Commercial Relationship Manager

Job Description

JOB INFORMATION

Title:

Commercial Relationship Manager

Officer Title:

AVP

Grade:

29

FLSA Classification:

Exempt

Date Last Edited:

12/13/2024

Reports To:

Department:

Lending Origination

URL Link

https://hvfcu.jdxpert.com/ShowJob.aspx?EntityID=2&jobcode=996

PRIMARY FUNCTION

Counsel prospective commercial loan applicants regarding the specific commercial loan programs that are appropriate for their financial circumstances and assist them in completing the process of obtaining a commercial loan in accordance with Credit Union and regulatory guidelines.

•

Responsible for the development and maintenance of internal and external relationships for referral sources within the community including, but not limited to, HVCU branches, realtors, attorneys, accountants and other affinity groups. Attend functions relative to the position to build rapport within the community.

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Respond to and follow up on customer inquiries and leads from all sources.

•

Recommend Credit Union commercial loan products to members that would best serve them, advising them of the risks and benefits of the loan alternatives, including options and variables involved.  Based on member need, identify opportunities for referral to other Credit Union products and services.

•

Maintain and develop the portfolio of existing commercial loan members, responding promptly to all inquiries and requests and utilize approved methods to record the details of all efforts.

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Assist in the preparation, management and presentation of new loan proposals and renewals, including the documentation of the business income, assets, investments, and debts as well as characteristics of the property and other pertinent information.

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Follow up with members, as necessary, to obtain required documentation. Provide assistance as required to the Processing and/or Underwriting areas in order to ensure a quality loan decision.

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Prepare for and attend Commercial Loan Committee meetings and assist in closings, as needed.

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Perform on-going and consistent collection efforts/workout for assigned delinquent members. Document efforts in the file.

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Adhere to all Credit Union policies, procedures, and regulatory agency requirements. Participate in all required and recommended training and development including, but not limited to, Bank Secrecy Act training (BSA) and demonstrate attained knowledge. Participate on Credit Union teams, projects and strategic initiatives when the opportunity arises. Perform additional duties and special projects as assigned.

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Embrace and apply HVCU’s guiding principles to all activities and responsibilities. This includes the Credit Union’s Mission, Vision, Core Values, Employee and Member Value Propositions, Sales and Service Model, and commitment to Lean Six Sigma practices. Support the Credit Union’s initiatives by demonstrating teamwork and professionalism.

•

Responsible for regular and predictable attendance including punctuality.

Associate’s Degree or at least 2 years equivalent experience for each undergraduate year not completed; undergraduate degree cannot substitute for minimum number of years of experience.

X

Valid driver’s license

X

Registration with the National Mortgage Licensing System and Registry (NMLS)

X

Minimum 3 Years

Experience in business/commercial lending

X

Minimum 2 Years

Direct commercial lending experience

X

SBA loan origination experience

X

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Ability to communicate effectively with internal and external customers in person, and via telephone and email, as well as effectively communicate with management.

•

Proficient with MS Office, Word, Excel and PowerPoint.

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Ability to read, understand and interpret documents, procedures and policies.

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Ability to work in a fast-paced environment and deal with a variety of internal/external customer and vendor situations.

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Advanced networking, customer and member service skills

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Advanced verbal and written skills.

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Maintain a high level attention to detail and accuracy.

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Pass loan certification assessments.

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Strong knowledge of the market area to which the Commercial Loan Officer is assigned.

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Ability to understand and accurately apply basic mathematical concepts.

PHYSICAL DEMANDS

Frequency

Physical Demand

Weight (lbs.)

Frequently

Sit for prolonged periods of time

Frequently

Required to communicate verbally

Frequently

Normal range of vision and hearing abilities required

Occasionally

Lift and/or move objects

10

Occasionally

Travel outside of work location to attend meetings and training programs

Occasionally

Travel outside of work location to meet with prospective applicants and members

Frequently

Required to skillfully operate a computer, telephone and other standard office equipment

Occasionally

Work extended hours, including evenings, weekends, and holidays as needed

WORK ENVIRONMENT

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Typically the noise level in the work environment is moderate.

•

May experience occasional job stress in dealing with difficult situations and/or high volume.

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High energy, high impact atmosphere.

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There are no significant hazardous conditions.

View Competencies

Prospecting

Knowledge of and the ability to identify and engage potential customers in the market.

Level 2

1. Assists in identifying potential customers in the market.

2. Analyzes total account potential, including possible leverage points.

3. Utilizes specific techniques for getting an appointment.

4. Reports on problems associated with prospecting activities.

5. Complies with an organization's prospecting standards.

Understanding Customer Needs

Knowledge of and the ability to recognize and be sensitive to the different perspectives and priorities of different customers.

Level 3

1. Oversees analysis of customers' needs and proposes coverage and terms.

2. Consults knowledgeable third parties to gain insight into customer needs.

3. Utilizes technology-based tools to graphically illustrate customers' needs.

4. Recommends the specific types of products appropriate for a customer.

5. Advises others on how to effectively get customers to accurately and thoroughly reveal their needs and priorities.

6. Facilitates the sales and negotiation process by making appropriate and prompt recommendations.

Service Excellence

Consistently incorporates Hudson Valley's member and employee value proposition, reinforcing organizational culture and brand differentiators.

Level 1

1. Anticipates and meets the needs of both internal and external customers. Delivers high quality service and is committed to continuous improvement.

2. Consults with management on modifying business processes to enhance service delivery. Monitors own work to ensure quality and apply feedback to improve performance.

3. Integrates core values into the way work is done and how relationships are conducted.

4. Possesses knowledge of customer service concepts and techniques; ability to meet or exceed customer needs and expectations and provide excellent service in a direct or indirect manner.

5. Tailors communications based on others’ needs, motivations and agendas.

Flexibility and Adaptability

Adapts as needed; knowledge of successful approaches, tools, and techniques for dealing with changes and adapting to a changing environment.

Level 2

1. Accepts new or radical ideas with an open mind; avoids snap reactions.

2. Adjusts to new or changing assignments, processes, and people.

3. Demonstrates ability to successfully manage multiple tasks and priorities.

4. Demonstrates willingness to listen to other opinions.

5. Identifies and considers alternative approaches to situations or problems.

Work Standards

Sets high standards of performance for self and others; assumes responsibility and accountability for successfully completing assignments or tasks.

Level 2

1. Documents how results were obtained to support knowledge transfer and best practices.

2. Helps others drive tasks to completion as appropriate.

3. Holds self and others accountable for delivering on all commitments.

4. Identifies actions necessary to achieve task completion and to obtain results. Meets schedules, deadlines, and performance goals.

5. Recognizes the need for assistance and secures additional resources as needed. Escalates issues and unusual findings that could have an adverse impact on the business.

6. Understands and appropriately applies principles, procedures, requirements, regulations, and policies related to role.

This job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee in this position.  Additional functions and requirements may be assigned by supervisors as deemed appropriate, with or without notice.

Nothing contained in this material creates a contract of employment between an employee and Hudson Valley Credit Union or otherwise alters the at-will nature of the employment relationship.

Are you able to perform the essential functions listed in this job description with or without reasonable accommodation?  YES_______  NO_______

By signing below you certify that you have received this job description and understand the requirements, essential functions and duties of the position.  If you are currently employed in this position, your signature acknowledge that this job description accurately describes the position, including its essential functions.

Name:  _____________________________________________

Signature: _____________________________________________

Date:  _____________________________________________ 

Please also note that Hudson Valley Credit Union respects the religious beliefs and practices of employees and will, on request, reasonably accommodate its employees when a reasonable accommodation is available that does not create an undue hardship on the Credit Union’s business.  Therefore, unavailability for work due to religious observances or practices may not be a bar to employment.