Middle Market Senior Relationship Manager

Overview

At Community Financial System, Inc. (CFSI), we are dedicated to providing our customers with friendly, personalized, high-quality financial services and products. Our retail division, Community Bank, N.A., operates more than 200 customer facilities across Upstate New York, Northeastern Pennsylvania, Vermont and Western Massachusetts. Beyond retail banking, we also offer commercial banking, wealth management, investment management, insurance and risk management, and benefit plan administration.

Just as our employees are committed to helping our customers manage their finances, we’re committed to our employees. After all, they make it happen for our customers every day.

To ensure our people can enjoy long and successful careers here at CFSI, we offer competitive compensation, great benefits, and professional development and advancement opportunities. As an equal-opportunity workplace and affirmative-action employer, we celebrate and support a diverse workplace for the benefit of all: our employees, customers and communities.

Responsibilities

The Commercial Banking Middle Market Senior Relationship Manager is responsible for developing, managing, and expanding a portfolio of middle market commercial relationships by delivering comprehensive banking solutions that support clients' growth, operational, and strategic objectives. The Relationship Manager serves as the primary advisor to business owners, executives, and financial decision-makers, providing expertise in commercial lending, treasury management, deposits, and other commercial banking products and services.

This role focuses on companies generally ranging from $20 million to $500+ million in annual revenue across diverse industrial, manufacturing, distribution, transportation, business services, not for profit organizations and corporate sectors. The Senior Relationship Manager is accountable for portfolio growth, credit quality, profitability, and client retention while partnering with internal subject matter experts to deliver superior client experience.

Reporting Relationship

Reports to the Commercial Banking Group Manager or the Senior Commercial Manager within the market.

Primary Responsibilities

Business Development

Develop and execute strategic business development plans to acquire new middle market relationships.

Identify opportunities through prospecting, centers of influence, community involvement, referrals, and existing client relationships.

Build and maintain strong pipelines to achieve annual loan, deposit, revenue, and fee-income goals.

Conduct comprehensive client and prospect discovery meetings to understand financial needs and strategic objectives.

Represent the bank within the local business community to enhance market visibility and generate new business opportunities.

Relationship Management

Serve as the primary relationship manager for a portfolio of middle market commercial clients.

Develop deep client relationships with owners, CFOs, CEOs, controllers, and senior management teams.

Deliver consultative advice and customized financial solutions supporting growth, working capital, acquisitions, equipment purchases, real estate financing, treasury management, and risk management needs.

Coordinate internal resources to ensure seamless delivery of products and services.

Conduct regular client reviews to identify opportunities to deepen relationships and increase wallet share.

Credit and Risk Management

Structure and negotiate commercial credit facilities, including lines of credit, term loans, equipment financing, owner-occupied real estate loans, acquisition financing, and other complex credit solutions.

Analyze financial statements, cash flow trends, industry performance, and borrower repayment capacity.

Prepare and present credit requests for approval in accordance with bank lending policies.

Monitor portfolio performance, covenant compliance, collateral position, and credit quality.

Proactively identify emerging risks and implement appropriate action plans.

Maintain adherence to all regulatory requirements, credit policies, and risk management standards.

Treasury and Deposit Growth

Partner with Treasury Management professionals to deliver cash management, payment solutions, fraud mitigation tools, and liquidity management services.

Expand commercial deposit relationships and increase client utilization of treasury products.

Drive growth in non-credit revenue streams through integrated relationship strategies.

Portfolio Administration

Maintain accurate client information, call reports, pipeline records, and portfolio data within CRM and banking systems.

Coordinate with Portfolio Management team for annual review completion, renewals, risk ratings, and monitoring requirements in a timely manner, in order maintain strong portfolio quality and low levels of criticized or classified assets.

Team Collaboration

Collaborate with Credit, Treasury Management, Wealth Management, Capital Markets, and other banking partners.

Participate in strategic planning and market development initiatives.

Contribute to a high-performing commercial banking culture.

In some markets, this position may have direct reports, depending upon experience.

Mentor and coach Relationship Managers with less experience.

Qualifications

Education

Bachelor's degree in Finance, Accounting, Business Administration, Economics, or a related field required.

MBA, Commercial Banking School, Credit Training Program, or other advanced banking education preferred.

All Applicants must be 18 years of age or older.

Experience

Minimum of 7 years of commercial banking experience with demonstrated success managing middle market relationships.

Proven record of business development, portfolio growth, and credit underwriting.

Experience serving corporate and industrial clients with annual revenues generally between $20 million and $500+ million.

Experience structuring complex commercial credit transactions.

Knowledge, Skills, and Abilities

Strong understanding of commercial lending, financial statement analysis, and credit risk assessment.

Knowledge of treasury management, cash management, and commercial deposit products.

Excellent relationship management and consultative sales skills.

Ability to negotiate effectively and influence decision-makers.

Strong presentation, communication, and networking abilities.

Demonstrated ability to manage multiple priorities and deadlines.

Proficiency in CRM systems, Microsoft Office Suite, and commercial banking technology platforms.

Performance Expectations

The Relationship Manager will be measured on:

New commercial relationship acquisition

Loan portfolio growth

Commercial deposit growth

Treasury management revenue generation

Overall portfolio profitability

Credit quality and risk management

Client retention and satisfaction

Cross-sell and referral production

Community and market engagement

Leadership Competencies

Client Focus

Business Development Excellence

Strategic Thinking

Financial Acumen

Credit Discipline

Relationship Building

Collaboration

Accountability

Sound Judgment

Results Orientation

Ability to coach and mentor others

Typical Portfolio

Middle market companies with annual revenues of approximately $20 million to $500+ million

Commercial and industrial borrowers

Manufacturing companies

Distribution and logistics firms

Transportation businesses

Business service organizations

Employee-owned and family-owned enterprises

Not for profit organizations

Private equity-sponsored middle market companies (as applicable)

Other Job Information

Compensation: Commensurate with experience plus potential for annual merit increase. In addition to your competitive salary, you will be rewarded benefits including: 11 paid holidays, paid vacation, Medical, Vision & Dental insurance, 401K with generous match, Pension, Tuition Reimbursement, Banking discounts and the list goes on!

Physical Requirements:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee may be required to stand, walk or sit. Use hands and fingers, handle or feel, reach with hands or arms, and speak and hear. The employee may occasionally be required to lift and or move up to 25 pounds. Specific vision abilities required by this job include close vision, and the ability to focus.

The Company is an Affirmative Action, Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy, sexual orientation and gender identity), national origin, citizenship status, age, disability, genetic information, veteran status, or any other characteristic protected by applicable federal, state or local law.

The Company will make reasonable accommodations for qualified individuals with a disability. If you have a physical or mental impairment and would like to request an accommodation with respect to the application process, please contact the Human Resources Department.

Minimum

USD $106,000.00/Yr. Maximum

USD $196,775.00/Yr.

The Commercial Banking Middle Market Senior Relationship Manager is responsible for developing, managing, and expanding a portfolio of middle market commercial relationships by delivering comprehensive banking solutions that support clients' growth, operational, and strategic objectives. The Relationship Manager serves as the primary advisor to business owners, executives, and financial decision-makers, providing expertise in commercial lending, treasury management, deposits, and other commercial banking products and services.

This role focuses on companies generally ranging from $20 million to $500+ million in annual revenue across diverse industrial, manufacturing, distribution, transportation, business services, not for profit organizations and corporate sectors. The Senior Relationship Manager is accountable for portfolio growth, credit quality, profitability, and client retention while partnering with internal subject matter experts to deliver superior client experience.

Reporting Relationship

Reports to the Commercial Banking Group Manager or the Senior Commercial Manager within the market.

Primary Responsibilities

Business Development

Develop and execute strategic business development plans to acquire new middle market relationships.

Identify opportunities through prospecting, centers of influence, community involvement, referrals, and existing client relationships.

Build and maintain strong pipelines to achieve annual loan, deposit, revenue, and fee-income goals.

Conduct comprehensive client and prospect discovery meetings to understand financial needs and strategic objectives.

Represent the bank within the local business community to enhance market visibility and generate new business opportunities.

Relationship Management

Serve as the primary relationship manager for a portfolio of middle market commercial clients.

Develop deep client relationships with owners, CFOs, CEOs, controllers, and senior management teams.

Deliver consultative advice and customized financial solutions supporting growth, working capital, acquisitions, equipment purchases, real estate financing, treasury management, and risk management needs.

Coordinate internal resources to ensure seamless delivery of products and services.

Conduct regular client reviews to identify opportunities to deepen relationships and increase wallet share.

Credit and Risk Management

Structure and negotiate commercial credit facilities, including lines of credit, term loans, equipment financing, owner-occupied real estate loans, acquisition financing, and other complex credit solutions.

Analyze financial statements, cash flow trends, industry performance, and borrower repayment capacity.

Prepare and present credit requests for approval in accordance with bank lending policies.

Monitor portfolio performance, covenant compliance, collateral position, and credit quality.

Proactively identify emerging risks and implement appropriate action plans.

Maintain adherence to all regulatory requirements, credit policies, and risk management standards.

Treasury and Deposit Growth

Partner with Treasury Management professionals to deliver cash management, payment solutions, fraud mitigation tools, and liquidity management services.

Expand commercial deposit relationships and increase client utilization of treasury products.

Drive growth in non-credit revenue streams through integrated relationship strategies.

Portfolio Administration

Maintain accurate client information, call reports, pipeline records, and portfolio data within CRM and banking systems.

Coordinate with Portfolio Management team for annual review completion, renewals, risk ratings, and monitoring requirements in a timely manner, in order maintain strong portfolio quality and low levels of criticized or classified assets.

Team Collaboration

Collaborate with Credit, Treasury Management, Wealth Management, Capital Markets, and other banking partners.

Participate in strategic planning and market development initiatives.

Contribute to a high-performing commercial banking culture.

In some markets, this position may have direct reports, depending upon experience.

Mentor and coach Relationship Managers with less experience.

Education

Bachelor's degree in Finance, Accounting, Business Administration, Economics, or a related field required.

MBA, Commercial Banking School, Credit Training Program, or other advanced banking education preferred.

All Applicants must be 18 years of age or older.

Experience

Minimum of 7 years of commercial banking experience with demonstrated success managing middle market relationships.

Proven record of business development, portfolio growth, and credit underwriting.

Experience serving corporate and industrial clients with annual revenues generally between $20 million and $500+ million.

Experience structuring complex commercial credit transactions.

Knowledge, Skills, and Abilities

Strong understanding of commercial lending, financial statement analysis, and credit risk assessment.

Knowledge of treasury management, cash management, and commercial deposit products.

Excellent relationship management and consultative sales skills.

Ability to negotiate effectively and influence decision-makers.

Strong presentation, communication, and networking abilities.

Demonstrated ability to manage multiple priorities and deadlines.

Proficiency in CRM systems, Microsoft Office Suite, and commercial banking technology platforms.

Performance Expectations

The Relationship Manager will be measured on:

New commercial relationship acquisition

Loan portfolio growth

Commercial deposit growth

Treasury management revenue generation

Overall portfolio profitability

Credit quality and risk management

Client retention and satisfaction

Cross-sell and referral production

Community and market engagement

Leadership Competencies

Client Focus

Business Development Excellence

Strategic Thinking

Financial Acumen

Credit Discipline

Relationship Building

Collaboration

Accountability

Sound Judgment

Results Orientation

Ability to coach and mentor others

Typical Portfolio

Middle market companies with annual revenues of approximately $20 million to $500+ million

Commercial and industrial borrowers

Manufacturing companies

Distribution and logistics firms

Transportation businesses

Business service organizations

Employee-owned and family-owned enterprises

Not for profit organizations

Private equity-sponsored middle market companies (as applicable)