Commercial Relationship Manager

Senior Commercial Relationship Manager

Location:

Richmond, Virginia (Onsite)

An established and growing regional financial institution is seeking an experienced Senior Commercial Relationship Manager to drive commercial banking growth throughout the Greater Richmond market. This is a highly visible, relationship-focused role designed for a proven commercial banker who enjoys developing new business, building long-term client relationships, and serving as a trusted financial advisor to privately held businesses.

The ideal candidate is an accomplished business developer with strong commercial credit skills, an entrepreneurial mindset, and an established network within the local market. This individual will focus on companies with annual revenues generally ranging from $5 million to $25 million, delivering comprehensive banking solutions while partnering with internal specialists to meet broader client needs.

This opportunity is best suited for someone who enjoys building rather than maintaining, values autonomy with strong leadership support, and wants to play a meaningful role in a bank that is investing heavily in market growth.

• Develop and execute a strategic calling plan focused on acquiring new commercial banking relationships throughout the Richmond market.
• Identify, prospect, and cultivate privately held businesses requiring commercial lending, treasury management, deposits, and other financial services.
• Build and maintain a strong network of referral sources including CPAs, attorneys, business brokers, commercial real estate professionals, and other centers of influence.
• Represent the bank at community events, industry organizations, and networking functions to expand market presence and generate new business opportunities.
• Consistently exceed new business development goals while maintaining sound credit quality.

• Serve as the primary banking advisor for a portfolio of commercial clients.
• Develop a comprehensive understanding of each client's business operations, ownership structure, financial performance, industry trends, and long-term objectives.
• Conduct proactive relationship reviews to identify opportunities for expanded lending, treasury management, deposits, wealth management, retirement services, and additional commercial banking solutions.
• Deliver a consultative approach focused on long-term partnerships rather than transactional banking.

• Structure, negotiate, and close commercial lending opportunities while balancing client needs with sound credit quality.
• Analyze financial statements, cash flow, collateral, guarantor strength, and industry trends to develop well-structured credit recommendations.
• Navigate transactions through underwriting, approval, documentation, and closing while maintaining exceptional client communication throughout the process.
• Partner closely with Credit Administration, Portfolio Management, and Loan Operations to ensure timely execution.
• Monitor portfolio performance through annual reviews, risk rating updates, covenant compliance, maturities, and ongoing financial analysis.
• Develop action plans for challenged credits while collaborating with Special Assets when appropriate.

• Collaborate with Treasury Management, Wealth Management, Retirement Services, SBA, Commercial Real Estate, Foreign Exchange, and other specialty teams to deliver comprehensive financial solutions.
• Participate in joint calling efforts with retail and specialty banking partners.
• Identify referral opportunities that strengthen overall client relationships while contributing to overall market growth.
• Foster a collaborative culture that places the client's needs at the center of every relationship.

• Maintain a high level of visibility throughout the local business community.
• Stay informed on economic trends, industry developments, competitor activity, and emerging commercial banking opportunities.
• Serve as a market ambassador while helping expand the organization's brand and reputation throughout the region.
• Mentor junior commercial bankers by sharing best practices in business development, relationship management, and credit structuring.

• Bachelor's Degree in Business, Finance, Accounting, Economics, or related field (or equivalent professional experience).
• Minimum 9 years of commercial banking, commercial lending, or commercial credit experience.
• At least 4 years managing a complex commercial banking portfolio.
• Demonstrated success developing new commercial banking relationships through proactive business development.
• Strong commercial credit analysis and loan structuring experience.
• Experience managing both lending and deposit relationships.
• Current experience serving businesses within the local Richmond market.

• Portfolio consisting primarily of privately held operating companies.
• Experience with C&I lending and owner-operated…