Client Solutions Manager

About The Role

Responsible for credit/risk monitoring;
Credit Review (CR) workflow management & prioritization; and engagement with underwriting, Quality Assurance, and Quality Control partners. Leads (or co-leads) identification of opportunities to cross‑offer additional solutions that would benefit the client, increase penetration‑rates of products & services for the Bank. Leads (or co‑leads) partner collaboration & coordination for a holistic team approach. Assists Commercial Bankers with portfolio management, partner collaboration, and client‑engagement to develop and grow new and existing commercial business relationships.

The Client Solutions Manager (CSM) is a second, primary touch‑point between Bank and Client. Responsible for identifying additional loan, deposit, and core fee income opportunities (products; services; solutions) for new and existing commercial clients to add/deepen value, drive additional revenue growth, establish/maintain complete banking relationships, and bolster client experience and satisfaction. Reports to Market Manager.

• Utilize existing financial/market information and Relationship Expansion Tool to identify additional products/services that would satisfy client needs and establish/deepen complete relationships. Make recommendations on loan structure & terms and refer these issues to the next appropriate level of authority. Analyse credit to determine the ability of customers to qualify for borrowing requirements. Use qualitative and quantitative information to uncover potential client needs and propose to deepen relationships accordingly.
• Partner with the Commercial Banker as the second, primary point of contact for the client. Attend meetings with clients focused on expanding mature relationships by assessing client needs. Act as a liaison to the Core Fee Income business partners, Credit Department, the Commercial support staff and other internal business partners. Ensure clients are approved for all ancillary products and services.
• Perform 30% of time on direct relationship expansion sales‑activities, consulting with Commercial Banker. Achieve individual annual production and growth goals (relationship expansion) for loans, deposits and core fees to ensure the bank meets its overall financial targets and balanced‑growth objectives. Achieve Portfolio Management goals by ensuring proper adherence to risk‑mitigation practices.
• Develop a comprehensive understanding of client’s needs and future needs based on the review and analysis of personal, business, financial, and market data gathered through relationship reviews, client engagement, market research, and partner collaboration. Participate in ongoing relationship reviews with all clients. Manage client’s additional credit requests, renewals and reviews.
• Manage and monitor commercial loan portfolio and commercial relationships by analysing financial data & information to determine the merits of specific loan requests. Be accountable for application and underwriting quality. Review documentation. Collaborate with Commercial Banker to make formal recommendations and presentations to Commercial Relationship Manager and Credit Administration.
• Ensure the loan portfolio is properly risk‑rated.
• Ensure portfolio administration and risk management of each client relationship comply with established credit policy, procedures and business strategy as well as commercial and regulatory guidelines. Manage CR workflow & prioritization; engage with underwriting, QA, QC, and CQA partners accordingly.
• Demonstrate compliance with all bank regulations for assigned job function and apply designated job responsibilities – knowledge may be gained through coursework and on‑the‑job training. Stay current on regulation changes.
• Follow all Bank policies and procedures, compliance regulations, and complete all required annual or job‑specific training.
• Maintain a working knowledge of Bank's written policies and procedures regarding Bank Secrecy Act, Regulation CC, Regulation E, Bank Security and other applicable regulations.
• May be asked to coach, mentor, or train others and teach coursework as a subject matter expert.
• Actively learn,…