Commercial Relationship Manager

WHO WE ARE

City First Bank N.A. is a mission-driven Community Development Financial Institution (CDFI) principally focused on a transformative impact in underserved, urban markets with the highest needs to drive equitable economic development. Our credit activities are purely commercial and focused on the following segments: Multifamily Affordable Housing, Not-for-Profit Finance, and Small Business Finance. As a depository and commercial lending provider with over $1.4 billion in bank assets as of December 31, 2023, our unified organization has over 100 employees in Washington DC and Los Angeles/Inglewood, CA.  

ROLE SUMMARY

The Relationship Manager (RM) is primarily responsible for soliciting new business and managing customer relationships of small businesses and not-for-profit organizations (including churches and charter schools, among others). These activities generally include loans for working capital, expansion, and the acquisition or renovation of nonresidential owner-occupied real estate. In addition, the RM is responsible for soliciting new business and managing relationships of the bank’s commercial real estate customers (investors and developers) and prospects including office, retail, shopping strips, warehouse, industrial, facilities and land development, primarily for investment purposes. These lending activities generally include loans for acquisition, new construction, renovation, and refinancing. The position reports to the Western Commercial Regional Executive.  

The RM will develop business geared toward growth in new customer relationships, strengthening and expanding existing customer relationships, increasing profitability, and elevating the Bank’s reputation in the marketplace. The RM is responsible for all phases of loan and deposit production, including lead generation, closing, and relationship management. The RM is an officer of the Bank, participating and presenting loans for approval in the Mangers’ Loan Committee (MLC) and Directors’ Loan Committee (DLC) of the Bank, as well as other staff meetings as required. 

While the duties and responsibilities associated with underwriting and loan administration will reside principally with the Credit staff, RMs will remain accountable for the credit quality of their relationships, including but not limited to adherence to Loan and Credit policies and procedures, and other bank policies and procedures as they relate to his/her loan portfolio.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES

Business Development

• Develop new – and expand existing – commercial loan and deposit relationships through targeted calling and community relations work, consistent with the Bank’s risk and return parameters. RM will cross sell other Bank services, when possible, also consistent with the Bank’s risk and return parameters. 
• Maintain a targeted calling program focused on expanding current business and attracting new business to the Bank. Attendant to this calling program, the RM will:
• Develop and deliver status reports to the CLO and management staff on a regular basis.
• Research and establish target markets and mine existing portfolio to better understand current product/services used and increase wallet share.
• Provide support to the CLO, other RMs, senior management, and the Credit staff through joint calls, training and shared market intelligence.
• Recommend new products and services to generate fee, contract, and services revenue.
• Recommend new traditional and non-traditional products and services which the market is seeking, including non-traditional community development services such as financial literacy training, counseling, and technical assistance.
• Establish and maintain relationships with industry influencers and key community and strategic partners. Where appropriate, directly joins local business and community organizations as a representative of the Bank or recommends other bank employees for involvement or membership. Participates in the community outreach process, and actively participates in key community organizations, meetings, and events.
• Attend various promotional events including, but not limited to, trade shows, business seminars, receptions, etc. to ensure an increase in the overall customer base and the retention of existing customers.  

Customer Relationship Management

• Support the CLO in providing “best in class” ongoing services to existing customers. Assist the Credit staff in providing follow up on Annual Reviews of customer relationships, and in ensuring the timely renewal or resolution of expiring/expired loans, covenant compliance, and documentary requirements. 

Loan and Credit Administration

• Accountable for a loan portfolio consistent with the Bank’s credit policies, underwriting guidelines, and procedures, and its mission. Reviews loan write-ups to ensure consistent presentation of information, monitors risk ratings and assures they are kept current and accurate, assists in the review of problem loans, and assists the collection/workout process when needed to ensure the best possible outcome and recovery for the Bank.
• Accountable for adherence to Bank policies and procedures; particularly – but not limited to – Loan and Credit policies and procedures, laws, rules, and regulations. Take initiative to comply with legal requirements, audit, regulatory, and internal compliance guidelines. Responds quickly to correct regulatory, audit and compliance deficiencies. Adheres to Bank’s Code of Ethics.

EDUCATION & EXPERIENCE

Required Education/Experience:

• Bachelor’s Degree in finance, accounting or business required or 3 additional years of experience in commercial credit analysis and commercial underwriting
• 3+ years of portfolio management and commercial underwriting experience
• 3+ years of proven sales record in meeting or exceeding goals in commercial lending
• Formal or in-house credit training; counts toward one year of experience

Preferred Education/Experience:

• Supervision of a team or in a leadership role

CERTIFICATIONS

• Not applicable

KNOWLEDGE, SKILLS, AND ABILITIES

Required Knowledge & Skills:

• Proven sales and business development skills
• Excellent oral, written and interpersonal communication skills with the ability to carry out instructions. Instruct others, interpret documents, understand procedures, write reports and correspondence, and speak clearly to clients, customers, and employees.
• Knowledge and training in all lending activities 
• Knowledge of commercial, and commercial real estate loan processing 
• Ability to read, analyze and interpret general business periodicals, professional journals, and technical procedures 
• Knowledge of related state and federal lending and compliance regulations and other Bank lending policies.
• Basic skills in personal computer operation, word processing and spreadsheet software. 
• Ability to deal with complex problems involving multiple facets and variables in non-standardized situations. 
• Ability to work without supervision while performing duties
• Critical and creative thinking 
• Negotiation skills; diplomacy 
• Maintenance of fast pace 
• Excellent organizational and time management skills 
• Excellent leadership skills
• Excellent training skills 
• Excellent time management skills