Commercial Banking Relationship Manager II

Tompkins Bank & Trust; Village/Town of Mount Kisco (NY); On-site; USD 142,000 - 183,000; Full time

Benefits offered by this job

Medical

Dental

Vision

401(k) Match

Profit Sharing

Paid Time Off

11 Holidays

Tuition Reimbursement

Free Parking

Job summary

Tompkins Bank & Trust seeks an experienced commercial lender to actively contribute to the sales/service lending team. You will build relationships, drive cross-sell opportunities, and manage a profitable loan portfolio.

The role requires expertise in complex commercial lending, formal credit experience, and strong communication skills to support sales objectives and policy conformance.

Qualifications

• Bachelor’s degree required; Master’s degree desirable.
• Seven years of experience in complex commercial real estate lending and/or commercial & industrial loans management in a financial institution.
• Formal credit experience is required.
• Strong sales and expectation-management skills.
• Excellent verbal and written communications skills.
• Proficiency with current technology.
• Good organizational skills, high accuracy, and attention to detail.
• Effective time management and ability to work independently in a team.

Responsibilities

• Establish annual sales objectives with supervisor.
• Solicit new business from current and prospective customers.
• Provide timely sales information for monthly and YTD reports.
• Monitor monthly sales performance vs. objectives using the company system.
• Maintain knowledge of commercial credit products to match customer needs.
• Provide direct service on deposits, loans, and related services; approve/reject loan apps within authority.
• Assist customers in obtaining specialized services from other departments.
• Maintain knowledge of operating policies and loan documentation.
• Attend sales/trade meetings as the company’s representative.
• Detect, report, and monitor problem credit.
• Maintain quality of own loan portfolio.
• All other duties as assigned.

Skills

Sales skills

Verbal & written comms

Time management

Attention to detail

Education

Bachelor’s degree

Master’s degree desirable

Job description

Overview

Responsible for working as an active member of the Company’s sales/service commercial lending department; provide commercial customers with direct service relating to the Company’s commercial services portfolio; develop customer relationships so as to take advantage of additional selling and cross‑selling opportunities; communicate with sales and lending management personnel with respect to sales objectives, sales performance, and other factors which affect the sales/service function; provide required information on sales and service activities; generate and maintain a profitable quality commercial loan portfolio. Responsible for marketing, sales, quality, co‑ordination, policy conformance, training, reporting documentation for Company products and services. Promote the Company’s CRA requirements and policy; adhere to FDICIA and compliance procedures as they apply to the Company’s lending activities.

Responsibilities

• Work as an active member of the Company’s sales/services lending department as follows:
  
  
  
  • Jointly establish quantitative sales objectives, with assigned supervisor on an annual basis.
  
  
  • Solicit new business from present and prospective customers.
  
  
  • Provide sales information on a timely basis in order that this information may be included as part of monthly and year-to-date sales performance reports.
  
  
  • Monitor individual sales performance versus objectives on a monthly basis utilizing Company’s sales information system.
  
  
  
  


• Maintain a thorough knowledge of the features and benefits of all Company commercial credit products and services, in order to ascertain customer needs and to sell in conjunction with these needs.


• Provide direct service to commercial customers with respect to deposit, loan, and other miscellaneous products and services, if applicable, approve or reject loan applications within individual lending authority.


• Assist customers in obtaining specialized services from other departments as necessary.


• Maintain a working knowledge of Company operating policies and procedures which impact commercial services.


• Maintain working knowledge of loan documentation procedures.


• May 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

• Bachelor’s degree required. Master's degree desirable


• Seven-year (7) years of experience in complex commercial real estate lending and /or commercial & industrial loans management experience in a financial institution.


• Formal credit experience is a requirement.


• Strong sales skills and expectation management skills.


• Excellent verbal and written communications skills.


• Knowledge of and the ability to use current technology proficiently.


• Good organizational skills, a high level of accuracy and strong attention to detail.


• Effective time management and the ability to work independently in a team environment.


• Ability to handle sensitive information with complete confidentiality and professionalism.

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 $141,500.00 - USD $182,500.00 /Yr.

Bonus/Incentive Plan

Senior Incentive