Relationship Manager

A Relationship Manager (RM) at a bank is the primary point of contact for clients—especially in business or commercial banking—and is responsible for managing and growing customer relationships. Think of them as the client’s advocate within the bank, balancing customer needs with the bank’s offerings and risk policies.

Here’s a breakdown of what a Relationship Manager does, especially in a commercial or business banking context:

1. Client Management

• Maintain and deepen relationships with existing business clients.

• Understand each client’s financial needs and goals.

• Serve as the go-to person for everything from loan questions to treasury services.

 2. Business Development

• Proactively identify and pursue new client opportunities.

• Network within the community and specific industries to bring in new business.

• Cross-sell financial products like commercial loans, lines of credit, deposit accounts, and cash management solutions.

 3. Credit & Lending Support

• Work closely with credit officers to prepare and present loan requests.

• Analyze business financials (balance sheets, income statements) to assess creditworthiness.

• Help structure loan deals that work for both the client and the bank.

4. Client Retention & Problem Solving

• Anticipate client issues and resolve problems quickly.

• Guide clients through banking changes, regulatory requirements, or transitions like mergers, expansions, etc.

5. Internal Collaboration

• Act as a liaison between the client and internal bank departments (credit, underwriting, operations).

• Coordinate with specialists for treasury, FX, commercial real estate, etc.

Bonus Traits of a Great RM:

• Strong interpersonal and communication skills.

• Financial acumen and ability to “speak business.”

• Consultative mindset—able to tailor solutions for different industries and client sizes.