Small Business Relationship Manager
Comerica
- Grand Rapids, MI
- Permanent
- Full-time
New Business Development and Cross-Selling
- Generates new product relationships from new and existing Small Business clients, including but not limited to demand deposit/operating accounts, cash management and payments services, Business Loans, Business Lines of Credit, Commercial Real Estate Loans, SBA, and various other banking products and services.
- Regularly conduct in-person calls with prospects, centers of influence (COIs), and existing clients at their places of business.
- Receives incoming Retail Small Business client referrals from assigned Retail Branches to identify opportunities to acquire new business and deepen household relationships through extensive cross-selling, which includes referring to Commercial Banking channels, Consumer Banking, Private Banking, Wealth Management, and other lines of business.
- Maintains an active pipeline, which is communicated regularly to their assigned Retail Branches / Private Banking partners.
- Effectively uncovers and assesses prospects' needs and financial status to provide accurate and suitable credit and other product advice and recommendations.
- Coordinates with Credit Center and various product specialists to deliver services to the client.
- Coordinates with Credit Center partners and various product specialists to deliver services to the client.
- Monitors the credit relationship and obtain updated financial information on the existing loan portfolio.
- Documents and maintains risk-based discussions with borrowers, recognizes unfavorable trends, and makes appropriate recommendations to the credit partners.
- Clearly communicates the application and credit decision process; proactively follows up on credit requirements; acts as a liaison between the Credit Center, other Bank partners, and the client; and provides recommendations about possible appeals of credit denials.
- Partners with Credit Center associates for credit underwriting, processing, closing, and portfolio maintenance.
- Negotiates terms, conditions, and pricing with customers to reach terms that accommodates their needs and is acceptable and profitable to the bank.
- Bachelor's Degree from an accredited University or 4 years of relevant experience
- 3 years of consumer/business financial services sales experience
- 1 year experience with utilizing Microsoft Office products including Word, Excel and PowerPoint