What a commercial relationship manager does
A commercial relationship manager looks after a portfolio of business clients, from small owner-managed companies to mid-market firms. They bring in new relationships, structure operating lines, term loans, equipment financing and commercial mortgages, and connect clients with deposit, cash management and foreign exchange services. Working alongside credit analysts and adjudicators, they present proposals, complete annual reviews and visit clients to understand how each business is really performing.
The role balances growth against risk. A relationship manager who chases volume can leave you with weak loans, while one who is overly cautious loses good clients to competitors. Commercial relationship managers are generally not licensed in the way investment advisors are, so employers rely on credit training, approval history and reputation in the business community. Finch screens for sound credit judgment, a real referral network and the discipline to manage accounts when conditions change.
Typical responsibilities
- Manage and grow a portfolio of business banking clients
- Win new clients through prospecting and referrals from accountants, lawyers and industry contacts
- Structure lending proposals and present them to credit adjudication
- Complete annual reviews, site visits and covenant monitoring with the credit team
- Introduce deposit, cash management, foreign exchange and wealth services through internal partners
- Act on early warning signs and work with special loans teams when accounts weaken
Qualifications and credentials
- Experience in commercial or business banking, lending or credit adjudication
- Strong financial statement analysis and loan structuring skills
- A business, finance or commerce degree is common; the CFA charter or CPA designation is an asset at some lenders
- An established network of referral sources in the GTA business community
- Sector knowledge where the role calls for it, such as real estate, manufacturing or agriculture
Who hires a commercial relationship manager
- Commercial banking divisions of Canadian banks
- Credit unions with business banking teams
- Foreign bank branches and subsidiaries in Toronto
- Equipment finance and asset-based lenders
- Private and alternative commercial lenders
Where we recruit commercial relationship manager candidates
We fill commercial relationship manager roles for employers across Toronto and the GTA, including North York, Scarborough, Etobicoke, Vaughan, Markham, Richmond Hill, Mississauga, Brampton, Oakville, Burlington, Oshawa and Pickering, and for employers across Canada. GTA employers can meet us at our North York office by appointment.
What Finch checks before you meet a candidate
- Type of portfolio managed, client segments and sectors served
- A walk-through of a deal they structured, including the risks and covenants
- Business development habits and the strength of their referral network
- How they handled a deteriorating account and what they learned
- Fit with your credit culture, approval limits and sales expectations
Interview questions to ask
- Take me through a deal you brought in, from the first meeting to funding.
- A long-standing client has breached a covenant. What are your next three steps?
- Which referral sources have produced your best clients, and how do you keep those relationships active?