Relationship Manager, Professional Banking and Program Lending

7 days ago

Old Toronto, Ontario, Canada Meridian Credit Union Ltd Full time
Relationship Manager, Professional Banking and Program Lending - GTA

Job Category: Business Banking

Requisition Number: RELAT005367

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  • Full-Time
  • Hybrid
Locations

Showing 1 location

DescriptionWhy Meridian?At Meridian, our aspiration is to integrate our purpose into everything we do for people, the planet, and communities. We believe that our greatest opportunity is to create opportunity and meet people where they are.Our vision is to be recognized as the financial institution that has the most local impact, supported by a purpose-driven Value Proposition to our Members.We take the time to get to know our members' business, anticipate their needs and provide customized solutions. After all, our obligations are to our Members, not shareholders, and we take to heart the best interests of our Members and communities we serve We're passionate about what we can do for their business and we're empowered to leverage our local autonomy to meet their unique needs.In addition to building customized solutions for business, we offer full service commercial banking solutions, including a wide selection of daily banking products, complementary lending services, cash management solutions, as well as insurance and investments.As a Relationship Manager, Professional Banking & Program Lending:

The Relationship Manager, Professional Banking and Program Lending will be accountable for contributing to the overall Branch success by managing, building and developing a portfolio of small to medium sized "small business" and "commercial" accounts in the Professionals and Program Lending segments. The portfolio of accounts will exhibit a medium to high degree of complexity and high degree of value to Meridian with lending needs generally less than $5,000,000. The targeted industry segments are Healthcare Professionals, Accountants, Pharmacists, Optometrists, Veterinarians as well as other accredited/licensed Professionals (Architects, Chiropractors, etc.).

Through consistent business development efforts and rigorous pipeline management, the Relationship Manager will be responsible for driving increased visibility, consistent business development and member retention activities in the targeted segments and geographic markets. The Relationship Manager will build and manage a high-quality network of COI's comprising of industry professionals and local business leaders to generate high quality lending and deposit opportunities for Meridian. Through effective collaboration with key line of business partners in Retails, Cash Management and Wealth, the Manager will co-create and execute a strategic marketing and sales plan to increase market penetration and Meridian "share of wallet" in the targeted segments.

What you will do:

Business Development

  • Proactively build and maintain an effective business development sales plan and high-quality pipeline of lending and deposit opportunities.
  • Independently generate lending and deposit opportunities in assigned region through consistent member acquisition activities, including proactive telephone solicitation to prospects, business development-oriented meetings at member's place of business and building and nurturing a high-quality COI network.
  • Probe to identify member needs and opportunities to sell or refer to appropriate team members or delivery channels. Solicit products and services highlighting features and benefits in order to deepen member relationships.
  • Cross-sell Meridian's products and services to solicit new members, foster business development through relationship and product knowledge.
  • Keep abreast of changes within diverse industry sectors and proactively identify opportunities to improve the growth and development of the assigned portfolio by analyzing member needs, trends, and competitor offerings.
  • Manage and grow a portfolio of Member accounts and provide Small Business owners with exceptional service and sound financial advice to meet their unique business and personal credit, deposit, cash management and payment processing needs.
  • Manage portfolio at an acceptable level of credit risk by completing credit reviews, authorizing, renewing or declining Member requests, preparing documentation and identifying any deteriorating and/or unsatisfactory trends.
  • Actively monitor and manage the profitability of Meridian's relationship with a member in order to retain and maintain business.

Financial and Credit Analysis

  • Demonstrate a well-developed understanding and solid analytical skills in the areas of financial statements, cash flow mechanics, and business plans presented by Members.
  • Exhibit strong general business sense coupled with the ability to develop a comprehensive finance package structured exclusively to meet the member's credit and non-credit needs.
  • Analyze the Member's financial condition and recommend financial solutions to best meet the Member's business and personal needs.
  • Structure, negotiate and document credit and cash management arrangements outlining loan terms and conditions relative to risk, needs of borrowers and cost of administration ensuring an appropriate return to the Credit Union.
  • Maintain a thorough knowledge and understanding of all Meridians products and services and their related features and benefits.
  • Ensure profitability of all transactions by appropriate application of rates (discretionary pricing, risk-based lending), service charges and collection of overdue interest.
  • Follow audit, compliance, risk management, fraud and robbery policies and procedures.
  • Adhere to limits in regard to transactions.
  • Partner and work collaboratively with the Branch sales team and internal wealth and commercial partners to ensure Meridian provides the Member with the most appropriate solution to address their financial needs.

Community Involvement

  • Promote Meridian Credit Union in your community by participating in and being involved in community activities or events while demonstrating the Company values.
  • Participate in Company sponsored events in support of your local community.
How you will succeed:
  • Post-Secondary education in a business or related field or relevant working experience.
  • 3-5 years of experience in a relevant financial services environment including credit training, financial analysis, personal banking services personal account management and in-depth knowledge of all investment and lending products.
  • Knowledge of the Professionals and Franchise markets, products and services, applicable risk management. policies and legal and security documentation for small business and commercial products.
  • Previous sales, commercial lending and banking experience.
  • Entrepreneurial spirit and a passion for sales.
  • Strong, proven, origination, business development, relationship building and portfolio management skills.
  • Comfortable with networking and making new contacts.
  • Strong relationship builder and communicator and proficient at collaborating with others.
  • Solid understanding of financial statements and business analysis
  • Advanced credit and interviewing techniques, credit investigation and underwriting skills.
  • Advanced knowledge of business lending policies, complex procedures, techniques and documentation requirements.
  • In depth knowledge of accounting policies and procedures.
  • Comfortable working independently.
  • Effective organizational and influencing skills.
  • Strong negotiation, communication, and presentation skills (both verbally and in writing).
  • Computer literate in a windows environment.
  • Effective knowledge of banking systems and computer applications.
  • Ability to work independently with confidence and strong commitment to Member service.
Join Us This role is hybrid. Office Location is 3330 Bloor St W, Etobicoke, travel is required within the GTA.Meridian has a remote work policy that allows flexibility for employees to work remotely but also requires regular time in the office for purposeful meetings to collaborate, innovate and build effective relationships with your team, your colleagues and your leader which is very important to us.What's in it for you?We have an inclusive and collaborative working environment that encourages creativity, curiosity, and celebrates successWe provide you with the tools and technology needed to delight your candidates and clientsYou'll get to work with and learn from diverse industry leaders, who have hailed from top organizations around the worldHybrid work arrangements with in-person office time to collaborate, innovate and build relationships with your colleaguesThis isn't your typical "corporate" job. We work hard and we have funWho we are:Meridian is Ontario's largest credit union, and second largest in Canada, helping to grow the lives of our more than 360,000 Members. Meridian has more than 75 years of banking history and is 100% owned by its members. With 89 retail branches and 15 Business Banking Centers across Ontario and $ 30B in assets under management, Meridian offers a full range of financial products and services to its retail, business banking and wealth members. With over 2000 employees and corporate offices located in Toronto and St. Catharines, Meridian has a track record of creating and delivering innovative new offerings and is committed to investing in the communities that we serve. Our plan is to build on our momentum as we deliver on our purpose - helping our members achieve their best life.Meridian is committed to promoting an inclusive, accessible environment, where all employees and customers feel valued, respected, and supported. We are dedicated to employing a workforce that reflects the diversity of our communities and Members in which we live and serve.Qualified applicants will receive consideration without regard to race, color, religion, sex, national origin, age, sexual orientation, gender identity, gender expression, or disability.We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.Please note that due to the volume of applications, only those under consideration will be contacted for an interview.Thank you for your interest in Meridian Credit Union.
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