SBA Relationship Manager at POTOMAC BANK INC – Ashburn, Virginia

SUMMARY

The Commercial Relationship Manager/SBA Lending Officer is responsible for developing, managing, and growing a portfolio of commercial and SBA clients. This role combines relationship management, business development, credit underwriting, and portfolio oversight to deliver sound credit decisions, deepen client relationships, and support the Bank’s growth objectives while maintaining strong credit quality and compliance.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Establishes strong relationships with current and prospective commercial and SBA clients.
• Serves as a trusted advisor by identifying financing, deposit, and treasury solutions aligned with client needs.
• Knows the Bank’s products and services thoroughly.
• Identifies opportunities to expand relationships through cross-selling of loan and non-credit products.
• Deepens existing client relationships.
• Develops and Maintains relationships with referral sources.
• Participates in calling programs to generate new business opportunities.
• Collaborates with lenders and Bank partners on client and prospect engagements.
• Continuously demonstrates a helpful, friendly attitude and is committed to providing excellent customer service.
• Handles customer complaints or questions and determines the action to be taken to remedy the situation.

Department Functions/Responsibilities

• Support the growth and development of assigned commercial lending loan portfolio by effectively managing client portfolios for revenue opportunities and/or loan exposures.
• Underwrites conventional and SBA loan transactions in accordance with Bank policy and SBA guidelines.
• Evaluate SBA loan applications for completeness, credit worthiness, and regulatory compliance.
• Performs detailed financial analysis to assess borrower capacity and credit risk.
• Ensure all SBA loan applications meet regulatory requirements and compliance standards set by the SBA and other governing bodies
• Communicate the credit recommendations for loan decisions clearly to senior management, loan committee, and clients
• Maintains accurate, well organized loan documentation. Verifies loan documentation is complete and accurate according to policy.
• Monitors portfolio performance including delinquencies, covenants, and maturities.
• Assist in periodic loan reviews and renewals and risk rating assessments as required
• Must have detailed knowledge of the Bank’s Loan Policy and verifies whether a loan request conforms
• Stay current on changes in SBA lending programs, regulations and industry trends
• Investigates applicant’s background and verifies credit and bank references.
• Provide objectivity to the credit approval process.
• Analyzes applicant financial status and credit to determine feasibility of granting/renewing loan requests.
• Ensures adherence to credit policy, guidelines and regulatory requirements.
• Utilizes Loan Vantage software to track prospecting activity.
• Assist in the sales proposal process, including accompanying other lenders and Bank partners on customer and prospect calls and various other sales/customer-oriented projects.
• Direct knowledge of Small Business Administration (SBA) products and programs with ability to deliver solutions to clients and prospects.
• Establish and maintain relationships with current and prospective clients; proactively identify and recommend opportunities to cross-sell additional loan and non-credit products to clients.
• Work with clients to modify and/or restructure existing loans as needed.
• Help resolve credit problems, delinquent payment issues, and other related affairs.
• Review current account status, to include but not limited to, past due accounts and notes matured; make appropriate recommendations for such accounts.
• Monitor portfolio loan exposure including review of maturity reports, overdraft activity reports, past dues reports, etc.
• Prepares portfolio and lending activity reports for management and loan committee as required.
• Review current account status, to include but not limited to, Past Due accounts and Notes Matured; make appropriate recommendations for such accounts.
• Participate in evaluating risk rating and make revision recommendations.
• Demonstrate support and collaboration with Credit administration to align current and prospective business with Potomac Bank’s credit culture
• Other duties as assigned.

• Maintains neat and orderly work area and ensures that all negotiables and confidential records are properly secured each day.
• Understands role in case of disaster or robbery, whether victim or bystander, and knows proper post-robbery procedures.
• Professional appearance that evokes the client’s trust.
• Adheres to all bank policies and procedures and to internal controls and system access restrictions.

CRITICAL SKILLS

• 
  
• Strong commercial and SBA underwriting expertise.
• Demonstrates expertise in lending practices and loan products.
• Ability to adhere to Potomac Bank’s Core Values: Integrity, Teamwork, Growth, Client Commitment, Community Focus
• Excellent communication skills.
• Demonstrates financial analysis skills to identify quality credit and ability to attain aggressive sales/service goals.
• Self-Development: pursue additional education or training to remain current, improve knowledge, and diversify skills.
• Customer confidentiality: never reveal or divulge customer information to anyone outside of the Bank.
• Versatility: Ability to manage priorities in a fast paced environment.
• Must have firm understanding of fundamental accounting concepts
• Must have a high degree of accuracy and attention to detail
• Position demands critical thinking skills to assess all factors in helping a make a loan decision
• Demonstrates financial analysis skills to properly identify the quality of a credit.

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.

EDUCATION and/or EXPERIENCE

Four year college degree preferably in business, finance, or related field preferred. Minimum of five years of experience in commercial or SBA lending; or equivalent combination of education and experience. Minimum of 5 years of experience in SBA loan underwriting or related field (experience in traditional banking/loan underwriting may also be considered) Strong knowledge of SBA loan programs (7(a), 504) and SBA regulations.

KNOWLEDGE, SKILLS, AND ABILITIES

• Superior active listening ability and communication skills.
• Strong ethics – honesty, integrity, and morality.
• Analytical ability, attention to detail, and common sense decision making.
• Ability to negotiate and cross-sell.
• Understanding of local economy, laws, and regulations.
• Must possess a knowledgeable background of the bank’s procedures and policies.
• Position demands a person with a pleasant personality with an above average knowledge of fundamental arithmetic.
• Must have skills needed to successfully operate a computer and other office equipment.
• Ability to read and interpret documents such as notes, deeds of trust, financing statements, sales contracts, and procedure manuals.
• Ability to speak in a clear and understandable manner and write legibly.
• Ability to answer telephones and greet public in a friendly and courteous manner.
• Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form.
• Ability to deal with problems involving several concrete variables in standardized situations.

SMOKE-FREE WORKPLACE

Potomac Bank is a 100% smoke-free company.

PHYSICAL DEMANDS

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 is regularly required to stand; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee may regularly lift and/or move up to 10 pounds; frequently lift and/or move up to 25 pounds; and occasionally lift and/or move up to 50 pounds.

This job description is not designed to cover or contain a comprehensive listing of all duties/responsibilities that are required of position. Duties/responsibilities may change or be assigned at any time with or without notice.

Potomac Bank is an Equal Opportunity/Affirmative Action Employer

Potomac Bank supports a workforce of diversity, equity, inclusion, and accessibility