Job Summary:Under general supervision and in accordance with established policies and procedures, this role promotes the credit union's commercial lending products and services within Apple's geographic market area. The primary responsibilities of this role will be to originate new loans, deposits, and to cross-sell cash management solutions. In addition, this individual will manage a book of business and will focus on deepening those existing relationships by cross-selling other products and services.
Essential Functions & Responsibilities:- The primary responsibility of this position will be to originate new commercial loans-Commercial Real Estate, OOCRE, Lines of Credit, Equipment and Term Loans. Furthermore, this position will focus on growing new deposits while maintaining an existing book of business. This individual is expected to originate $15 million in new loans annually.
- Plan and prioritize weekly sales activities and contact prospective members towards achieving the agreed annual business goals.
- Actively manage a loan portfolio/territory according to an agreed market strategy and within Apple Business Services underwriting guidelines. Have a working knowledge of NCUA Part 723 Business Lending Regulations. Develop strategic relationships with COI's, to include CPA's, local associations, and partners
- Interviews with present and potential members applying for commercial loans and deposit accounts, by obtaining a strong understanding of their needs, desires, and abilities, and then recommending a solution
- Screens potential applicants/members to determine eligibility for membership and business services. Runs reports on various databases to determine creditworthiness. Prepares and presents a narrative background on the borrower and guarantors for the credit underwriter to incorporate into the credit memo. Obtains a complete information package for a business loan application and or deposit account
- Pre-qualifies and performs market and credit analysis on prospective relationships prior to submitting to underwriting. Analyzes the applicant's financial status, credit, and cash flow to determine the feasibility of granting the loan, as per Apple's underwriting guidelines
- Analyzes and pre-screen's potential lending opportunities involved in each lending situation to further assist the borrower as well as increase the credit union's commercial loan portfolio
- Analyzes and grades the financial risk to the credit union of all current and ongoing commercial loans in the portfolio. Evaluates and recommends an action plan for each case. Help collect past due loans in your portfolio.
- Meets with member-borrowers as needed to develop and/or execute strategies for the resolution of adversely rated credits
- Facilitates the sale of commercial services by establishing appointments with other business service staff in areas of expertise such as cash management or credit risk analysis. Learn Apple business services standard policies, practices and procedures and be familiar with a variety of the field's concepts, practices, and procedures. Relies on experience and judgment to plan and accomplish goals
- Maintains knowledge of competitor's rates and terms and other trends relating to commercial lending. Help develop products, recommend rates and terms that reflect the marketplace
- Negotiate terms established by Apple's loan committee and follow the sales process from negotiation to close. Responsible for a complete credit and collateral file
- Reviews closing documentation for accuracy to ensure all loan conditions are being met prior to closing
- Discusses late payments and deferment requests with Lenders to understand the nature and duration of the hardship
Experience:- Minimum 8-10 years commercial lending experience working with small to medium size businesses.
- Experience in C&I and CRE Lending
Education:- BA or BS degree in Communications, Government, Business Administration, or Public Relations or similar field.
Interpersonal Skills:- Excellent communication and presentation skills.
- Ability to interact effectively in group and individual situations at educational or credit union functions/events
Other Skills: - Strong understanding of underwriting and structuring, loan documentation, and business depository accounts.
- Strong research and analytical skills. Excellent writing skills.
- PC proficient, including Microsoft Word, Excel and Power Point
Physical Requirements:Ability to lift 25 pounds, if necessary, and utilize standard office equipment including but not limited to: PC, fax, copier, telephone, postage machine, etc.
Travel required
Work Environment:Ability to function in a financial institution environment
