Description

Department:                 Business Services

Reports To:                  Assistant Vice President Business Services 

FLSA:                           Exempt

Date last updated:        08/06/2024

Summary To proactively originate, manage, and supervise commercial account relationships with overall objective of increasing and maintaining asset quality by developing new and existing business relationships. Work to identify and align new and existing loan members with additional products and services. Responsible for performing all related work responsibilities consistent with the Business Loan/Deposit Policy, Lending Procedures, and compliance requirements of the Credit Union.

Essential Duties and Responsibilities include the following. Other duties may be assigned.

 Establishes and maintains relationships with new and existing members. Develops, expands, and services commercial loan portfolio. Position required to solicit new business and grow their loan portfolio member base. Assist members with the loan application to ensure completeness of information. Gather background information on members applying for new business loans including rewrites or refinances. 

Answer questions related to business loans and account activity. Determines members' business and personal financial services needs and is responsible for cross-selling of credit union’s services and products.

Will complete underwriting, establishes and negotiates terms under which credit will be extended including costs, repayment terms, and collateral requirements.  Work with support resources including Credit Analyst and AVP Business Services to structure, analyze, and document loan packages and credit recommendations. 

Ensure that sound analysis and lending procedures are followed. Act in compliance with Business Lending and Business Account Policies and Guidelines at all times. Ensure Regulatory Compliance is followed in all areas of work. Recommend loan policy changes, as necessary.

Evaluate the information provided by the business borrower. Assist members, when possible, on business management and financial matters. Responsible for the timely receipt of financial statements, tax returns and fulfillment of tickler items. 

Approve or deny loan applications within established parameters. Present all loan requests outside lending authority to the AVP Business Services or Member Business Lending Committee as appropriate.

Explain reasons for denial and explore options for members when loans are denied.

Verify the accuracy of business loan amounts and repayment terms on approved loan applications. Process commercial loan files including reviewing loan documents, obtaining title insurance, appraisals, appraisal reviews, inspections, flood paperwork, filing lien documents and prepare loan files for closing.

Responsible for the execution of required loan and collateral documentation according to loan type and structure. Accountable to close and document funding instructions for new and renewed loan transactions.

Determines business financial service needs and responsible for selling & cross-selling credit union services and products. Expand and maintain relationships with members.

Actively prospects for new business members. Outside contacts are key and fostering sound relationships with companies and individuals is necessary. Requires ability to influence and/or sell credit union services. Build relationships from referral leads and other sources. 

Monitors loan portfolio for loss and works to remediate troubled credits. Accountable for the loan payment performance and collection activity for outstanding credit of existing members.

Answers questions related to business loans and account activity. Resolves complaints & issues from members and non-members in a professional manner.

 Establishing and maintaining business deposit accounts and related deposit products including, but not limited to, Payroll Services, Merchant Servies, Merchant Capture, etc. Periodically responsible for reviewing and deciding overdraft payments for existing members, in absence of AVP Business Services.

 Attends meetings in the community to develop new business prospects. Support the credit union’s community involvement program. Community involvement is strongly encouraged.

Participate in developmental training programs and pursue a personal development plan.

Acting support for the Business Services Department and all business members, including departmental reporting activities in the absence of a CLO or Credit analyst. Work as a team with departmental counterparts on planning and implementing assigned projects and products.

Knowledge and Special Skills

Excellent business lending and credit skill, including business development and prospecting.

Ability to work dependently and/or independently under pressure, meet deadlines, and adjust work schedules as needed to complete job responsibilities.

Ability to organize and handle multiple responsibilities while delivering quality external and/or internal Member Service.

Strong interpersonal skills to ensure effective communication with external and/or internal members.

Knowledge of regulatory requirements pertinent to performance of specified duties in job description.

Knowledge of banking terminology and procedures.

Supervisory Responsibilities                                                                  

Limited supervision of Credit Analyst in AVP Business Services absence. Act in a leadership capacity, providing relevant expertise and counsel; actively supporting work and employee development activities of the credit union.

Competencies To perform the job successfully, an individual should demonstrate the following competencies:

Credibility - Provides reliable and accurate information, offers fully researched recommendations, instills customer confidence, supports organizational values and policies, takes responsibility for own actions and mistakes. 

Job Knowledge/Job Fit - Competent in required job skills and knowledge, exhibits ability to learn and apply new skills, keeps abreast of current developments, requires minimal supervision, Displays understanding of how job relates to others, Uses resources effectively. 

Negotiation Skills - Clarifies interests and positions of all parties, adjusts tactics to achieve desired results, manages conflict, manipulation, and strong emotions, develops alternative options for mutual gain, Builds consensus through give-and-take. 

Relationship Building - Builds rapport up, down, and across the organization, establishes collaborative relationships to achieve objectives, seek win-win solutions to conflict, develops network of professional contacts, displays empathy, and tolerates diverse viewpoints. 

Judgment - Displays willingness to make decisions, exhibits sound and accurate judgment, Supports, and explains reasoning for decisions, includes appropriate people in decision making process, Makes timely decisions. 

Achievement Focus - Sets and achieves clear and challenging goals, demonstrates persistence, and overcomes obstacles, Measures self against standard of excellence, Recognizes and acts on opportunities, takes calculated risks to accomplish goals. 

Loan Portfolio Maintenance - Identifies qualified prospects, assesses credit risks, presents credit alternatives, keeps current with rules and regulations, maintains portfolio mix and Achieves loan results. 

Sales and Service (INSPIRE SALES and SERVICE) - Displays courtesy and sensitivity, manages difficult/emotional situations, meets commitments, focuses on & responds promptly to member needs, solicits member feedback to improve service, explains financial concepts clearly, explains product features & benefits, recommends products to members, and overcomes objections.

Qualifications To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience   Bachelor’s degree (B.A.) or achievement of formal certifications recognized in the industry as equivalent to a bachelor’s degree. A Commercial Loan Officer will have a minimum of 3 to 5 years’ relevant experience. On-going education and training may be required.

Language Skills  Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to author reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, members, and the general public.

Mathematical Skills  Ability to work with mathematical concepts such as probability and statistical inference. Ability to apply concepts such as percentages, ratios, and proportions to practical situations.

Reasoning Ability Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. The ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Computer Skills  To perform this job successfully, an individual should have ability to skillfully use a variety of application software, learn computer programs, comprehend the program output; including knowledge of Contact Management systems; Internet software; Spreadsheet software and Word Processing software.

Certificates, Licenses, Registrations 

Other Skills and Abilities    Required to master other products the Credit Union offers, including, but not limited to,

Cash Management or ACH services, MBL leasing, NexGen products and others. Will be proficient in areas of Cash Flow (EBITDA), Debt Service Coverage, ratios and trending, credit analysis, understanding Business financial statements, Financial Statement spreading, Credit Presentations, Collateral Perfections, appraisals, and other Regulatory requirements.

Other Qualifications     Will be proficient in term loans, machinery & equipment, owner occupied & non owner occupied commercial real estate, lines of credit and SBA lending. Will have advanced deposit related skills.

Will be proficient in Advanced Credit or Cash Flow Analysis, complete internal training program and required CPD online courses.

Physical Demands and Work Environment The physical demands and work environment described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this Job, the employee is regularly required to sit; use hands to finger, handle, or feel, reach with hands and arms, and talk or hear. The employee is occasionally required to walk, stand, and stoop, kneel, crouch, or crawl. The employee must regularly lift and/or move up to 25 pounds and occasionally lift up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus. The noise level in the work environment is usually moderate.