Overview

Responsible for the development and execution of strategy to establish and grow awareness of Tompkins Financial, and build the commercial banking client base throughout the assigned market. Develop centers of influence in the region that can be leveraged into profitable relationships. Develop strategic relationships with all Tompkins lines of business (i.e. Banking, insurance & wealth management) in order to effectively deepen and enrich client relationships. Identify and help recruit additional talent to expand the regional team including commercial bankers, branch and residential lending partners. Effectively manage client relationships in the region by selling and promoting a broad array of appropriate financial products and services, providing thoughtful financial advice to clients, and making introductions to banking, insurance and wealth management partners at Tompkins. Actively support and partner with credit administration during underwriting and credit approval process for new loan requests. Monitor existing client performance and actively support credit administration in periodic review and credit renewals.

Responsibilities

• Work as a leading member of the Company's sales/services lending department as follows:

• Establish quantitative sales objectives, with the Bank President on an annual basis.
• Hold the assigned team accountable to soliciting new business from present and prospective customers; maintain ongoing business relationships with present customers in order to take advantage of additional cross-selling opportunities.
• Collect and provide sales information on a timely basis in order that this information may be included as part of monthly and year-to-date sales performance reports.
• Monitor individual and team sales performance versus objectives on a monthly basis utilizing Company's sales information system; discuss performance with individuals on a frequent basis and provides progress reports and status updates to the Bank President.

• Maintain a thorough knowledge of the features and benefits of all the Company's commercial credit products and services, in order to ascertain customer needs and to sell in conjunction with these needs.
• Provide direct service to commercial customers with respect to deposit, loan, and other miscellaneous products and services, and if applicable, approve or reject loan applications within individual lending authority.
• Assist customers in obtaining specialized services from other departments as necessary.
• Prepare various forms and reports and provides information as requested from the Bank President or other departments.
• Maintain a working knowledge of Company operating policies and procedures which impact commercial services.
• Maintain working knowledge of loan documentation procedures.
• Attend sales and trade meetings as the Company's representative to develop new business and to gain information and leads on prospective accounts.
• Responsible for early detection, reporting, and monitoring of problem credit.
• Responsible for quality of own loan portfolio.

• All other duties as assigned.

Qualifications

• A Bachelor's degree in a related field.

• A minimum of ten (10) years' experience in commercial lending or combined experience in in commercial credit analysis and banking, demonstrated sales and business development experience with proven results.
• Strong customer service skills.
• Excellent verbal and written communication skills.
• Strong presentation skills.
• Demonstrated experience with and broad understanding of personal and commercial financial statements.
• Thorough understanding of accounting and finance principals and applications.
• General knowledge of business and industry climates and economic conditions.
• General business law knowledge including real estate practices, lien law principals and key elements of the Uniform Commercial Code.
• Proficient in personal computer applications - Microsoft Windows and Office Products.

Benefits

• Medical
• Dental
• Vision
• 401(k) Match
• Profit Sharing
• Paid Time Off
• 11 Holidays
• Tuition Reimbursement
• Free Parking throughout Tompkins Community Bank
• Employee Referrals

Pay Range

USD $185,000.00 - USD $205,000.00 /Yr.

Bonus/Incentive Plan

Commercial Lending Incentive Plan