Purpose of the Job:
The Director, Team Lead Commercial Services is primarily accountable for building and developing a portfolio of large commercial accounts that exhibit a high degree of complexity and value to Meridian with lending needs generally greater than $2,000,000; position has lending limits and manages a portfolio in addition to team management responsibilities. 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 commercial book through good risk management techniques and by soliciting and maintaining solid new business relationships. You embody a “Member-centric” approach while ensuring a high standard of employee engagement, business results and community engagement ensuring execution with excellence.
Manages a portfolio of the largest and highest complexity of Meridian’s most valued members.
Actively monitor and manage 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)
Provides 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
Structures fully flexible credit solutions customized to meet the member’s needs while ensuring an appropriate return to the Credit Union.
Structures, negotiates and documents 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
Maintains an ongoing sales pipeline and effectively follows up on unsuccessful referrals/prospects
Uses 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.
Ensures the Member continues to be aware of the benefits of using these products, as well as new products available to them.
Continuously updates knowledge on new products that may be of value to Members
Provides guidance and coaching to Relationship Managers at various senior levels within the assigned segmented team, and is the first escalation point for any deal issues.
In conjunction with the Senior Director and Regional Manager, Commercial Services, help motivate and provide guidance to employees within your team to ensure high quality service is provided to members and partners.
Assist the Senior Director and Regional Manager in identifying the appropriate training requirements to develop the required levels of expertise on the team.
In conjunction with the Senior Director and Regional Manager, Commercial Services, assist in the teams lending and deposit activities including team sales planning and pipeline management.
Direct employees on the assigned team in the structure, negotiations 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.
In conjunction with the Senior Director and Regional Manager, Commercial Services, assist in the creation of performance plans (i.e. establishing goals and targets) with employees within your assigned team.
In conjunction with the Senior Director and Regional Manager, Commercial Services, assist in implementation of an effective sales approach to maximize Commercial loan and deposit growth within the assigned team segments.
Shares knowledge/experience with others and supports them in their development goals.
Well-developed coaching skills using a variety of coaching techniques to support achievement of desired goals.
Monitors team progress and provides observational coaching and makes joint calls with Relationship Managers to ensure the team achieves results by capitalizing on opportunities and leveraging experiences and knowledge of the team and internal business partners.
Ensures 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, VoM, evaluating credit security.
Knowledge, Skills and Experience:
University Degree in Business or Finance or related discipline or an equivalent combination of education and experience.
Minimum ten years progressive commercial lending experience in sales/service and managing a diverse portfolio in commercial banking environment or like field.
At least three years of leadership/management experience is required with a proven ability to lead, manage, coach and develop other professional commercial lenders.
Has a team building leadership style that will be effective in coaching, developing, retaining, and motivating a team.
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 within the assigned market areas
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
Strong business acumen coupled with a demonstrated ability to initiate action to achieve results and meet deadlines while respecting fundamental corporate values
Experienced in coaching and mentoring others
Strong influencing skills
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 our highest complexity
Strong negotiation skills
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
Experience the Difference!
Thank you for your interest in Meridian Credit Union. Please note that due to the volume of applications, only those under consideration will be contacted for an interview.
Meridian is committed to providing accommodations for people with disabilities. Should you require an accommodation, we will partner with you to meet your needs.