A financial services professional specializing in solutions for mid-to-large-sized businesses with moderately complex needs
Commercial bankers are financial professionals in client-facing advisory roles, specifically for medium-to-large businesses. They may be sales-focused (i.e. relationship management), support-focused (e.g. analysts or associates), and be part of a deal team. Bankers deliver commercial banking solutions and advice with a customized suite of banking products and services; the most common being cash management, credit to support working capital and capital investment, and treasury and payment services.
While the terms business banker and commercial banker are often used interchangeably, commercial bankers usually work with larger enterprises; revenues on the smaller end may be USD $5-10MM and at the larger end may exceed USD $100MM. Commercial enterprises may be multi-location and geographically expansive, often with hundreds of employees; the firms often require multi-million dollars in moderately complex credit.
Commercial bankers can be found in many banks, credit unions, and private lending institutions. Specific roles and responsibilities will depend on how the firm segments its markets, for example, lending to specialized industries such as auto dealerships or large agriculture operations. Commercial bankers often work closely with business bankers and with members of the corporate banking team to appropriately transition customers as their needs grow.
A commercial banker’s job can be broadly categorized into two main functions.
Both soft skills and technical skills are helpful for a successful career as a commercial banker.
Many commercial bankers would tell you that no two days are totally alike, but there are some thematic consistencies.
Compensation for commercial bankers varies by experience, competition within a region or location, and the overall profitability of the firm they work for.
Base pay may be comparable to a manager at a larger full-service location at the institution, due to the value of the portfolio to the firm.
Variable compensation includes bonuses and commissions tied to their individual and the organization’s performance. Achieving or exceeding such performance measures is a factor in considering total compensation and other benefits.