Commercial Banking Regional Manager

Tompkins Community Bank; Town of Ithaca (NY); On-site; USD 185,000 - 205,000; Full time

Benefits offered by this job

Medical

Dental

Vision

401(k) Match

Profit Sharing

Paid Time Off

11 Holidays

Tuition Reimbursement

Free Parking

Employee Referrals

Job summary

Tompkins Financial seeks a seasoned commercial lending leader to develop and execute strategies that grow the bank's commercial client base in the Ithaca area. You will build centers of influence and deepen relationships across banking, insurance, and wealth management while mentoring a regional team.

You will underwrite and monitor loans, support credit decisions, and cross-sell a broad suite of products. Strong sales, communication, and financial statement analysis skills are essential, along

Qualifications

• A Bachelor’s degree in a related field.
• A minimum of ten (10) years’ experience in commercial lending or combined experience in commercial credit analysis and banking, demonstrated sales and business development experience with proven results.
• Strong customer service skills.
• Excellent verbal and written communication skills.
• Strong presentation skills.
• Demonstrated experience with and broad understanding of personal and commercial financial statements.
• Thorough understanding of accounting and finance principals and applications.
• General knowledge of business and industry climates and economic conditions.
• General business law knowledge including real estate practices, lien law principals and key elements of the Uniform Commercial Code.
• Proficient in personal computer applications – Microsoft Windows and Office Products.

Responsibilities

• Establish quantitative sales objectives, with the Bank President on an annual basis.
• Solicit new business from present and prospective customers; maintain ongoing relationships with present customers to leverage cross-selling opportunities.
• Collect and provide sales information for monthly and year-to-date reports.
• Monitor sales performance versus objectives and provide progress reports to the Bank President.
• Maintain knowledge of commercial credit products and services to match customer needs.
• Provide direct service to commercial customers with deposits, loans, and other products; approve or reject loan applications within authority.
• Assist customers in obtaining specialized services from other departments.
• Prepare forms and reports as requested by the Bank President or other departments.
• Maintain knowledge of policies and loan documentation.
• Attend sales and trade meetings to develop new business.
• Early detection, reporting, and monitoring of problem credit.
• Responsible for quality of own loan portfolio.
• All other duties as assigned.

Skills

Commercial lending

Sales & business development

Customer service

Verbal & written communication

Presentation skills

Financial statement analysis

Accounting & finance principles

UCC knowledge

PC skills

Education

Bachelor's degree

Job description

Overview

Responsible for the development and execution of strategy to establish and grow awareness of Tompkins Financial, and build the commercial banking client base throughout the assigned market. Develop centers of influence in the region that can be leveraged into profitable relationships. Develop strategic relationships with all Tompkins lines of business (i.e. Banking, insurance & wealth management) in order to effectively deepen and enrich client relationships. Identify and help recruit additional talent to expand the regional team including commercial bankers, branch and residential lending partners. Effectively manage client relationships in the region by selling and promoting a broad array of appropriate financial products and services, providing thoughtful financial advice to clients, and making introductions to banking, insurance and wealth management partners at Tompkins. Actively support and partner with credit administration during underwriting and credit approval process for new loan requests. Monitor existing client performance and actively support credit administration in periodic review and credit renewals.

Responsibilities

• Work as a leading member of the Company’s sales/services lending department as follows:
• Establish quantitative sales objectives, with the Bank President on an annual basis.
• Hold the assigned team accountable to soliciting new business from present and prospective customers; maintain ongoing business relationships with present customers in order to take advantage of additional cross‑selling opportunities.
• Collect and provide sales information on a timely basis so that this information may be included as part of monthly and year‑to‑date sales performance reports.
• Monitor individual and team sales performance versus objectives on a monthly basis utilizing Company’s sales information system; discuss performance with individuals on a frequent basis and provide progress reports and status updates to the Bank President.
• Maintain a thorough knowledge of the features and benefits of all the Company’s commercial credit products and services to ascertain customer needs and sell in conjunction with these needs.
• Provide direct service to commercial customers with respect to deposit, loan, and other miscellaneous products and services, and if applicable, approve or reject loan applications within individual lending authority.
• Assist customers in obtaining specialized services from other departments as necessary.
• Prepare various forms and reports and provide information as requested from the Bank President or other departments.
• Maintain a working knowledge of Company operating policies and procedures which impact commercial services.
• Maintain working knowledge of loan documentation procedures.
• Attend sales and trade meetings as the Company’s representative to develop new business and to gain information and leads on prospective accounts.
• Responsible for early detection, reporting, and monitoring of problem credit.
• Responsible for quality of own loan portfolio.
• All other duties as assigned.

Qualifications

• A Bachelor’s degree in a related field.
• A minimum of ten (10) years’ experience in commercial lending or combined experience in commercial credit analysis and banking, demonstrated sales and business development experience with proven results.
• Strong customer service skills.
• Excellent verbal and written communication skills.
• Strong presentation skills.
• Demonstrated experience with and broad understanding of personal and commercial financial statements.
• Thorough understanding of accounting and finance principals and applications.
• General knowledge of business and industry climates and economic conditions.
• General business law knowledge including real estate practices, lien law principals and key elements of the Uniform Commercial Code.
• Proficient in personal computer applications – Microsoft Windows and Office Products.

Benefits

• Medical
• Dental
• Vision
• 401(k) Match
• Profit Sharing
• Paid Time Off
• 11 Holidays
• Tuition Reimbursement
• Free Parking throughout Tompkins Community Bank
• Employee Referrals

EEO Statement

Tompkins is committed to a policy of Equal Employment Opportunity ("EEO") with respect to all team members and applicants for employment and a work environment free from discrimination (including unlawful harassment) based on race, color, religion, sex, sexual orientation, transgender status, gender non‑conformity, gender identity, gender expression, national origin, age, marital status, domestic violence victim status, disability, predisposing genetic characteristics, military or veteran status or status in any group protected by federal, state, or local law.

Pay Range: USD $185,000.00 - USD $205,000.00 /Yr.

Bonus/Incentive Plan: Commercial Lending Incentive Plan