Are you an experienced commercial lender who builds strong relationships and helps businesses achieve financial goals through tailored solutions? Do you enjoy partnering with commercial members to identify needs and deliver lending, deposit, and treasury solutions? Members First Credit Union is seeking a Commercial Relationship Manager I to grow and manage a commercial portfolio through relationship, growth, and risk strategies.
We strive to create an atmosphere of belonging with no judgment, just opportunity. We are interconnected to each other, and when we embrace our true authentic selves, we are stronger. We will empower you to be the best version of yourself while helping you to flourish in work and life. Come join us to help create thriving communities!
COMMERCIAL RELATIONSHIP MANAGER I
Grade 11/Exempt
Reports to: Commercial Lending Director
The primary purpose of this position is to assist Members First Credit Union to deliver on its mission, vision, and brand promise. You will do this by living out our core values in every service contact to both internal and external members. At the heart of our Employee Value Proposition lies the belief in purpose, belonging, and joy, fostering a culture where every team member feels invested and encouraged to make a meaningful impact in the lives of others.
Essential Duties
- This position operates under the strategic direction of the Commercial Lending Director and is accountable for executing relationship, growth, and portfolio strategies consistent with departmental goals and risk appetite.
- Responsible for the development, management, and growth of a profitable portfolio of commercial relationships.
- Responsible for driving profitable growth through relationship-based business development, delivering loan, deposit, and treasury solutions aligned with member needs.
- Responsible for analyzing member needs and financial condition in order to determine product needs and services.
- Screen incoming opportunities for alignment with Members First Credit Union’s credit risk standards and overall risk appetite.
- Serve as the primary relationship owner for commercial members, ensuring exceptional member experience, powered by simplicity, efficiency, and care.
- Ability to develop trusted advisory relationships with each commercial member.
- Maintain strong market knowledge and serve as a visible representative of the Credit Union within the business community.
- Collaborate effectively with internal teams and external vendor partners to deliver seamless service and long-term- relationship value.
- Be accountable for achieving individual commercial production, growth, and relationship expansion goals, including loan, deposit, and treasury services.
- Deliver on the Credit Union’s Service Promises in every member interaction.
- This role is an in-office position with the expectation of frequent travel.
- Successfully obtain Certified Credit Union Financial Counselor (CCUFC) designation through America's Credit Unions within first year of service with M1.
Duties and Responsibilities
The following statements are intended to describe the general nature and level of work being performed by this position. It is not intended to be an exhaustive list of all duties, responsibilities and skills required of this position. Other duties may be assigned to meet business needs.
- Develop and expand a profitable portfolio of mid to large sized commercial relationships through disciplined, proactive business development.
- Maintain and actively manage a commercial sales pipeline, tracking opportunities, stages, and outcomes to ensure consistent progress toward loan and deposit production, products per member, and membership depth goals.
- Focus on target member profiles and effectively communicate the Credit Union’s value proposition.
- Create and execute relationship management plans for members and prospects, prioritizing efforts based on opportunity and risk.
- Take a consultative approach to understand member objectives, identify financial needs, and recommend appropriate lending, deposit, and treasury solutions.
- Proactively identify, recommend, and close cross-selling opportunities for deposit, treasury, and other Credit Union solutions to deepen relationships and increase overall member value.
- Maintain strong relationships with external centers of influence (e.g., CPAs, attorneys, commercial real estate professionals).
- Participate in community events and networking activities to increase the Credit Union’s visibility and generate business leads.
- Collaborate with branch teams, member support teams, vendor partners, and senior leadership to ensure exceptional member experience.
- Maintain an in-depth knowledge of the Credit Union’s and vendor products, services, policies, and procedures impacting- commercial relationships.
- Provide regular pipeline, portfolio, and activity updates to the Commercial Lending Director and participate in performance coaching and strategy reviews.
- Collaborate on identifying and evaluating key credit risks associated with commercial lending opportunities.
- Prepare and present complete, accurate, and timely credit requests for loan relationships to Michigan Business Connection.
- Ensure internal and external credit and documentation teams have material they need to complete accurate and timely requests.
- Coordinate with credit teams and documentation teams to ensure loans are properly documented and that policy exceptions are identified, addressed, and resolved.
- Participate in credit approval discussions and collaborate closely with credit administration.
- Be the member relationship lead on member interactions to ensure accurate and timely credit actions, including annual reviews, renewals, and modifications.
- Partner with credit administration, documentation, and portfolio management teams to support ongoing monitoring and servicing.
- Demonstrate professionalism, integrity, and accountability in all interactions.
- Exhibit leadership by example and contribute to a culture of collaboration and continuous improvement.
- Mentor and support team members and branch personnel as appropriate.
- Complete required training and maintain working knowledge of applicable policies, procedures, and regulations.
- Support Credit Union initiatives that strengthen culture, service excellence, and community impact.
- Perform other duties and projects as assigned.
- Travel and flexible work hours may be required to meet member and business needs.
Qualifications and Expectations
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the expectations of the person performing this job.
- Strong knowledge of commercial lending products, credit processes, and risk management practices.
- Proven ability to generate new business through relationship-based selling and disciplined prospecting.
- Strong consultative selling skills with the ability to uncover member needs, articulate value, and recommend integrated financial solutions.
- Demonstrated success achieving individual production and growth goals in a commercial or business banking environment.
- Ability to develop, manage, and advance a commercial sales pipeline, converting opportunities into closed relationships.
- Skilled at identifying, recommending, and closing cross-sell opportunities across loan, deposit, and treasury services.
- Demonstrated ability to present loan structures, pricing, and terms while professionally navigating discussions.
- Strong analytical, organizational, and time management skills.
- Effective written and verbal communication skills with the ability to influence and build trust.
- Ability to manage complex situations involving multiple variables.
- Proficiency in Microsoft Office and lending related- technology platforms.
- Self-motivated with the -ability to manage relationships independently while collaborating with leadership.
- Effectively apply and maintain financial counseling concepts, gained through America's Credit Unions' Financial Counseling Certification Program (FiCEP), to promote financial well-being.
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.
- Ability to move or transport up to 25 pounds.
- Able to remain stationary for 2-4 hours at a time.
Work Environment
- Must maintain a neat and orderly work area.
- Routinely clean and disinfect work areas (i.e. teller stations, desk surfaces, phones, electronic equipment).
- Protect the confidentiality of credit union staff and members by locking door or removing items from desk/workstation when away.
Education and Experience
- Bachelor’s degree in Business, Finance, Accounting, or a related field, or equivalent combination of education and experience.
- Minimum of three years of experience in commercial lending, portfolio management, and structuring complex credit relationships.
- Demonstrated success in relationship-based business development.
