Business Development Manager

4 weeks ago

Oviedo, Florida, United States VyStar Credit Union Full time
Job Summary

VyStar Credit Union is seeking a highly motivated and experienced Commercial Banker to join our team. As a Commercial Banker, you will be responsible for developing and deepening business member relationships within an assigned geographic region or market.

You will manage a business/commercial loan portfolio through prospecting, cross-selling, relationship management efforts, and excellent member service. This includes sourcing and managing complex business loan relationships for businesses and commercial entities with revenues greater than $1.5 million and business lending needs greater than $500,000 up to $20,000,000.

You will deliver a full range of business banking services to businesses and business owners, with an emphasis on member engagement, sales, and service. The position requires significant outside business development and relationship management activities.

You will mentor, coach, and develop Business Relationship Bankers and Small Business Bankers in the department, as well as actively participate in any applicable training efforts.

The Commercial Banker will be responsible for professionally handling business 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 members within assigned portfolio, following established policies and procedures while meeting all goals and objectives.

Key Responsibilities
  • Build and deepen relationships with new and existing business members with revenues $1.5 million or greater and business lending needs up to $20,000,000.
  • 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 Business Bankers within the department while achieving and exceeding all personal goals and objectives.
  • Actively participate and contribute in any training and product knowledge conference calls, sessions, or meetings.
  • Effectively negotiate terms and conditions of 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 Small Business Banker partners and branch colleagues to support and drive business membership growth.
  • Maintain an advanced understanding of all business credit facilities, including Commercial Real Estate (CRE), Business Lines of Credit, business equipment/vehicle loans, and unsecured financing.
  • 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 Business Relationship 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.
  • Interact effectively with Business 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 inquiries 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.
Requirements
  • Minimum eight (8) years lending experience in business or commercial credit.
  • Minimum five (5) years of experience in business services or business/commercial banking in either sales or a sales support role.
  • Minimum of three (3) years of branch sales experience or equivalent financial services sales experience with proven success in establishing new customers and 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.
  • Required: Comparable experience in a financial institution may be substituted for a college degree at the rate; two years of experience for one year of education.
  • Required: Formal business/commercial credit training.

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