Commercial Lender

Reports to:

Director, Commercial Development

Supervises: 0 (direct) 0 (indirect)

• Identify, solicit, develop, manage, service and expand Commercial Banking relationships. Offer a full range of loan, deposit, and non-credit services to existing and prospective commercial clients. Refer personal financial needs of business clients to appropriate branch or team member. Serve as the relationship manager for commercial clients and develop/maintain a "trusted advisor" relationship.
• Develop new commercial lending and deposit relationships utilizing a self-managed calling program. Solicit a variety of the largest and most complex commercial loans and full banking relationship through client and prospect calls. Follows up on referrals from branches and other parties to solve the needs of commercial members and prospects. Build strong relationships with prospects and centers of influence.
• Specialist on complex and technical commercial requests. Demonstrate a detailed understanding of major technical aspects of lending and a clear understanding of credit and finance. Interview applicants to ascertain needs. Request necessary information to identify, evaluate and mitigate risk. Prepare and present credit files for review/decision. Consistently balances prospecting efforts and portfolio management responsibilities.
• Ensure commercial credit union relationships are fully developed and retained, including specific efforts to serve the retail needs of our business members. Obtain and maintain Centers of Influences and attend various networking events in the assigned geographic area (knowledge of local market is required).
• Assume responsibility for proper documentation and review of accounts and loans, along with adherence to policy and procedures. Monitor loans to ensure complete conformity with terms and to ascertain any developing trends. Prepare for client reviews, identifying opportunities for presenting unsolicited solutions/advice.
• Assume leadership role within the department by mentoring and training Business Services Officers. Perform other related job duties as necessary.

• Bachelor’s degree in Finance, Accounting or business related field required. Equivalent work experience will be considered.
• Minimum of five (5) years of commercial lending experience required.

• Strong relationship management and business development/sales skills.
• Thorough knowledge of credit and credit quality including financial analysis abilities.
• Ability to work effectively with individuals and groups in managing member relationships.
• Must be able to work independently and to organize and plan schedule for optimal productivity and achieve production goals.
• Maintain comprehensive knowledge of the Credit Union’s products and services in order to identify cross-selling opportunities which benefit the member.
• Proven track record of effective selling of commercial products and other financial services.
• Understanding of credit principles and underwriting processes.
• Understanding of economic and competitive environment of geographic area.
• Advanced ability to make effective business development calls.
• Ability to work with minimal supervision.
• Ability to meet goals.
• Knowledge of commercial and business loan underwriting.
• Knowledge of commercial loan documentation.
• Knowledge of general loan products.
• Ability to communicate effectively.
• Ability to foster teamwork and a favorable working environment.
• Excellent presentation, verbal and written communication skills.
• Well-developed analytical and problem-solving skills.

• Own the Issue
• Build confidence that you will help through your words and actions.
• Minimize the team/member’s effort.
• Personalize the Experience
• Show that you care about the person and the issue.
• Adapt to the team/member’s pace, style, and emotional tone.
• Be Authentic
• Be genuine.
• Be present in the conversation to avoid sounding mechanical.
• Understand, then Solve
• Aim for one-call resolution.
• Address the underlying issue vs. just the request.
• Be crystal clear on next steps.
• Be Curious to Exceed Expectations
• Pick up on cues and clues indicating other needs.
• Engage in conversation to discuss…