Senior Commercial Banker ACCOUNTABILITY STATEMENT The Senior Commercial Banker (SCRB) will be responsible for identifying, soliciting, developing, servicing, and expanding larger commercial relationships within an assigned geographic region or market through prospecting, cross-selling, relationship-management efforts, and excellent member service. This will include sourcing and managing complex commercial loan relationships for business and commercial entities with revenues greater than $5 million and commercial lending needs greater than $2 million, while cross-selling additional products and services, and successfully transferring smaller relationships to a Banker. The position requires significant outside business development and relationship management activities. The Senior Commercial Banker will be responsible for professionally handling services inquiries and referrals from existing members, non-members, and internal and external sources. This position receives minimal supervision with daily responsibilities and is expected to independently resolve problems or situations relating to business/commercial members within assigned portfolio, following established policies and procedures while meeting all goals and objectives. In addition, the Senior Commercial Banker will mentor, coach, and develop Commercial Bankers and Business Bankers in the department as well as actively participate in any applicable training efforts. ESSENTIAL JOB FUNCTIONS • Build and deepen relationships with new and existing commercial/business members with revenues greater than $5 million and commercial lending needs $2 million. • Achieve individual quarterly/annual production and growth goals of both business loans and deposits to ensure VyStar meets its overall financial goals and objectives. • Actively mentor, coach, and develop Commercial and Business Relationship Bankers and within the department while achieving and exceeding all personal goals and objectives. • Maintain an advanced understanding of all business credit facilities including but not limited to: Commercial Real Estate (CRE), Construction & Development (C&D), Business Lines of Credit, business equipment/vehicle loans, and unsecured financing options. • Actively participate and contribute to any training and product knowledge conference calls, sessions, or meetings. • Effectively negotiate terms and conditions of commercial/business loans with existing and potential members. • Review businesses financial statements, tax returns and supporting documentation, and properly package loan requests for underwriting. • Assume responsibility for proper documentation and data integrity throughout the loan origination, annual review and renewal process. • Actively develop and execute outbound calling strategies to successfully acquire, manage and grow profitable business relationships. • Collaborate with Commercial and Business Relationship Bankers, and branch colleagues to support and drive business membership growth. • Remain informed of VyStar's credit standards, pricing structure, loan policies and procedures, member service practices and other information fundamental to the successful execution of the Commercial Banker job duties and responsibilities. • Accurately and consistently monitor, maintain, and update sales activity, pipeline, and other pertinent information using the VyStar's contact management system. • Represent VyStar in the community by actively participating in civic affairs and local and professional organizations to identify and develop new clients and enhance the credit union's image and commitment to the local community. • Effectively interact with Commercial Services portfolio management, credit underwriting and servicing departments to efficiently process loan requests, renewals, and any other credit related activities. • Actively call on existing business members within assigned portfolio to ensure that members' needs are being met, and appropriate solutions are presented. • Keep abreast of changing business and economic developments which impact the loan portfolio, its profitability, and VyStar in general. • Maintain an in-depth knowledge of VyStar's business services products and services. • Effectively handle incoming business services inquires and referrals from branches, call center and other internal partners. • Leverage problem-solving and strong communication skills to resolve business member issues and disputes. • Present a professional, friendly, and helpful appearance with every interaction as a representative of VyStar and the Business Services team. • Adhere to VyStar Credit Union and departmental policies and procedures with regards to attendance, daily schedules, action items, and reporting requirements. • Perform other essential job-related duties as assigned by Chief Business Services Officer or VP Business Banking Sales. • All employees and business units, as first line of defense, are expected to proactively help identify, assess, manage, and report risks within their domain of work. To enhance a healthy risk culture and support our growth for good pillar, employees will maintain vigilance in safeguarding our operations while ensuring compliance with regulatory mandates. The Risk team serves as the second line of defense by providing risk oversight and credible challenge whereas the Audit team serves as the third line of defense by providing risk assurance. Incumbent is expected to demonstrate each of the following VyStar Excellence behaviors in performing the duties and responsibilities of their job: • Focus - Focus your full attention by carefully listening to and observing client or member. • Connect - Consistently be friendly and approachable. Demonstrate your care. • Understand - Listen empathetically and ask questions (70%/30% rule). • Counsel - Recommend solutions based on your member's needs and objectives. • Advance - Ensure that member's expectations were exceeded. • Verify necessary follow-up actions. JOB KNOWLEDGE, SKILLS & ABILITIES • Minimum ten (10) years lending experience in business or commercial credit. • Minimum ten (10) years of experience in business services or business/commercial banking with proven success in establishing new customers/members, loan/deposit growth, and the ability to deliver results. • Must have an advanced understanding of business/commercial credit, deposit, and related products and services. • Must have an advanced understanding of business/personal financial statements and tax returns to identify credit worthiness and identifying risk potential. • Must have an advanced understanding of financial analysis including cash flow, profitability, liquidity, leverage, and solvency. • Demonstrated ability to successfully structure complex credit requests that minimize risk while providing member value. • Work requires a broad level of professional experience in commercial lending to include thorough knowledge of commercial underwriting, servicing and portfolio management. • Proven track record of success and skills in developing new clients and business, including pro-active prospecting, sourcing and networking. • Excellent verbal and written communication and negotiation skills. • Must be a highly motivated, detail oriented, able to multi-task and work in a fast-paced environment. • Aptitude to source and build new business relationships. • Proficiency with Microsoft products including Word, Excel, PowerPoint, and Outlook. EDUCATION • Required: Bachelor's Degree or higher • Required: Formal business/commercial credit training DISCLAIMERS AND WORK ENVIRONMENT Nothing in this position description is an implied contract for employment. The position description is intended to be an accurate account of the essential functions. The functions are not all encompassing and are subject to change at any time by management. The work environment characteristics described are representative of those that an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. As required or requested, may exert up to 20 pounds of force occasionally and/or a negligible amount of force constantly to lift, carry, push, pull or otherwise move objects.