In commercial banking, a great Relationship Manager (RM) can make or break your client portfolio. They’re not just loan originators – they’re trusted advisors, portfolio strategists, and the face of your institution to the market.

So, what distinguishes a rock-solid Relationship Manager from a run-of-the-mill producer?

Formal Credit Training or Underwriting Experience

A Relationship Manager who has gone through formal credit training, or has hands-on experience in commercial banking underwriting, brings more than just sales skills to the table. They understand risk. They speak the language of credit analysts, underwriters, and loan committees. This technical foundation not only accelerates the credit process but enhances credibility with both clients and internal stakeholders.

You want someone who can structure deals creatively but responsibly, identify red flags early, and collaborate with credit partners to get deals across the finish line.

Minimum 5 Years of Calling Experience in Commercial Banking

There’s no substitute for time in the field. Five or more years of calling experience means the RM has done more than just tag along on joint calls; they’ve built their own book, navigated downturns, and refined their pitch. They know how to ask the right questions, uncover hidden opportunities, and win business in competitive markets.

This level of experience ensures they show up prepared, with strategy and follow-through.

Proven Track Record for Self-Generated Business

One of the most important markers of a high-performing RM is their ability to source new business from their own external network. You’re not looking for someone who depends entirely on bank referrals. You need someone who brings a network, a reputation, and a repeatable system for generating loans and deposits.

This includes proactively calling on business owners, CPAs, attorneys, and real estate professionals to uncover deals before they hit the market.

Expertise in C&I, SBA, and CRE Lending

Breadth of knowledge is a differentiator. The best RMs can generate revenue across multiple lending verticals. A solid Relationship Manager will have experience in:

• C&I (Commercial & Industrial) Lending: Understanding cash flow, working capital needs, and revolving lines of credit.
• SBA Lending: Navigating the complexities of 7(a) and 504 programs to support small business clients.
• CRE (Commercial Real Estate) Lending: Including not just stabilized assets, but also builder lines and construction loans that require careful oversight and staging.

A versatile RM can pivot across business types and lending structures, making them indispensable to your team.

Stable Resume and Work History

While some movement is understandable in today’s market, top-performing RMs generally show stability and upward progression in their careers. You want someone who commits to building relationships, not just moving from one incentive program to the next. A stable track record suggests loyalty, integrity, and a long-term mindset – traits that matter deeply when clients entrust someone with their financial future.

Hiring for Impact, Not Just Activity

At Anderson Search Group, we understand that great Relationship Managers grow, protect, and elevate your portfolio. They build client trust, strengthen internal collaboration, and embody your bank’s reputation in the marketplace.

If you’re ready to hire someone who brings technical fluency, business development strength, and long-term client value, we’re here to help.

Connect with Anderson Search Group today and find the RM who’s ready to hit the ground running—credit trained, networked, and built for your bank’s future.