Small Business Relationship Manager

Work experience:

• Minimum 5 years in commercial or small business banking (relationship management, credit analysis, or lending)
• Minimum 2 years in a client-facing relationship management role
• Demonstrated experience managing a loan or deposit portfolio
• Track record of meeting or exceeding revenue, cross-selling, or retention targets
• Community banking or credit union experience preferred

Education:

• Bachelor's degree in Business, Finance, Accounting, Economics, or related field
• Preferred: MBA, CFA, or professional banking certification (e.g., ABA certification)

Competencies:

• Relationship Building Establishes trust and credibility with clients through consistent communication, transparency, and follow-through on commitments; identifies key stakeholders and decision-makers within client organizations.
• Financial Acumen Demonstrates strong analytical skills; quickly understands business financials, operational metrics, and industry trends to assess client viability and recommend appropriate solutions.
• Sales & Business Development Proactively identifies and pursues cross-selling opportunities; communicates product benefits clearly; achieves revenue targets through a consultative, client-first approach.
• Problem-Solving Addresses client concerns and competitive pressures creatively; collaborates with internal teams (credit, operations, treasury) to structure solutions that meet client needs while managing risk.
• Attention to Detail Maintains accurate client records, loan documentation, and compliance files; ensures all regulatory and internal credit standards are met without exception.
• Communication Communicates clearly and concisely in writing and verbally with clients, peers, and internal stakeholders; presents financial and credit information in an accessible, compelling way.
• Time Management Prioritizes effectively across competing demands; manages a large portfolio while pursuing new business development; balances client service with administrative responsibilities.
• Adaptability Responds quickly to changing market conditions, client needs, and regulatory requirements; remains flexible in approach while maintaining core principles and credit discipline.

Languages:

• Bilingual Preferred (Reading and speaking in both English and Spanish fluently)

Skills:

• Effective Communication
• Interpersonal Skills
• Problem Solving
• Prospecting
• Relationship Building
• Negotiating

Responsibilities:

• Schedules and conducts in-person or virtual meetings with clients at least quarterly
• Remembers key details about client business, family, and interests; personalizes interactions accordingly
• Resolves disputes or concerns by listening first and finding win-win solutions
• Builds internal advocates by being responsive to credit and operations teams
• Can quickly extract key financial ratios and interpret trends from balance sheets and P&Ls
• Understands cash flow-the core driver of small business viability-and identifies seasonal or structural issues
• Asks probing questions to understand business models, competitive position, and growth constraints
• Documents opportunities in CRM and follows up within timely and accurately
• Prepares clear, concise product proposals tailored to individual client situations
• Achieves annual targets for loan originations, deposit account growth, and revenue per relationship

• When facing a client objection or market challenge, initiates discussion with product, credit, or treasury teams
• Proposes creative structures (e.g., layered credit, partial guarantees, adjusted pricing) while staying within credit policy
• Documents decisions and rationale for future reference and training
• Credit files are organized, complete, and audit-ready; no missing documents or outdated financial information
• All client communications are logged in the CRM and summarized in writing for the file
• Complies with fair lending, BSA, and regulatory documentation requirements without reminders
• Client emails are clear, professional, and prompt; written proposals are tailored and jargon-free
• Presents credit recommendations to the committee with confidence, transparency, and supporting data
• Proactively updates clients on market conditions, new products, or regulatory changes that may affect them
• Adjusts approach when a client prefers phone over email, or vice versa
• Responds to market downturns or new competitors by revisiting client strategy and adjusting service or pricing
• Stays current on regulatory changes and updates internal processes accordingly

Travel Required: 75%

The duties listed above are the essential functions, or fundamental duties within the job classification. The essential functions of individual positions within the classification may differ. Texas Capital Bank may assign reasonably related additional duties to individual employees consistent with standard departmental policy.Texas Capital is an Equal Opportunity Employer.