What are the responsibilities and job description for the Middle Market Relationship Manager position at BDS Yarmouth & Choate?
Middle Market Relationship Manager
Responsible for originating, structuring, and managing complex middle market client relationships, typically companies with $50MM in annual revenue. This role is accountable for driving profitable growth through new business development, deepening existing relationships, and delivering integrated credit and non-credit solutions across the bank’s platform.
The Relationship Manager operates as the primary client strategist, coordinating credit, treasury, capital markets, and advisory resources to deliver tailored solutions while maintaining disciplined risk management.
Success is measured by new production, portfolio performance, client retention, and fee income generation.
Core Responsibilities
- Client Development & Origination
- Build and convert a targeted pipeline of middle market companies through direct calling, COI engagement, and market coverage. Demonstrate consistent ability to win primary banking relationships, not just participate.
- Relationship Ownership
- Serve as the senior point of contact for assigned clients. Drive full relationship penetration across lending, treasury management, capital markets, and wealth channels.
- Credit Leadership
- Lead the credit process from initial structuring through approval. Interpret financial performance, assess risk, and partner effectively with credit to deliver well-structured, defensible transactions aligned with the bank’s risk appetite.
- Portfolio Management
- Actively manage a portfolio of complex relationships, balancing growth with asset quality. Identify emerging risks early and take decisive action.
- Revenue Expansion
- Drive non-interest income through treasury services, capital markets solutions, and other fee-based offerings. Expected to consistently increase share of wallet.
- Cross-Functional Execution
- Coordinate internal partners across product groups to deliver cohesive, timely solutions. Hold internal teams accountable to client expectations.
- Market Intelligence
- Maintain a strong understanding of local market dynamics, industry trends, and competitor positioning. Use insight to inform calling strategy and win business.
- Risk & Compliance Discipline
- Adhere to all policy, regulatory, and operational standards. Maintain high-quality underwriting, documentation, and ongoing monitoring practices.
Qualifications
- Bachelor’s degree in Finance, Accounting, or related field; advanced degree or formal credit training is a plus
- 5 years of commercial banking experience, with a clear track record in middle market relationship management
- Demonstrated ability to originate and close new business, not just manage existing portfolios
- Experience leading credit structuring and underwriting for transactions involving $15MM in exposure
- Strong command of corporate finance, including cash flow analysis, capital structure, and debt capacity assessment
- Proven success delivering treasury, capital markets, and other fee-based solutions
- Experience with participations, syndications, and more complex deal structures preferred
- Established network of COIs (attorneys, CPAs, private equity, etc.) within the target market – OR – an ability to develop this network
- Ability to manage competing priorities in a production-driven environment without sacrificing credit quality
- Direct, credible communicator with both clients and internal stakeholders
Salary : $155,000 - $275,000