Director, Commercial Services

Description

Why Meridian?

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.

Find our story here:

Our Business Banking Practice:

At Meridian, our vision is to be recognized as the financial institution that has the most local impact, supported by a purpose-driven Value Proposition to our Members.

We take the time to get to know our Members' business, anticipate their needs and provide customized solutions. After all, our obligations are to our Members, not shareholders, and we take to heart the best interests of our Members and communities we serve! We're passionate about what we can do for their business and we’re empowered to leverage our local autonomy to meet their unique needs.

In addition to building customized solutions for business, we offer full service commercial banking solutions, including a wide selection of daily banking products, complementary lending services, cash management solutions, as well as insurance and investments.

You will be primarily accountable to build and develop a diversified portfolio and cash management services that exhibit a high degree of complexity and value to Meridian with lending needs generally greater than $20,000,000. The ability to meet financial objectives related to the profitable growth and retention of assigned portfolio is critical to success.

Grow the size and profitability of the book through good risk management techniques and by soliciting and maintaining solid new business relationships. You embody a “Member-obsessed” approach while ensuring a high standard of business results and community engagement ensuring execution with excellence.

The successful candidate will have extensive experience and expertise in managing large real estate, real estate related construction financing and diversified deals.

• Manage a portfolio of some of the larger, and highly complex commercial Members.
• Actively monitor and manage the profitability of commercial relationships with Members with the intent of building a long-term mutually beneficial relationship by fully understanding the goals, objectives and status of the Member’s business(es).
• Provide structure and in-depth analysis on complex credits.
• Demonstrate a strong working knowledge and excellent analytical skills in the areas of balance sheets, cash flow mechanics, and business plans presented by Members.
• Structure fully flexible credit solutions customized to meet the Member’s needs while ensuring an appropriate return to the Credit Union.
• Structure, negotiate and document complex credit and cash management arrangements with segment Members and prospects – often in partnership with Commercial Credit. Negotiate all terms of credit with Commercial Credit and appropriately assess risk in the relationship
• Through a coordinated and targeted marketing plan, identify and initiate contact with Members, partners, community leaders, centres of influence (COI) and prospects to close deals and strengthen, protect and grow the commercial book of business
• Maintain an ongoing sales pipeline and effectively follows up on unsuccessful referrals/prospects
• Use exceptional financial, industry knowledge and expertise to proactively assess and anticipate Member’s needs and to suggest, recommend and/or propose products/solutions to meet those needs and the Member’s broader business objectives.
• Ensure the Member continues to be aware of the benefits of using these products, as well as new products available to them.
• Continuously update knowledge on new products that may be of value to Members.
• Share knowledge/experience with others on the team to support them in their development goals.

• University Degree in Business or Finance or related discipline or an equivalent combination of education and experience.
• 8+ years of progressive commercial lending experience in sales/service and managing a diverse portfolio in commercial banking environment or like field.
• Developed sales management skills sufficient to set…