What does a business relationship manager do?
A business relationship manager is primarily responsible for improving the relationship between customers and businesses. Typically, it is their responsibility to develop strategies and business plans to strengthen client relationships, address issues and concerns, and perform corrective measures when necessary. There are instances when they have to reach out to clients through calls and correspondence, perform follow-up contacts to offer new services and opportunities, and provide industry advice or consultation. Furthermore, as a manager, it is essential to lead and encourage staff in the joint effort to reach target sales and improve client base.
Business relationship manager responsibilities
Here are examples of responsibilities from real business relationship manager resumes:
- Manage cross-selling and foster customer loyalty by ensuring value to these services.
- Originate and structure commercial loans and manage credit risk both before and after loan origination.
- Prepare and manage annual budget, perform financial reporting, complete tax returns, and manage personnel and payroll functions.
- Manage a portfolio in various stages of workout including liquidation, refinancing, restructure, rehabilitation, bankruptcy and litigation.
- Complete extensive executive training in business banking, with focus on commercial loan origination, deposits and treasury services.
- Negotiate and procure supplies to maximize return on investment through use of RFP process.
- Establish a good relationship with ADP partners in order to refer small business owners to payroll services.
- Cultivate new market opportunities for the origination of CRE, term loans, equipment financing, and lines of credit.
- Prepare departmental personnel and payroll actions.
- Prepare and implement strategies for up-selling and cross-selling existing clients
- Design and install administrative strategy and infrastructure design to firm functions.
- Ensure hardware infrastructure stability, security, and capacity for business needs.
- Mentor and guide BRM team on day-to-day customer relationship communication and crisis management.
- Focus on treasury management products to help customers run their business more efficiently and securely.
- Provide development and implementation of go-to market strategy, which evangelize adoption and triple-digit growth of emerging products portfolio.
Business relationship manager skills and personality traits
We calculated that 10% of Business Relationship Managers are proficient in Customer Service, Relationship Management, and Cash Management. They’re also known for soft skills such as Math skills, Organizational skills, and Detail oriented.
We break down the percentage of Business Relationship Managers that have these skills listed on their resume here:
- Customer Service, 10%
Review overdrafts daily, effectively balancing risk and customer service, and identify and present all possible solution opportunities.
- Relationship Management, 7%
Provided client/vendor relationship management, strategy and planning, project delivery, production services and support as well as financial management.
- Cash Management, 6%
Devise and implement innovative business banking relationships by incorporating treasury management, cash management and efficient banking processes.
- Risk Management, 6%
Protect the firm by following sound risk management protocols and adhering to regulatory requirement.
- Business Development, 6%
Prospected and acquired new-to-bank business through effective alignment of business development activities with identified target sectors in the local market.
- Customer Relationships, 5%
Identify, cultivate and expand key customer relationships through focused sales and referral activity to an assigned Business Banking customer base.
"customer service," "relationship management," and "cash management" are among the most common skills that business relationship managers use at work. You can find even more business relationship manager responsibilities below, including:
Math skills. To carry out their duties, the most important skill for a business relationship manager to have is math skills. Their role and responsibilities require that "financial managers need strong skills in certain branches of mathematics, including algebra." Business relationship managers often use math skills in their day-to-day job, as shown by this real resume: "ranked in the top percentiles amongst my peers on statistics measuring relationship management performance. "
Organizational skills. Many business relationship manager duties rely on organizational skills. "because financial managers deal with a range of information and documents, they must have structures in place to be effective in their work.," so a business relationship manager will need this skill often in their role. This resume example is just one of many ways business relationship manager responsibilities rely on organizational skills: "provided leadership in the organizational design and development of a business relationship management charter for a newly formed department. "
Detail oriented. business relationship managers are also known for detail oriented, which are critical to their duties. You can see how this skill relates to business relationship manager responsibilities, because "in preparing and analyzing reports, such as balance sheets and income statements, financial managers must be precise and attentive to their work in order to avoid errors." A business relationship manager resume example shows how detail oriented is used in the workplace: "conduct annual surveys with detailed metrics to show improved customer satisfaction"
Analytical skills. For certain business relationship manager responsibilities to be completed, the job requires competence in "analytical skills." The day-to-day duties of a business relationship manager rely on this skill, as "to assist executives in making decisions, financial managers need to evaluate data and information that affects their organization." For example, this snippet was taken directly from a resume about how this skill applies to what business relationship managers do: "leveraged up-sell and cross-sell opportunities, utilizing analytical problem solving and value-based selling techniques. "
Communication skills. A commonly-found skill in business relationship manager job descriptions, "communication skills" is essential to what business relationship managers do. Business relationship manager responsibilities rely on this skill because "financial managers must be able to explain and justify complex financial transactions." You can also see how business relationship manager duties rely on communication skills in this resume example: "managed communication and project management reporting to executive and senior level managers. "
The three companies that hire the most business relationship managers are:
- Bank of America567 business relationship managers jobs
- JPMorgan Chase & Co.246 business relationship managers jobs
- Deloitte200 business relationship managers jobs
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Compare different business relationship managers
Business relationship manager vs. Underwriting manager
Underwriting managers work mostly in the financial and insurance industries to provide management for all underwriting activities, including loan applications and insurance products. They oversee a team of associate-level staff, assigning them insurance or loan plans to evaluate and underwrite, ensuring that they comprehend expectations and timelines, and provide support by answering questions. They are team leaders, leading associate-level underwriters altogether activities, supporting risk management, and financial due diligence activities. In addition, underwriting managers also play a significant role in developing and enacting policies and procedures in regional offices.
These skill sets are where the common ground ends though. The responsibilities of a business relationship manager are more likely to require skills like "relationship management," "cash management," "business development," and "customer relationships." On the other hand, a job as an underwriting manager requires skills like "portfolio," "underwriting guidelines," "underwriting process," and "performance management." As you can see, what employees do in each career varies considerably.
Underwriting managers really shine in the insurance industry with an average salary of $87,735. Comparatively, business relationship managers tend to make the most money in the technology industry with an average salary of $90,684.On average, underwriting managers reach similar levels of education than business relationship managers. Underwriting managers are 4.3% less likely to earn a Master's Degree and 0.3% more likely to graduate with a Doctoral Degree.Business relationship manager vs. Risk manager
A risk manager is responsible for analyzing potential risks that may affect the organization's operations, reputation, and market credibility. Risk managers identify risk controls and discuss business contingency plans for unforeseen circumstances to prevent delays in operational services. They also develop compliance training and programs for all the employees to provide them the awareness of the safety and security regulations within the company premises. A risk manager must have excellent communication and leadership skills, especially on handling and investigating cases that might compromise the business stability and financial status.
Each career also uses different skills, according to real business relationship manager resumes. While business relationship manager responsibilities can utilize skills like "relationship management," "customer relationships," "bank products," and "client relationships," risk managers use skills like "oversight," "risk assessments," "portfolio," and "operational risk."
On average, risk managers earn a higher salary than business relationship managers. Some industries support higher salaries in each profession. Interestingly enough, risk managers earn the most pay in the technology industry with an average salary of $119,668. Whereas business relationship managers have higher pay in the technology industry, with an average salary of $90,684.Average education levels between the two professions vary. Risk managers tend to reach similar levels of education than business relationship managers. In fact, they're 3.5% more likely to graduate with a Master's Degree and 0.3% more likely to earn a Doctoral Degree.Business relationship manager vs. Tax manager
A Tax Manager is responsible for managing tax reporting and compliance within an organization. They provide innovative tax planning and prepare state and federal tax returns for companies.
The required skills of the two careers differ considerably. For example, business relationship managers are more likely to have skills like "customer service," "relationship management," "cash management," and "risk management." But a tax manager is more likely to have skills like "tax planning," "tax compliance," "taxation," and "tax research."
Tax managers earn the highest salary when working in the finance industry, where they receive an average salary of $96,231. Comparatively, business relationship managers have the highest earning potential in the technology industry, with an average salary of $90,684.When it comes to education, tax managers tend to earn higher degree levels compared to business relationship managers. In fact, they're 8.6% more likely to earn a Master's Degree, and 2.6% more likely to graduate with a Doctoral Degree.Business relationship manager vs. Credit manager
A credit manager is an individual who supervises the credit granting process for a company by evaluating the creditworthiness of potential customers. Credit managers must maintain corporate credit policy to optimize company sales and reduce bad debt losses. They must manage the proper relationship with agencies such as the collection agency, credit insurance providers, and the sales department. Credit managers may work in different industries such as banks, accounting firms, or auto dealerships. They must also possess a bachelor's degree in financial management or related field.
Types of business relationship manager
Updated January 8, 2025
