• Solicit new deposit accounts from current clients and travel to clients for account openings and deposit pickups as needed.
• Coordinate with the Commercial Lending Department on required deposit accounts and maintain reporting spreadsheets for loan officers.
• Maintain Sarbanes-Oxley compliance and adhere to internal control policies and procedures where applicable.

Skills & Qualifications

• Bachelor's degree preferred or equivalent experience, with a high school diploma required at minimum.
• Minimum 5 years of customer service and sales experience.
• Comprehensive knowledge of business deposit products and cash management services.
• Excellent negotiation skills and ability to establish rapport with customers.
• Proficiency in Microsoft Office suite.
• Ability to travel to customer locations as needed.

Sitting at the intersection of sales and relationship advisory, the Business Banking Relationship Manager delivers comprehensive financial solutions to new and existing clients, including complex credit structures and cross-sell opportunities across all areas of the bank. Operating across branch teams, the Small Business Lending Center, and community networks, this role advances revenue generation, portfolio profitability, and client relationship depth for the institution.

Duties

• Find and grow new and existing client relationships by delivering comprehensive financial solutions across all areas of the bank.
• Advise clients on financial solutions and strategies, including complex credit structures and cross-sell opportunities.
• Develop internal business partner relationships and work productively with the Small Business Lending Center.
• Identify and pursue revenue-generating opportunities and referrals across other lines of business.
• Engage in community relationships and activities to support business development goals.
• Participate in branch team meetings, marketing meetings, and joint calls with the Branch Manager.
• Monitor banking industry trends and maintain in-depth knowledge of commercial banking products and services.

Requirements

• Bachelor's degree in Finance or related area preferred, or equivalent work experience.
• Minimum 5 years of business banking experience or equivalent.
• Deep knowledge of credit structures, underwriting, and personal and business financial statements and tax returns.
• Proficient in business development, consultative selling, portfolio management, and cross-selling bank products.
• In-depth understanding of client relationship management, including interactions with outside counsel and title companies.
• Strong written and verbal communication and interpersonal skills with the ability to work independently and manage complex workflows.
• Ability to coach and mentor team members and maintain a proactive, client-focused approach.