Works to ensure all banking needs of existing and prospective Commercial Real Estate clients located in or around Northern Ohio are met and serves as their primary banking representative. Retains and grows a portfolio typically between $300 and $500 million and meets annual goals established by management. Cultivates new business from existing and potential Commercial Real Estate clients and cross-sells in order to meet client needs and deepen relationships. Ensures credit quality standards are executed. Continually strives to build upon client, market and product knowledge and maintains strong credit analysis skills. Participates in various community affairs, civic and charitable organizations. A Bachelor’s degree in Business or Finance related field, and/or equivalent experience required. A minimum of five (5) years of Commercial Real Estate experience and demonstrated business development skills required. Exceptional communication skills with ability to influence others, as well as strong computer and analytical skills are necessary. A valid driver’s license and travel, including some overnight stays, are required.
Essential Job Responsibilities__________________________________
1. Works to ensure all banking needs of existing and prospective Commercial Real Estate clients located in or around Northern Ohio are met and serves as their primary banking representative.
2. Retains and grows a portfolio typically between $300 and $500 million and meets annual goals established by management with provided Credit and Underwriting support.
3. Cultivates new business from both existing and potential new Commercial Real Estate clients and cross-sells in order to meet client needs and deepen relationships.
4. Underwrites or assists with credit needs for existing Commercial Real Estate clients as needed.
5. Ensures credit quality standards are executed. Continually strives to build upon knowledge and maintains strong credit analysis skills and market knowledge of various commercial real estate property types and markets.
6. Works to develop Centers of Influence by participating in various community activities, civic and charitable organizations.
7. Provides sales information on a timely basis to be included as part of client service and sales performance reports.
8. Monitors individual sales performance versus objectives on a regular basis; discusses the performance with supervisor on a frequent basis.
9. Performs “maintenance calls”, conducts “follow-up”, and performs credit collection work as necessary for assigned accounts.
10. Reports credit deterioration promptly and works with Special Assets to mitigate potential losses.
11. Maintains a thorough knowledge of the features and benefits of all corporate and investment real estate banking products and services.
12. Works with the Investment Real Estate Portfolio Specialists, Portfolio managers and Credit Analysts to service the immediate needs of the clients by performing the following:
a. Conducts client interviews.
b. Analyzes, with credit analysis staff, the creditworthiness of clients.
c. Negotiates with the client to obtain optimal terms and conditions.
d. Seeks additional approvals or policy exceptions as necessary.
e. Oversees proper execution of documents in accordance with bank policy.
f. Closes the transaction.
g. Understands the credit strengths and weaknesses of clients, markets and property types supporting the commercial real estate industry
h. Monitors borrower’s performance and communicating to management and the credit department.
13. Provides direct service to Investment Real Estate clients of the bank with respect to deposit, loan, and other miscellaneous products and services them both personally and corporately.
14. Obtains sales referrals for additional business by performing the following:
a. Perceives additional needs arising during negotiations and closing.
b. Discusses additional services available to determine client interests and needs.
c. Builds strong collaborative partnerships across the organization (i.e., Branch Network, Wealth Management, First Commonwealth Insurance Agency).
15. Assists clients in obtaining specialized services from other bank departments as necessary; assists clients with specific inquiries or service problems.
16. Prepares and maintains accurate records of all client service calls made and meetings held with present and prospective clients.
17. Maintains a working knowledge of bank operating policies and procedures.
Bona Fide Occupational Qualifications___________________________
1. A Bachelor’s degree in Business or Finance related field, and/or equivalent experience required.
2. A minimum of five (5) years of credit analysis experience and demonstrated business development skills required.
3. Exceptional communication skills with ability to influence others, as well as strong computer and analytical skills are necessary.
4. A valid driver’s license and travel, including some overnight stays, are required
5. May be eligible for Telecommuting.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights (https://www.eeoc.gov/poster) notice from the Department of Labor.
