Middle Market Relationship Manager

Overview

At Community Financial System, Inc. (CFSI), we are dedicated to providing our customers with friendly, personalized, high-quality financial services and products. Our retail division, Community Bank, N.A., operates more than 200 customer facilities across Upstate New York, Northeastern Pennsylvania, Vermont and Western Massachusetts. Beyond retail banking, we also offer commercial banking, wealth management, investment management, insurance and risk management, and benefit plan administration.

Just as our employees are committed to helping our customers manage their finances, we’re committed to our employees. After all, they make it happen for our customers every day.

To ensure our people can enjoy long and successful careers here at CFSI, we offer competitive compensation, great benefits, and professional development and advancement opportunities. As an equal-opportunity workplace and affirmative-action employer, we celebrate and support a diverse workplace for the benefit of all: our employees, customers and communities.

Responsibilities

The Middle Market Relationship Manager is responsible for developing, managing, and expanding a portfolio of middle market commercial relationships by delivering comprehensive banking solutions that support clients' growth, operational, and strategic objectives. The Relationship Manager serves as the primary advisor to business owners, executives, and financial decision-makers, providing expertise in commercial lending, treasury management, deposits, and other commercial banking products and services.

This role focuses on companies generally ranging from $20 million to $500 million in annual revenue across diverse industrial, manufacturing, distribution, transportation, business services, not for profit organizations and corporate sectors. The Relationship Manager is accountable for portfolio growth, credit quality, profitability, and client retention while partnering with internal subject matter experts to deliver superior client experience.

Essential Duties:

Business Development

• Develop and execute strategic business development plans to acquire new middle market relationships.
• Identify opportunities through prospecting, centers of influence, community involvement, referrals, and existing client relationships.
• Build and maintain strong pipelines to achieve annual loan, deposit, revenue, and fee-income goals.
• Conduct comprehensive client and prospect discovery meetings to understand financial needs and strategic objectives.
• Represent the bank within the local business community to enhance market visibility and generate new business opportunities.

Relationship Management

• Serve as the primary relationship manager for a portfolio of middle market commercial clients.
• Develop deep client relationships with owners, CFOs, CEOs, controllers, and senior management teams.
• Deliver consultative advice and customized financial solutions supporting growth, working capital, acquisitions, equipment purchases, real estate financing, treasury management, and risk management needs.
• Coordinate internal resources to ensure seamless delivery of products and services.
• Conduct regular client reviews to identify opportunities to deepen relationships and increase wallet share.

Credit and Risk Management

• Structure and negotiate commercial credit facilities, including lines of credit, term loans, equipment financing, owner-occupied real estate loans, acquisition financing, and other complex credit solutions.
• Analyze financial statements, cash flow trends, industry performance, and borrower repayment capacity.
• Prepare and present credit requests for approval in accordance with bank lending policies.
• Monitor portfolio performance, covenant compliance, collateral position, and credit quality.
• Proactively identify emerging risks and implement appropriate action plans.
• Maintain adherence to all regulatory requirements, credit policies, and risk management standards.

Treasury and Deposit Growth

• Partner with Treasury Management professionals to deliver cash management, payment solutions, fraud mitigation tools, and liquidity management services.
• Expand commercial deposit relationships and increase client utilization of treasury products.
• Drive growth in non-credit revenue streams through integrated relationship strategies.

Portfolio Administration

• Maintain accurate client information, call reports, pipeline records, and portfolio data within CRM and banking systems.
• Coordinate with Portfolio Management team for annual review completion, renewals, risk ratings, and monitoring requirements in a timely manner, in order maintain strong portfolio quality and low levels of criticized or classified assets.

Team Collaboration

• Collaborate with Credit, Treasury Management, Wealth Management, Capital Markets, and other banking partners.
• Participate in strategic planning and market development initiatives.
• Contribute to a high-performing commercial banking culture

Qualifications

Education, Training, Experience, and Skill Requirements:

Education

• Bachelor's degree in Finance, Accounting, Business Administration, Economics, or a related field required.
• MBA, Commercial Banking School, Credit Training Program, or other advanced banking education preferred.
• All Applicants must be 18 years of age or older.

Experience

• Minimum of 2 years of commercial banking experience with demonstrated success managing middle market relationships.
• Proven record of business development, portfolio growth, and credit underwriting.
• Experience serving corporate and industrial clients with annual revenues generally between $20 million and $500 million.
• Experience structuring complex commercial credit transactions.

Knowledge, Skills, and Abilities

• Strong understanding of commercial lending, financial statement analysis, and credit risk assessment.
• Knowledge of treasury management, cash management, and commercial deposit products.
• Excellent relationship management and consultative sales skills.
• Ability to negotiate effectively and influence decision-makers.
• Strong presentation, communication, and networking abilities.
• Demonstrated ability to manage multiple priorities and deadlines.
• Proficiency in CRM systems, Microsoft Office Suite, and commercial banking technology platforms.