Commercial Relationship Manager

The Commercial Relationship Manager (CRM) develops, expands, and manages commercial banking relationships in Northern Virginia. Working closely with Business Services, retail channels, Credit Administration, and other internal partners, the CRM drives commercial loan and deposit growth while delivering comprehensive financial solutions to business members. The role originates and manages commercial lending relationships, primarily focused on Commercial & Industrial (C&I) and Owner-Occupied Commercial Real Estate (OOCRE), and is responsible for new business development, relationship management, loan origination, pre-screening, deal structuring, and ongoing portfolio management.

Performance objectives include commercial loan production, deposit growth, fee income, relationship profitability, portfolio growth, credit quality, member retention, and the development of new business relationships and Centers of Influence (COIs).

• Develop and manage a portfolio of commercial relationships, with an emphasis on C&I and OOCRE
• Generate new commercial loan, deposit, and fee-income opportunities through direct outreach, referrals, networking, community involvement, and Centers of Influence (COIs)
• Develop and execute an effective business development and calling program targeting businesses and industries aligned with NWFCU's risk appetite and strategic objectives
• Meet with existing and prospective members to understand their financial needs, strengthen relationships, and identify opportunities for additional lending, deposit, Treasury Management, and other financial solutions
• Maintain an active prospect pipeline and manage opportunities from initial contact through loan closing and relationship onboarding
• Conduct preliminary credit assessments and evaluate prospective lending opportunities for alignment with NWFCU's credit standards and loan policies
• Perform timely, prudent, and thorough credit evaluations, including analysis of financial statements, cash flow, collateral, guarantor support, industry conditions, and overall repayment capacity
• Coordinate and oversee the commercial credit process, including loan origination, pre-screening, financial analysis, due diligence, deal structuring, credit approval, documentation, and closing
• Structure and process new loans, renewals, extensions, modifications, and other servicing requests in accordance with established lending authority, credit policy, and procedures
• Review credit memoranda and related underwriting analysis for completeness, accuracy, appropriate loan structure, risk identification, and credit recommendations
• Recommend appropriate loan pricing and structure in consultation with the AVP of Commercial & SBA Lending
• Monitor assigned commercial relationships for financial performance, covenant compliance, risk ratings, past dues, maturities, and emerging credit concerns
• Obtain and maintain current financial information and required documentation for assigned commercial relationships
• Proactively identify deteriorating credit conditions and collaborate with management and Credit Administration to develop appropriate action plans
• Collaborate with Business Services, Treasury Management, Retail Banking, Credit Administration, and other departments to deepen member relationships and identify cross-selling opportunities
• Provide a high level of member service through timely, professional, and responsive communication throughout the lending and relationship-management process
• Maintain knowledge of commercial lending practices, market conditions, competitive activity, NWFCU policies, and applicable regulatory requirements
• Ensure compliance with NWFCU policies and procedures and applicable NCUA and other regulatory requirements
• Understand and…