The primary responsibilities of the Commercial Relationship Manager include active business development, origination of business real estate and other bank loan products and meeting broad business banking needs through effective relationship building. Incumbent develops customer relationships, making sure they acquire loan, deposit, and other banking products appropriate to their circumstances. Assesses with customer the best options for the customer’s needs and initiates appropriate action. Analyzes the prospective client’s financial statements, counsel client on credit record or other concerns, and assists in determining initial qualification of loan program.
This position is expected to source a minimum of 75% of business from outside. High level of personal monthly loan production, spending approximately 60% to 70% of time outside of office engaged in business development and consultation activities with clients, builders, business owners and other referral sources.
Greet and assist customers in person and by telephone, fax, or electronic mail.
Meet with customers to assist with loan closings at Relationship Manager’s request.
Work as a team internally and across departments. Maintains good working relationship with branches, credit administration, loan operations, deposit operations, mortgage, and all other partner groups.
Represents Bank in providing a complete range of customer services, explains available Bank product and service features and benefits, and gathers customer information to set up new accounts and facilitate updates or maintenance on existing accounts.
Thorough knowledge of loan, deposit, treasury, and other related products offered to the commercial line of business
Promotes and introduces personal/consumer Bank services to customers such as: consumer and mortgage loans, IRAs, certificates of deposit, etc.
Refer opportunities to commercial partners: mortgage, investment, insurance, equipment finance, and SBA
Look for sales opportunities by promoting HomeTrust’s products and services within existing portfolio
Assist with maintenance of Commercial Prospect Tool, identify possible prospects
Conduct prospect/industry research utilizing all available tools including RMAU and CRS.
Specific Job Functions
Actively initiates business contacts to develop relationships and promote bank products and services.
Counsels customers on business financing needs and process.
Counsels customers and completes detailed review of loan application and other business services.
Analyzes customer financial status, credit, and property evaluations to determine loan feasibility.
Develops and maintains personal loan pipeline.
Teams with Credit Analysts to facilitate review and processing of loans.
Responds timely to customer inquiries concerning active loans and Bank loan offerings and related business.
Teams with Treasury Management to develop leads and referrals within existing portfolio and priority one customers/targets.
Provides loan status reports to management as requested.
Manages loan portfolio and ensures appropriate process is followed on delinquent accounts.
Stays current on and proficiently follows the commercial lending underwriting guidelines.
Establish and maintains relationships with business owners, builders, real estate agents, etc.
Four-year degree in business, finance or related field.
Three to five years-experience as a business lender with demonstrated record achieving goals.
Demonstrated knowledge of bank policies, procedures, and lending practices. Thorough knowledge of all Bank business lending and deposit products.
Demonstrated knowledge of credit analysis functions and related requirements and procedures.
Successful completion of Bank training program(s) for lending (depending on experience and background as a lender). Familiarity with all HomeTrust Retail products and services.
Must be bondable.
Demonstrated ability to understand and use Bank loan policies and procedures to support positive customer interactions.
Familiarity with all federal and state banking regulations pertaining to lending and consumer compliance, including fair lending laws.
Competent computer skills utilizing office and banking applications.
Valid driver’s license required.
Sales and service aptitude and ability. Earns quick credibility.
Outgoing nature with excellent skills at building and maintaining relationships.
Highly developed communication and presentation skills.
Ability to resolve customer concerns/issues in a positive way.
Effective team member and demonstrated collaboration skills.
Technically savvy and efficient in completion of work.
Ability to communicate effectively with customers, staff, and the general public in a positive, problem solving manner.
Ability to listen to and convey accurately and quickly, detailed information, important instructions and/or ideas.
Ability to think and act independently within guidelines and limitations of Bank policy and assigned personal authority.
Skilled professional networker.
Excellent attention to detail.
About HomeTrust Bank
HomeTrust Bank, founded in 1926, is a North Carolina chartered, community-focused financial institution committed to providing value-added community banking through online/mobile channels and multiple locations in Virginia, North Carolina, South Carolina, and Tennessee. Learn more at www.htb.com. Apply today to take your first steps towards joining this talented population of employees within a growing organization.
Work Environment, Physical Requirements
The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. HomeTrust Bank promotes an equal employment opportunity workplace which includes reasonable accommodation of qualified applicants and employees.
This job operates in a professional office environment and routinely uses standard office equipment such as computers, phones, photocopiers, and fax machines.
Specific vision abilities required by this position include close vision, distance vision, and the ability to adjust focus.
Physical activity requiring reaching, sifting, lifting up to 25 lbs., finger dexterity, grasping, feeling, repetitive motions, talking and hearing are required.
The employee will frequently communicate and must be able to exchange accurate information with others.
The employee may need to move around their office to attend meetings and to access files, machinery or other job-related tools.
DISCLAIMER: HomeTrust Bank is an evolving company. As such this job description is not necessarily an exhaustive list of all responsibilities, duties, skills, efforts, requirements or working conditions associated with the job. While this is intended to be an accurate reflection of the current job, management reserves the right to revise the job or to require that other or different tasks be performed as assigned.
HomeTrust Bank values and promotes diversity and inclusion in every aspect of our business and at every level within the company. We recruit, hire, and promote employees based on their individual ability and experience and in accordance with Affirmative Action and Equal Employment Opportunity laws and regulations. Our policy is that we do not discriminate on the basis of race, color, gender, national origin, religion, age, sexual orientation, gender identity, gender expression, genetic information, physical or mental disability, pregnancy, marital status, status as a protected veteran, or any other status protected by federal, state, or local law
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)