As a Director and Team Lead, Land Development & Construction:You will manage a portfolio in addition to team management responsibilities. You will beaccountable to build and develop a portfolio of large land development and construction loans 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 Land Development and Construction 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, land development and construction financing deals.
What you will do:- Lead a team of Directors and Relationship Managers along with managing a portfolio of the largest and highest complexity of Meridian's most valued Members.
- Actively monitors and manages the profitability of Commercial relationship 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.
- In conjunction with the Managing Director, help motivate and provide guidance to employees within your team to ensure high quality service is provided to Members and partners.
- Assist the Managing Director in identifying the appropriate training requirements to develop the required levels of expertise on the team, as well as assist in the team's lending and deposit activities including team sales planning and pipeline management.
- Direct employees on the assigned team in the structure, negotiation and submission of credit applications, evaluating requests on the basis of policy, risk and profitability, ensuring reviews on commercial credits are performed as required according to established lending guidelines.
- Responsible for assisting in the creation of development plans, performance management, coaching, feedback and performance improvement plans.
- Ensure employees receive regular coaching to review and follow-up on Member activity and information on a regular basis ensuring completion of activities e.g. financial targets, business development activities, expiries, Voice of Member, evaluating credit security.
How you will succeed:- 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.
- Experience with land development & construction financing is an asset, as this is a specialized team & portfolio. Leadership experience is also an asset.
- Developed sales management skills sufficient to set sales goals from overall plan and targets. Ability to measure and monitor sales plans, targets, pipeline and activities. Ability to coach others on sales techniques to increase effectiveness.
- Strong and thorough knowledge of the commercial banking marketplace and the assigned market area's key industries and competitive positioning.
- Advanced knowledge of business lending policies, complex procedures, techniques and documentation requirements.
- Superior origination, business development, relationship building and portfolio management skills.
- Superior negotiation skills coupled with a deep product knowledge/expertise.
- Expert knowledge of segment, strategies, structure, as well as its lending and deposit products and services.
- Advanced credit and interviewing techniques, credit investigation and underwriting skills.
- Superior financial analysis skills.
- Proven ability to align, analyze and oversee administration of loan submissions with financial structures of highest complexity.
- Excellent communication and presentation skills (both verbally and in writing).
- Ability to interact at any level within the organization and in a business development capacity within the community.
- Comfort learning and adopting new digital tools, with an openness to using AI-enabled technology to enhance productivity, accuracy, and the Member experience.
This role represents an existing vacancy. Internal candidates are being considered as part of our standard process.
Salary Range: CAD $130,000 - $150,000 CADCompensation for this role is based on a combination of skills, experience, and internal equity. Candidates with stronger alignment to the role's requirements may be placed higher within the range. Your recruiter will share more information about our total rewards package during the hiring process.
Join us! This role is hybrid. The office is located at 200 Speedvale Ave W, Guelph, ON. 
