Commercial Relationship Senior Manager, Senior Level

Description

Builds a commercial loan and deposit portfolio for the Credit Union through the acquisition, development and maintenance of all business member relationships. Develops referral sources and implements sales plans in accordance with Credit Union sales and lending strategies. Approves loans within designated loan authority and policy guidelines. Responsible for the growth, penetration, and relationship management of select employer groups (SEGs).

Job Duties:

• Perform pre-qualification assessments, analysis of financial condition and risk of financing requests within the framework of the Credit Union credit culture and current economic and industry trends. Identify prospects and originate new business within the Credit Union’s target market. Analyze credit, underwrite, and structure commercial loan requests. Approve member business loans within approved loan authority and policy guidelines. Develop and maintain business deposit relationships with members. Cultivate referrals from internal employees and other external sources (CPA firms, attorneys, etc.). Update and correspond with legal counsel and collectors on workouts, bankruptcies, and charge-offs to reduce liability.
• Responsible for the acquisition, penetration, and relationship management of select employer groups (SEGs).
• Oversee and/or execute loan agreements by business borrowers.
• Consult with the business membership to provide financial solutions to their financial needs through the interpretation and analysis of business tax returns and financial statements. Utilize penetration strategies to achieve new opportunities and build stronger relationships with existing members.
• Manage the sales process through development of leads, pipeline management and marketing strategy implementation. Provide recommendations and solutions that lead to better commercial loan and deposit development and sales strategies.
• Provide a superior member experience by actively listening to and assessing the needs of the member, identifying and recommending solutions, and referring members to the appropriate person or department.
• Work with the Marketing team on the development and execution of marketing strategy as it relates to business services.

Requirements

Experience and Knowledge:

• Minimum eight years experience in commercial loans within the financial services industry.
• Demonstrated ability to develop and maintain a significant commercial loan portfolio.
• Advanced knowledge of business development/sales practices. Superior business acumen with the ability to design, customize, and analyze potential and existing member business needs in order to project future financial success.
• Proven ability to meet objectives through development of leads deal analysis, and sales strategy implementation.
• Thorough understanding and knowledge of business lending practices, loan documentation and servicing requirements, as well as business depository-related products.
• Demonstrated ability to understand and interpret financial statement and business tax returns; advanced knowledge of financial analysis, to include ratio and trend analysis and projections.
• Thorough knowledge of Credit Union products and services, features, and benefits.
• Broad knowledge of marketing and promotion principles/methods.
• High proficiency in use of MS Office and third-party lending software.

Education:

• Bachelor’s degree in business administration, marketing, or related field, or equivalent experience.

Interpersonal Skills:

• Possesses superior interpersonal skills. Demonstrates daily the Credit Union’s commitment to maintaining a close and caring touch with its members.
• Demonstrates exceptional relationship management skills.

Communication:

• Possesses exceptional communication skills with the ability to prepare and deliver persuasive oral and written reports and presentations.

Other Skills:

• Excellent organizational and project management skills required to manage multiple projects simultaneously.