Business Banking Relationship Manager
Langley Federal Credit Union · Newport News, Virginia, United States
Imagine being part of a company where your growth is valued and your journey is supported. Imagine yourself at Langley Federal Credit Union, where we're dedicated to shaping a meaningful path together. You belong at Langley.
Langley Federal Credit Union is one of the 100 largest credit unions in the United States with over $5B in assets and over 400,000 members. We are constantly growing and have recently expanded to neighboring states and other parts of Virginia.
Langley is committed to being the best place you will ever work, and it all begins with our comprehensive employee benefits package, which includes affordable medical, dental, and vision plans in addition to:
Investing in You:
- Educational Assistance, encompassing books, lab fees, registration costs, and more.
- Support for Student Loan Repayment.
- Abundant Career Growth Opportunities.
Time Off That Matters:
- Generous Paid Vacation that starts accumulating from day one, progressively increasing with every five years of service, up to a maximum cap.
- Celebrate 13 Paid Holidays, including your birthday and the day following Thanksgiving; enjoy Floating Holidays too!
- Paid Sick Time for all team members.
Financial Security:
- Highly competitive 401K plan featuring a 6% company match, with immediate vesting with a ROTH IRA option.
- Company-covered short- and long-term disability insurance.
- Complimentary Life Insurance and the choice of additional Voluntary Life Insurance.
- Flexible Health Care and Dependent Care benefits.
The Business Banking Relationship Manager serves as the primary financial partner and trusted advisor for a portfolio of small-to-medium-sized businesses, owning each member relationship end to end, from the first conversation through long-term stewardship across the complete spectrum of Langley’s banking products and services, including deposits, cash management, lending, personal banking, and wealth management. Rather than managing individual transactions, builds deep, lasting relationships by understanding how each business operates, where its owners want to take it, and what stands in the way, then brings the right combination of Langley solutions, specialists, and advice to help them get there. Spends significant time in the field with business owners and advocates for their long-term success, balancing portfolio growth with sound risk management and a consistently exceptional member experience.
Essential Functions, Duties, and Responsibilities:
Business Development:
- Conducts in-depth discovery meetings with members and prospects to develop a comprehensive understanding of their business goals, challenges, and financial position, then builds tailored solutions drawing from Langley’s full product and service portfolio; proactively identifies and pursues new business opportunities through self-generated referrals and cultivated networks of CPAs, attorneys, business brokers, and commercial real estate and community development professionals.
- Originates new credit relationships for businesses with up to $15 million in annual revenues, with total credit exposure generally up to $3 million.
- Engages in community events, networking forums, and industry gatherings to expand referral networks and strengthen Langley’s local presence; supports the development of branch managers through coaching and knowledge-sharing on lending practices and business development strategies.
Portfolio Management:
- Manages an active loan and deposit portfolio, developing individualized contact and relationship plans to deepen member connections, monitor payment trends, identify early warning indicators, and proactively address emerging risks.
- Collaborates with Business Support Specialists and Credit Analysts on ongoing maintenance, timely renewals, and quality control of the loan portfolio, ensuring all activity remains compliant with applicable policies, regulations, and Langley’s risk appetite.
Relationship Stewardship:
- Acts as the primary financial partner and trusted advisor for each assigned business member, proactively identifying opportunities across the full suite of Langley’s products and services—including cash management, deposits, personal banking, and wealth management—to address evolving needs and support each member’s business growth.
- Partners with internal teams—including credit administration, operations, and product specialists—to deliver comprehensive solutions for each business member; utilizes Langley’s origination and CRM systems for pipeline management, client activity tracking, and call reporting.
Credit Excellence:
- Performs comprehensive financial analysis—including review of financial statements, credit reports, tax returns, and cash flow projections—to determine creditworthiness and repayment capacity; collaborates with Credit Analysts to ensure underwriting accuracy, credit memo quality, and consistency in credit presentations and approvals.
- Develops and recommends appropriate loan structures, repayment schedules, and collateral requirements aligned with member needs and Langley’s credit policies.
- Negotiates loan terms to achieve mutually beneficial outcomes while adhering to all regulatory, compliance, and underwriting guidelines.
- Monitors ongoing member financial performance and industry conditions to ensure credit exposure remains appropriately priced and within acceptable risk parameters.
Qualifications:
- A bachelor’s degree in business or a related field or an equivalent combination of education, work experience, and/or training is required. An advanced degree, such as a Master’s in Finance, Accounting, Economics, or an MBA, is strongly preferred.
- Three to five years of experience originating and managing business lending relationships, including SBA, C&I, or CRE transactions to small-to-medium-sized is required.
- Three to five years of experience originating and managing business lending relationships, including SBA, C&I, or CRE transactions, in the Greater Hampton Roads small-to-medium-sized business market is strongly preferred.
- Formal credit and treasury credentials — RMA, Omega, or CTP — strongly preferred.
- Previous experience in cross-selling financial products required.
- Previous experience in a traditional bank, with business banking sales responsibility strongly preferred.
Our Keys to Success:
- Service Champion – Adopts a service orientation, building trusting relationships and delivering value for associates, members, and communities.
- Langley Ambassadors – Demonstrates a passion for Langley’s vision, encouraging diversity, equity, and inclusion while considering Langley’s values when making decisions and taking accountability for delivering results.
- Agile in Action – Adapts to changes in the business, demonstrating innovation to improve Langley and advance the business into the future.
- Team Driven – Collaborates across Langley, communicating transparently and prioritizing a team-based approach that delivers optimal outcomes for associates, members, and communities.
- Continuous Learners – Maintains an understanding of Langley’s business and how value is delivered to members and actively pursues opportunities to grow oneself and strengthen the organization.