Job Description

SUMMARY

The Business Relationship Manager is responsible for acquiring new Business Relationships and CRE loans as well as deepening existing C&I and Commercial Real Estate business member relationships for BECU’s Business Services organization. This person will execute an integrated sales, service and relationship strategy using the Credit Union’s full set of products to acquire new relationships and maximize existing Member engagement.

RESPONSIBILITIES

• Perform all responsibilities in accordance with BECU Competencies and Information Protection requirements.
• Mentor and Partner with Associate Business Relationship Mangers and Senior Specialists. Maintain a strong working relationship with internal and external partners and COI’s. 
• Coordinate with internal business partners and external partners/COI’s to ensure Credit Union Strategic Objectives are met. 
• Establish an outbound calling strategy to develop referral sources and gather new business members for the credit union.
• Uncover personal needs of the Business owners and CRE Operators/Guarantors and provide warm hand off introductions to business partners within the credit union.
• Identify, develop and manage commercial relationships (C&I, Key depositors and CRE with a focus on Owner Occupied CRE) through the systematic use of an established sales performance management process that includes targeting, marketing, calling and regular follow-ups.
• Manage respective client portfolios to ensure maximum return to members, seamless operational delivery, adherence to the Credit Union's policies/procedures and an optimal member experience.
• Collect and manage business client (member) relationship financial information at loan origination and annual review. Communicate regularly with both the member/business and Business Credit Administration team members to ensure loans are approved, booked and funded in a proper and timely manner and that the member experience is optimal.
• Analyze financial statements, tax returns, business or property profiles to ensure credit requests meet standard requirements for BECU’s Commercial Credit Administration. Prepare in depth analysis including proper pricing, loan structure and recommended covenants via commercial or business preflight prior to borrower engagement.
• Review applications and supporting credit information to make an initial assessment of the viability of the credit application and provide salient comments to Credit Administration when submitting the application.
• Actively manage assigned business/C&I and CRE portfolio to include appropriate member touchpoints (annual, semi-annual, quarterly) to ensure timely annual reviews, covenant monitoring activities, recommended downgrades or upgrades, LOC renewals, credit analysis, loan structure and overall portfolio management activities are performed.
• Actively sell and promote deposit products such as analyzed checking, ZBA, SWEEP, IOLTA and other treasury management products as introduced. 
• Communicate declinations to prospects and clients/members in written or verbal form as required by credit union procedures and regulatory guidelines.
• Monitor loan and key depositor portfolio, communicating directly with borrowers as appropriate; actively participate with Credit Administration to ensure that all required financial exhibit due dates are monitored and financials are received from clients/members in a timely manner.
• Work with management/leadership to negotiate past due collections, workouts and default situations. Provide timely communication to CCA when alerted to problem credit situations.
• Optimize BECU revenues/return to member and business member value by focusing on high value relationships and transactions.
• Provide product expertise, creative business solutions and timely, relevant responses to member needs.
• Ensure respective business portfolio complies with the Credit Union’s credit and risk guidelines.
• Develop annual business plans for respective business portfolio to include membership, loans, deposits, and non-interest income in order to meet Credit Union goals and support Strategic Objectives.
• Recommend new and maintain existing business partner relationships, including partnerships supporting payroll processing, merchant services, treasury management and investment services, while maintaining acceptable service level agreements per partner.
• Partner with internal resources and departments to develop and drive cross-division sales and business member engagement strategies, identify product enhancements, capture market opportunities, develop cross-selling initiatives and deliver a superior member experience.
• Create local community awareness of Business Services products and financial service solutions.
• Maintain a strong working knowledge of state and federal regulatory compliance laws, credit union credit policy, business & commercial loan products and services, accounting, marketing, sales, and financial and credit/portfolio management principles. 
• Perform additional duties as assigned.

QUALIFICATIONS

• Bachelor’s degree in business, or equivalent work or educational experience.
• Minimum 5+ years of financial institution experience in Business/Commercial Lending business development and Business/Commercial relationship management. 
• Understanding of financial statement analysis including C&I Businesses, Commercial Real Estate transactions, guarantor analysis, loan structuring, business and commercial products and services including implementation and servicing.
• Excellent sales, cross-selling and business development skills using an established sales performance management process.
• Ability to source, structure and present business solutions to existing and prospective member business.
• Excellent interpersonal skills to ensure partner/member related issues are handled in a fair, consistent manner.
• Proficient verbal and written skills to effectively communicate in the English language.
• Strong financial acumen and analytical skills. Ability to assess credit risk in C&I and CRE opportunities.
• Thorough understanding of product profitability and pricing analysis.
• Ability to make and service a broad range of complex business loans.
• Ability to effectively use accounting principles and budgeting skills.
• Ability to outline proposed credit structures for effective underwriting.         .
• Full time hours required, with additional hours as necessary.
• Moderate travel by car and/or public conveyance for trips.

EEO STATEMENT:

BECU IS AN EQUAL OPPORTUNITY EMPLOYER. ALL QUALIFIED APPLICANTS WILL RECEIVE CONSIDERATION FOR EMPLOYMENT WITHOUT REGARD TO RACE, COLOR, RELIGION, SEX, NATIONAL ORIGIN, VETERAN STATUS, DISABILITY, SEXUAL ORIENTATION, GENDER IDENTITY, OR ANY OTHER PROTECTED STATUS.

Company Description

From our very beginning, BECU has been about people helping people. As a financial services cooperative, our purpose has and always will be the same: we work together to best serve our members and improve the financial well-being of our community. More than 80 years and one million members later, we're still rooted in our values, practices and mission - and even more passionate about our future. As one of the nation's leading credit unions, we're not driven by profit. We're owned by our members and their interests are at the core of everything we do. Now we're growing faster than ever before--but we'll never forget our roots. To continue doing right by our members, we believe we must first do right by our people. Here, you'll receive the resources and support you need to learn, grow and build a meaningful career. Because we know it's our people who make us special.