Senior Relationship Manager

Overview

At Meridian our aspiration is to integrate our purpose into everything we do for people, the planet, and communities. We believe that our greatest opportunity is to create opportunity and meet people where they are.

• You will be responsible for the overall management and growth of a portfolio of mid-size, moderately complex accounts with diversified lending needs. The portfolio size will depend on the number, type, and complexity of accounts, and will involve annual risk and profitability reviews, monitoring of problem accounts, and development of plans to minimize risk. This position analyzes financial statements, evaluates security, and establishes loan terms and interest rates.
  
  Within established limits, this role also analyzes and recommends Commercial Credit Applications.
• You are a professional who understands the importance of building and nurturing relationships in the community and with Meridian Members. You will seek to grow the size and profitability of the commercial book while minimizing loan risk and maximizing product penetration. You enjoy a fast-paced environment with a commitment to achieving results.
• The successful candidate will have experience and expertise in managing medium to large real estate and construction financing, lending in hospitality, and general industry (working capital financing). This person will generate medium to large related credits within the Business Banking Centre.

• Manage and grow a profitable commercial financing portfolio of diversified commercial business members.
• Structure, negotiate and document credit and cash management arrangements outlining loan terms and conditions relative to risk, needs of borrower and cost of administration ensuring an appropriate return to the Credit Union.
• Demonstrate well-developed understanding of balance sheets, cash flow mechanics, and business plans presented by Members.
• Develop comprehensive finance packages structured to meet a member’s credit and non-credit needs.
• Actively monitor and manage the profitability of Meridian’s relationship with a member to retain and grow business.
• Stay informed of changes within diverse industry sectors and proactively identify opportunities to improve portfolio growth by analyzing member needs, trends, and competitor offerings.
• Independently generate credit and deposit opportunities in the assigned region through cultivation of prospects, referrals, and networking.
• Build and maintain a sales plan that includes outbound calling, marketing efforts and cross-selling of Meridian’s products and services to position Meridian and the Relationship Manager as a center of influence.
• Minimize loan risks through diligent annual financial reviews and ongoing monitoring of market and industry trends.
• Conduct extensive due diligence and prepare credit submissions in accordance with company standards and present to the Regional Vice President.
• Focus on high-quality Member service aligned with Meridian and Commercial goals.
• Mentor and coach less experienced Commercial Services colleagues and provide advice on account management and credit structuring.
• Actively participate in Company and Community events and activities while demonstrating Meridian Values.

• University Degree in Business or Finance or related discipline, or equivalent experience.
• Minimum of two to five years of progressive commercial lending experience in sales/service and portfolio management in a commercial banking environment or related field.
• Experience in structuring, managing and servicing medium to large real estate and construction financing deals is advantageous.
• Advanced knowledge of business lending policies, procedures, documentation, and regulations.
• Extensive credit and non-credit product knowledge with ongoing learning.
• Strong origination, business development, relationship-building and portfolio management skills.
• Effective knowledge of banking systems and computer applications.
• Advanced understanding of credit risk, structuring and underwriting.
• Strong negotiation, communication and presentation skills, both oral and written.
• Ability to work independently with a strong commitment…