Middle Market Senior Relationship Manager

Coca-Cola Beverages Northeast

Buffalo (NY)

On-site

USD 120,000 - 190,000

Full time

3 days ago

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Job summary

Community Financial System, Inc. (CFSI) in Upstate New York seeks a Commercial Banking Middle Market Senior Relationship Manager to develop, manage and expand a portfolio of middle market relationships by delivering comprehensive banking solutions for growth, working capital, and acquisitions.

You will serve as the primary advisor to business owners and executives, collaborating with Treasury, Wealth, and Credit teams to drive portfolio growth, monitor risk, and ensure exceptional client

Qualifications

Bachelor's degree or higher in finance, accounting, business, economics or related field.
MBA or equivalent banking education preferred.
Minimum 7 years of commercial banking experience with middle market clients.

Responsibilities

Develop and execute strategic plans to acquire new middle market relationships.
Build and maintain pipelines to achieve loan, deposit, revenue, and fee-income goals.
Deliver consultative advice and customize financial solutions for growth and working capital needs.
Coordinate internal resources to ensure seamless delivery of products and services.
Conduct regular client reviews to deepen relationships and increase wallet share.
Structure and negotiate commercial credit facilities and monitor risk.
Partner with Treasury Management to provide cash management and liquidity solutions.

Skills

Commercial lending

Financial statement analysis

Credit risk assessment

Treasury management knowledge

Education

Bachelor's degree in Finance, Accounting, Business Administration, Economics, or a related field

MBA, Commercial Banking School, Credit Training Program, or other advanced banking education

Job description

Overview

At Community Financial System, Inc. (CFSI), we are dedicated to providing our customers with friendly, personalized, high-quality financial services and products. Our retail division, Community Bank, N.A., operates more than 200 customer facilities across Upstate New York, Northeastern Pennsylvania, Vermont and Western Massachusetts. Beyond retail banking, we also offer commercial banking, wealth management, investment management, insurance and risk management, and benefit plan administration.

Just as our employees are committed to helping our customers manage their finances, we’re committed to our employees. After all, they make it happen for our customers every day.

To ensure our people can enjoy long and successful careers here at CFSI, we offer competitive compensation, great benefits, and professional development and advancement opportunities. As an equal-opportunity workplace and affirmative-action employer, we celebrate and support a diverse workplace for the benefit of all: our employees, customers and communities.

Responsibilities

The Commercial Banking Middle Market Senior Relationship Manager is responsible for developing, managing, and expanding a portfolio of middle market commercial relationships by delivering comprehensive banking solutions that support clients' growth, operational, and strategic objectives. The Relationship Manager serves as the primary advisor to business owners, executives, and financial decision-makers, providing expertise in commercial lending, treasury management, deposits, and other commercial banking products and services.

This role focuses on companies generally ranging from $20 million to $500+ million in annual revenue across diverse industrial, manufacturing, distribution, transportation, business services, not for profit organizations and corporate sectors. The Senior Relationship Manager is accountable for portfolio growth, credit quality, profitability, and client retention while partnering with internal subject matter experts to deliver superior client experience.

Primary Responsibilities

Business Development

Develop and execute strategic business development plans to acquire new middle market relationships.

Identify opportunities through prospecting, centers of influence, community involvement, referrals, and existing client relationships.

Build and maintain strong pipelines to achieve annual loan, deposit, revenue, and fee-income goals.

Conduct comprehensive client and prospect discovery meetings to understand financial needs and strategic objectives.

Represent the bank within the local business community to enhance market visibility and generate new business opportunities.

Relationship Management

Serve as the primary relationship manager for a portfolio of middle market commercial clients.

Develop deep client relationships with owners, CFOs, CEOs, controllers, and senior management teams.

Deliver consultative advice and customized financial solutions supporting growth, working capital, acquisitions, equipment purchases, real estate financing, treasury management, and risk management needs.

Coordinate internal resources to ensure seamless delivery of products and services.

Conduct regular client reviews to identify opportunities to deepen relationships and increase wallet share.

Credit and Risk Management

Structure and negotiate commercial credit facilities, including lines of credit, term loans, equipment financing, owner-occupied real estate loans, acquisition financing, and other complex credit solutions.

Analyze financial statements, cash flow trends, industry performance, and borrower repayment capacity.

Prepare and present credit requests for approval in accordance with bank lending policies.

Monitor portfolio performance, covenant compliance, collateral position, and credit quality.

Proactively identify emerging risks and implement appropriate action plans.

Maintain adherence to all regulatory requirements, credit policies, and risk management standards.

Treasury and Deposit Growth

Partner with Treasury Management professionals to deliver cash management, payment solutions, fraud mitigation tools, and liquidity management services.

Expand commercial deposit relationships and increase client utilization of treasury products.

Drive growth in non-credit revenue streams through integrated relationship strategies.

Portfolio Administration

Maintain accurate client information, call reports, pipeline records, and portfolio data within CRM and banking systems.

Coordinate with Portfolio Management team for annual review completion, renewals, risk ratings, and monitoring requirements in a timely manner, in order maintain strong portfolio quality and low levels of criticized or classified assets.

Team Collaboration