Job Description
Job Description
Position Title: Client Relationship Manager
Department: Corporate Middle Market Banking Location: Dallas, Houston
Manager: Regional President Corporate Banking
Position Summary:Client Relationship Manager (CRM) plays a crucial role in managing and nurturing relationships between the bank and its commercial clients. Their responsibilities are centered around maintaining and growing the bank's relationships, ensuring that the client’s commercial / corporate banking needs are met, while partnering with credit underwriters and credit portfolio managers to ensure credit quality, and working with originators and the broader relationship team to identify opportunities for new business and ensuring profitability.
- Relationship Management: Serve as the main point of contact for business clients, addressing their broad banking needs, including debt and ancillary services (deposits, treasury, derivatives, etc.)
- Business Development and Cross-Selling: working with deal team and market leadership to identify opportunities to cross-sell or up-sell the bank’s products and services, such as treasury services, deposits, derivatives and other financial products.
- Product Knowledge: Be well-versed in the bank’s product suite to be a trusted advisor both internally and to the client.
- Risk Management and new loan originations: Work closely with credit teams and credit portfolio managers, serve as a liaison between origination, the client, and credit partners to assess the risks and contribute to debt structuring to both properly assess and manage risk and to present the bank as a trusted advisor to existing and prospective debt clients.
- Portfolio Management: Partner and collaborate with credit portfolio managers, and loan monitoring, to manage a portfolio of corporate middle market clients, ensuring consistent communication, timely support, and proactive management of accounts.
- Performance Monitoring: working with relationship team, product, and credit partners to monitor client profitability, portfolio growth, and risk exposure to align with bank objectives and client expectations.
- Problem Solving and Issue Resolution: working with relationship team and internal partners address client issues quickly, whether it’s a service problem, a financial solution that needs adjusting, or an operational concern.
- Compliance and Documentation: working with relationship team, loan monitoring, and credit portfolio managers to ensure that all client activities are compliant with banking regulations, internal policies, and risk management procedures.
- Collaboration with Internal Teams: serve as the conduit to the relationship, work with various internal teams such as treasury, operations, credit underwriters and credit portfolio managers, loan monitoring and other product specialists to ensure comprehensive client service, credit quality, and profitable client relationships.
- Client Retention: Focus on maintaining and deepening existing relationships by ensuring high levels of satisfaction with the bank’s products and services.
- Regular Reviews: serve as a liaison between credit portfolio managers, monitoring and client related regular account reviews.
- Industry Insights: Stay updated with industry trends to identify potential growth opportunities or risks across the commercial portfolio.
- Customized Solutions: As a key part of the relationship team, expand the collective thought leadership in targeted industries and markets, understand the client’s business operations, challenges, and goals to assist the relationship team and provide tailored financial advice and solutions.
- Client Advocacy: Act as the client’s advocate within the bank, ensuring their needs and goals are represented in internal discussions.
Skills and Experience:
- 10+ years’ work experience related to various aspects of middle market and corporate banking
- Must be able to identify risks inherent in complex loan transactions and address/mitigate accordingly
- Manage moderately large and more complex relationships (credits, deposits, and fee-based products/services)
- Experience reviewing and negotiating loan documents
- Performs, initiates, and partners with credit portfolio managers on account/loan maintenance as required
- Acts as liaison for customer inquiries, issues account instructions, redirects questions and requests, as necessary, if issues related to other departments
- Ensures accuracy of information, data, and documentation for all portfolio accounts
- Actively participates in customer meetings to further the relationship and expand business opportunities
- Good mathematical, reading comprehension and writing skills
- Must have excellent interpersonal and communication skills
- Must be able to verbally communicate effectively one-to-one and in groups
- Must be able to write clearly and effectively
- Must be able to develop and maintain cohesive, cooperative internal and external working relationships
- Must have good personal organization and time management skills
- Must allocate time effectively and independently prioritize workload to meet timelines
- Participate in all required compliance training, including Bank Secrecy Act/anti-money laundering
training, as well as internal and external training programs, online training, meetings, and seminars/conferences, etc.
Qualifications:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Support the deal team in managing existing and developing new client relationships
- Assist corporate banking team, credit partners, and credit portfolio managers in deal qualification assessment, due diligence, and loan structuring
- Understand complex transactions and related risk (credit, market, operations, legal/compliance, etc.)
- Support and collaborate with originators, credit partners, and credit portfolio managers with underwriting of complex deal structures through the credit approval process
- Partner with deal team, credit partners, and credit portfolio managers, in reviewing and negotiating loan documents and engaging counsel as needed
- Partner with credit portfolio managers, and loan monitoring to conduct portfolio reviews and continuous portfolio monitoring for assigned portfolio
- Assist in training and coaching of new team members
- Coordinate with internal partners and participate in internal discussions (credit discussions, screens, new product pitches, etc.)
- Ability to work within timelines and complete projects before deadlines
Position Type:
This position is a full-time, exempt position. Typical work hours are Monday through Friday, 8:00am to 5:00pm.
Direct Reports:
None
Travel:
Some travel between Third Coast Bank offices and to client locations may be required.
Work Environment:
This job operates in a professional office environment. This position uses office equipment such as computers, phones, copy and fax machines, calculators, filing cabinets and printers.
Physical Demands:
This position will be responsible for writing, typing, speaking, listening, lifting (up to 50 pounds), driving, carrying, seeing (such as close, color and peripheral vision, depth perception and adjusted focus), sitting, pulling, walking, standing, squatting, kneeling, and reaching.
Mental Demands:
The incumbent in this position must be able to accommodate to reading documents or instruments, detailed work, problem solving, customer contact, reasoning, math, language, presentations, verbal and written communication, analytical reasoning, stress, multiple concurrent tasks, and constant interruptions.