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Director & Team Lead, Commercial Services
3 months ago
Description
"> Why 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. Find our story here: Our Business Banking Practice: Our vision is to be recognized as the financial institution that has the most local impact, supported by a purposeful 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 Director/ Director & Team Lead, Commercial Services: You will be 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. The successful candidate will have extensive experience and expertise in managing large real estate, real estate related and construction financing deals. This person will be responsible for all deals generated by their assigned team along with the management of specific large/senior real estate related credits within the Business Banking Centre (BBC). What you will do:- Manage a portfolio of the largest and highest complexity of Meridian's most valued members.
- Actively monitor and manage the profitability of commercial relationships 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).
- Provide 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.
- Structure fully flexible credit solutions customized to meet the member's needs while ensuring an appropriate return to the Credit Union.
- Structure, negotiate and document 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
- Maintain an ongoing sales pipeline and effectively follows up on unsuccessful referrals/prospects
- Use 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.
- Ensure the Member continues to be aware of the benefits of using these products, as well as new products available to them.
- Continuously update knowledge on new products that may be of value to Members
- Provide 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 Regional Vice President, help motivate and provide guidance to employees within your team to ensure high quality service is provided to members and partners.
- Assist the Regional Vice President in identifying the appropriate training requirements to develop the required levels of expertise on the team.
- In conjunction with the Regional Vice President, 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 Regional Vice President, assist in the creation of performance plans (i.e. establishing goals and targets) with employees within your assigned team.
- In conjunction with the Regional Vice President, assist in implementation of an effective sales approach to maximize Commercial loan and deposit growth within the assigned team segments.
- Share 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.
- Monitor 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.
- Ensure 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 (Voice of Member), evaluating credit security.
- University Degree in Business or Finance or related discipline or an equivalent combination of education and experience.
- Minimum of 10 years of progressive commercial lending experience in sales/service and managing a diverse portfolio in commercial banking environment or like field.
- Leadership/management experience is an asset as this position may require you to lead, manage, coach and develop other professional commercial lenders.
- 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.
- 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.
- 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.
- 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.
- We have an inclusive and collaborative working environment that encourages creativity, curiosity, and celebrates success
- We provide you with the tools and technology needed to delight your candidates and clients
- You'll get to work with and learn from diverse industry leaders, who have hailed from top organizations around the world
- Hybrid work arrangements with in-person office time to collaborate, innovate and build relationships with your colleagues
- This isn't your typical "corporate" job. We work hard and we have fun
