Community Development Relationship Manager

Works to ensure the corporate banking needs of community development business clients are met and serves as their primary corporate banking representative for all Community Development Loan (CDL) and Community Development Investment (CDI) relationships over $1,000,000.  Retains and grows a portfolio typically between $50 and $150 million and meets annual goals established by management. Works closely with the CRA Officer to identify geographic and product specific needs are identified and pursues opportunities in alignment with bank CRA needs.  Cultivates new business from existing and potential clients and cross-sells in order to meet client needs and deepen relationships.  Ensures credit quality standards are executed.  Continually strives to build upon knowledge and enhance credit analysis skills.  Works to develop Centers of Influence by participating in various community activities. Fosters and develops meaningful relationships with key stakeholders such as identified LIHTC syndicators, nonprofit and/or for profit affordable housing developers, CDFI leaders, quasi-governmental entities (ie Redevelopment & Housing Authorities, Federal Home Loan Banks, Housing Finance Agencies).

Essential Job Responsibilities____________________________________

1. Works to ensure the corporate banking needs of community development business clients are met and serves as their primary corporate banking representative for said relationships.

2. Retains and grows a portfolio typically between $5 and $15 million and meets annual goals established by management.  Portfolio size may vary based on length of service and management decisions.

3. Cultivates new business from existing and potential clients and cross-sells in order to meet client needs and deepen relationships. 

4. Underwrites or assists with underwriting all Low Income Housing Tax Credit, New Markets Tax Credit, Community Development Financial Institutions, or other community development related instruments. 

5. Ensures credit quality standards are executed.  Continually strives to build upon knowledge and enhance credit analysis skills.

6. Fosters and develops meaningful relationships with key stakeholders such as identified LIHTC syndicators, nonprofit and/or for profit affordable housing developers, CDFI leaders, quasi-governmental entities (ie Redevelopment & Housing Authorities, Federal Home Loan Banks, Housing Finance Agencies).

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 applicable banking products and services.

12. Works with the Corporate Banking Portfolio Specialists 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

h. Monitors borrower’s performance and communicates to management and the credit department.

13. Provides direct service to commercial clients of the bank with respect to deposit, loan, and other miscellaneous products and services.

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 community development finance experience and demonstrated business development skills preferred.

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.