Asset-Based Lending Relationship Manager

POSITION: ASSET-BASED LENDING RELATIONSHIP MANAGER

Summary:

At Cambridge Savings Bank, our purpose is to have a positive impact on our customers, employees, and community's financial well-being. We are committed to exceeding expectations and having a strong commitment to diversity and inclusion. The Asset-Based Lending (ABL) Relationship Manager identifies, cultivates, and manages relationships, serving as the primary client contact for these and other relationships.

Key Result Areas:

• Develop and
  maintain a customized, targeted new business calling plan; the ABL calling
  plan to include the following:

• Not less than 20 center-of-influence ("COI"), in person/face-to-face meetings ("Calls") per month, until the ABL RM has a portfolio with 6 or more direct deals and then not less than 15 Calls.

• Targeted and
  consistent calling efforts focused on but not limited to 1) former ABL
  clients (as applicable), 2) other companies/known ABL borrowers, 2) CPA
  firms, 4) Turnaround Consulting Firms, 5) Private Equity/Private Investor
  Groups, 6) Investment Banks, 7) Law firms.
• The dedicated
  calling effort should yield the regular sourcing of new business
  opportunities that result in the following, driven by the ABL RM:
• The structuring
  of ABL Credit Facilities in a manner that would be mutually beneficial to
  the ABL prospect and to CSB ABL/CSB.
• The creation of
  the ABL Deal Summary prescreen document and subsequent prescreen
  discussions with CSB Credit/Senior Management.
• The issuing of
  proposal letter and term sheets ("PLTS") that 1) properly follow the CSB
  ABL and CSB Corporate Banking Credit Policies, 2) adequately protects the
  bank from risk of loss and 3) provides deal economics that allow CSB
  ABL/CSB to earn appropriate returns on capital deployed, inclusive of
  interest rate and fees.
• Upon successful
  acceptance and execution of PLTS, the ABL RM will:
• Coordinate all
  required pre-loan due diligence work with the ABL Operations Manager.
• Coordinate the
  efforts to establish full Cash Management/Full Cash Dominion with the
  appropriate internal support teams and the prospective borrower.
• Lead/contribute
  to the full underwriting of the proposed ABL Credit Facility.
• Present the
  proposed ABL Credit Facility for approval to ILC and CSB Board of
  Directors, as applicable.
• Lead legal
  documentation negotiations/execution, with assist of Head of ABL, through
  final closing and funding.
• In the first
  year as a CSB ABL Relationship Manager, the ABL RM will be expected to
  produce sufficient new business opportunities that result in not less than
  two new ABL relationships totaling not less than $15MM of Total
  Commitments and not less than $10MM of new outstandings.
• In all years
  following the first years, the ABL RM will be expected to produce
  sufficient new business opportunities that result in not less than three
  new ABL relationships totaling not less than $20MM of Total Commitments
  and not less than $13.5MM of new outstandings.
• Management of
  ABL accounts assigned to the ABL RM by the Head of ABL, and accounts
  directly sourced by the ABL RM. Management of ABL accounts to include
  (with the help of the ABL portfolio manager): Ensuring the timely receipt
  of all required information and documents, including financial reporting,
  borrowing base and collateral reporting, insurance documentation and CIP
  and KYC information.
• Providing
  regular written updates (via Memo to Credit File with copies to Head of
  ABL, SVP Head of Corporate Banking and SVP Chief Credit Officer) on ABL
  account financial performance as it relates to prior year and current
  year budget, borrowing base/availability analysis and general overview of
  ABL account business and industry challenges or positive trends.
• Consistent and
  regular review of credit risk rating of each account and the appropriate
  recommendations of upgrade or downgrade of the risk rating, as
  applicable.
• Develop and
  maintain a customized existing ABL account management plan for each
  account in the ABL RM's portfolio, to include regular face to face
  meetings with all clients.
• Lead legal
  document negotiations/execution, with assist from Head of ABL, as
  required.
• It is
  anticipated that the ABL RM could manage a portfolio to include up to 10
  direct ABL relationships plus up to 4 indirect (club or participation) ABL
  deals, or some combination thereof.

Qualifications:

• College degree.
• 10+ years' experience in ABL Lending.
• Ability to work across Divisional functions to achieve Commercial Banking and Bank goals consistent with levels detailed in annual goals and the strategic plan.
• Excellent communication skills and writing abilities.
• Knowledge of the Bank's local banking market/economy.

The above description covers the most significant responsibilities but does not exclude other occasional responsibilities and accountabilities, the inclusion of which would be in conformity with the major purpose of this job.

Location:

Hybrid/Waltham, Massachusetts

About Cambridge Savings Bank:

Cambridge Savings Bank is a full-service banking institution with $7 billion in assets. As a mutual bank, CSB is committed to improving the quality of life of our employees, customers, and the communities we serve. One of the oldest and largest community banks in Massachusetts, Cambridge Savings Bank offers a full line of individual and business banking services across a robust Massachusetts-based branch network and through digital banking solutions for commercial, small business and consumer customers. In February 2025, Kroll Bond Rating Agency affirmed CSB's investment-grade rating, reinforcing the bank's position as a reliable business lender. To learn more about how CSB can meet your needs, visit us at cambridgesavings.com, or better yet, come meet us to help you make the most out of your banking relationship. Member FDIC. Equal Housing Lender. NMLS # 543370

Cambridge Savings Bank is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law. We are a VEVRAA Federal Contractor.

#LI-Hybrid