Commercial Relationship Manager III - CDL

Hiring Range: $136,599 - $224,413
 

The posted salary range reflects Eastern’s expected hiring range. Actual pay may vary based on experience, skills, and market factors; additional compensation may apply. Eastern offers a robust benefits and retirement package. Please see the description of benefits included with this job posting for additional information.

 The Relationship Manager (RM) III - Tax Credit  is highly independent and is considered a subject matter expert with significant experience and knowledge. The RM III will have a highly developed sense of deal quality and be comfortable discussing sophisticated transactions with credit and the senior management team. Will be used by other staff as a sounding board. Will have an extensive network and deep relationships. RM III will likely be supported by dedicated Portfolio Manager (PM).

Primary responsibilities include business generation to meet sales goals.  Maintenance of portfolio with customer contact and oversite of PM's management of the portfolio.

New Business Development & Related Responsibilities

Business Development

• Achieve sales goals and objectives

• Strong representative of the Bank, attending networking events and taking the lead in industry organizations at times.

• Deep network of contacts for business generation and market advice.

• Actively manage a prospect list and consistently network with COIs and internal business partners

• Extensive knowledge and understanding of underwriting procedures, including ability to recommend complex structures

• Deep understanding of risk acceptance criteria (RAC's) and also an appreciation of appropriate occasion to seek exceptions

• Understand importance of due diligence including strong awareness of specific areas of risk (inc fraud)

• Supervise and assist (as appropriate) in writing of pre-deals and credits to a high quality, requiring limited overview from TL/GH

• Engage with internal risk review and external reviewers in a credible manner, answering queries in an appropriate manner

Underwriting and Due Diligence

• Extensive knowledge and understanding of underwriting procedures, including ability to recomend complex strcutures

• Deep understanding of risk acceptance criteria (RAC's) and also an appreciation of appropriate occasion to seek exceptions

• Understand importance of due diligence including strong awareness of specific areas of risk (inc fraud)

Credit Interactions

• Supervise and assist (as appropriate) in writing of predeals and credits to a high quality, requiring limited overview from TL/GH

• Engage with internal risk review and external reviewers in a credible manner, answering queries in an appropriate manner

• Present complex credits for discussion comfortably, addressing key issues, and answer probing questions.

• Deep understanding of loan documents and legal srtuctures.

• Ability to negotiate complex loan documents, highlighting issues to TL/GH as appropriate

• Can negotiate effectively with borrowers obtaining optimal outcomes

• Work with PM to maintain strong portfolio quality, including covenant testing & risk ratings

• Ongoing awareness of risk factors within the portfolio (major lease roll etc), and be prepared to adjust risk ratings based on expected outcomes

• Work in conjunction with the Construction Management Group on active construction loans

• Review appraisals and Field Exams and surface issues or notable items to Team Leader (TL) and Group Head (GH) as necessary

• Assist Group Head with tax credit investment strategy and portfolio management as necessary

• Ability to guide AVP/VP on their roles in absence ot TL/GH.  May have a coach role with PM and is required to impart knowledge to PM for underwriting purposes. Will likely be asked to serve as a mentor to more junior staff.

Legal / Loan Closings:

• Deep understanding of loan documents and legal structures

• Ability to negotiate complex loan documents, highlighting issues to TL/GH as appropriate

• Can negotiate effectively with borrowers obtaining optimal outcomes

Portfolio Management & Related Responsibilities

Portfolio Management:

• Work with PM to maintain strong portfolio quality, including covenant testing & risk ratings

• Ongoing awareness of risk factors within the portfolio (major lease roll etc), and be prepared to adjust risk ratings based on expected outcomes

• Work in conjunction with the Construction Management Group on active construction loans

• Review appraisals and Field Exams and surface issues or notable items to Team Leader (TL) and Group Head (GH) as necessary

• Assist Group Head with tax credit investment strategy and portfolio management as necessary

Training Responsibilities 

• Ability to guide AVP/VP on their roles in absence ot TL/GH.  May have a coach role with PM and is required to impart knowledge to PM for underwriting purposes. Will likely be asked to serve as a mentor to more junior staff.

• Extensive knowledge of policy and procedures and will make recommendations to Team Leader (TL) for policy enhancements / exceptions

• Proficient user of relevant technology including market research data.

• Proficient with nCino and using nCino covenant and tracking reports for portfolio management

Policy and Procedures

• Extensive knowledge of policy and procedures and will make recommendations to Team Leader (TL) for policy enhancements / exceptions

Technology

• Proficient user of relevant technology including market research data.

• Proficient with nCino and using nCino covenant and tracking reports for portfolio management

Special Projects

• May be requested to assist in deeper administrative or strategic projects

Qualifications:

• Bachelor’s degree or equivalent experience required 

• Proven underwriting abilities, including 10 + years experience as a Commercial Lender

• Formal Bank credit training preferred

• Experience in structuring tax credit investments and equity portfolio management preferred