Commercial Relationship Manager

City First Bank - Los Angeles, CA

Full-time - Mid Level

Los Angeles, CA

51-100 employees

Credit Intermediation and Related Activities

About the position

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 lending 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. 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.

Responsibilities

• 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.
• Maintain a targeted calling program focused on expanding current business and attracting new business to the Bank.
• 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.
• Participate in the community outreach process, and actively participate in key community organizations, meetings, and events.
• Attend various promotional events including trade shows, business seminars, receptions, etc. to ensure an increase in the overall customer base and the retention of existing customers.
• 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.
• Ensure the timely renewal or resolution of expiring/expired loans, covenant compliance, and documentary requirements.
• Accountable for a loan portfolio consistent with the Bank's credit policies, underwriting guidelines, and procedures.
• Review loan write-ups to ensure consistent presentation of information.
• Monitor risk ratings and assure they are kept current and accurate.
• Assist in the review of problem loans and the collection/workout process when needed.

Requirements

• 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.

Nice-to-haves

• Supervision of a team or in a leadership role.