Regional Manager Commercial Loan Officer

Salary Grade : 25

SUMMARY:

Manages the Commercial Lenders within assigned region to ensure that they develop commercial lending and deposit opportunities from existing customers and from prospects. These lending opportunities must be underwritten within the Banks established objectives, policies and procedures. To see that credit administration be an important component of the lenders’ job including the monitoring of the borrowers financial condition, local market conditions, and economic trends. Because risk assessment is key for determining concentrations of risk within the Bank’s portfolio the Regional Manager is responsible for monitoring and managing the process. Ensure the Commercial Lenders have their training needs met. Sets annual goals and monitors the lender’s progress at attaining those goals. Provides coaching and career path counseling for junior lenders, loan assistants and relationship managers.

The Regional Manager is required to maintain a loan portfolio. Develops commercial lending opportunities from existing customers and from prospects. Manages and enhances commercial customer relationships. Manages credit administration including the monitoring of the borrowers financial condition, local market conditions, and economic trends. Is an effective business development officer and promotes the Bank’s other products and services.

ESSENTIAL JOB FUNCTIONS & RESPONSIBILITIES:

Portfolio Management

1. Serves as Relationship Manager/Account Officer for assigned and originated loans. Develops and manages a commercial loan portfolio comprised of all types of commercial loans while maintaining acceptable levels of loan quality, profitability and growth. Develops a strong business relationship with all current customers.
2. Obtains updated financial information from each borrower on an annual basis and analyzes these financial statements for soundness and compliance with loan covenants.
3. Maintains up-to-date records of transactions in conformance with loan policies and provides continuing financial counseling to customers.
4. Monitors the borrower’s financial conditions on an ongoing basis: review financial statements, credit analysis and other information to make an evaluation.
5. Monitors the loan portfolio and reviews the financial status of each loan to ensure that the loan remains sound. Visits customer operations to check on condition of plant and equipment and overall operations.
6. Assigns loan ratings at loan approval, at renewals, and as warranted by changes in financial conditions.
7. Reviews lines of credit annually for each borrower. Recommends renewal or extension of credit, if warranted.
8. Ensures that funds are advanced to borrower as per agreements, in a timely manner.
9. Monitors borrowers’ payment of loans and collects on loans if necessary. Develops work-out of loan if necessary.
10. Develops and maintains a credit file on each borrower complete with memos, financial data, correspondence, and other pertinent documents.
11. Approve and advise lending staff on commercial transactions.

Business Development

1. Develops regional business development goals, communicates goals to the Lenders, and supports the Lenders in all new business development activities.
2. Carries out ongoing business development programs to promote the Bank’s lending services. Contacts prospective customers via referrals, cold calls, presentations, and walk-ins. Develops ongoing associations with referral sources. Works closely with Branch Managers to ensure successful outcomes of commercial loans and business development efforts.
3. Calls on prospective and existing clients to nurture ongoing relationships and to market and cross sell other Bank services.
4. Interview applicants for commercial and other loans, conducts or coordinates analysis of credit information, and approves loans within lending authority. Obtains all external reports necessary to underwrite the loan. Makes joint calls with other Bank staff to generate additional sales and provide product knowledge.
5. Evaluates prospective loan requests by reviewing and analyzing customer’s financial, credit and tax information, business plan, and business operations. Reviews real estate appraisals and environmental site assessments as appropriate to conform with Bank’s policy and credit standards.
6. Determines appropriate loan structure by analyzing the customer’s financial information.
7. Negotiates anticipated terms with the borrowers, adhering to regulatory requirements and the Bank’s policies and practices, and ensuring that the terms are consistent with the Bank’s mission.
8. Prepares loan approval memo for loans and letters of credit within own authority or for recommendation to a higher authority.
9. Issues term sheets and final commitment letter to borrower in accordance with loan approval processes.
10. Attends loan closings either at the Bank or at the attorney’s office.
11. Visits the business facilities of potential customers to inspect the plant, equipment, and facilities and to evaluate overall efficiency.
12. Promotes the Bank’s products and services in daily interaction with others. Actively participates in community activities and develops ongoing relationships with local professionals, businesses and municipal leaders.
13. As opportunities arise, promote additional products and services to existing or prospective customers.
14. Works to help the Bank meet its CRA commitment and supports the Bank’s core values.
    

Loan Documentation

1. Ensures that all loan documents are obtained after closing and post-closing.
2. Prepares all pertinent loan documents for loans approved with assistance of the administrative assistant.
3. Engages the services of an attorney for closings when applicable. Obtains documents from attorney after closing.
4. Ensures that specific documents are recorded on a timely basis. Complies with SBA and Bank policies and procedures concerning documentation. Obtains flood certification when necessary.
5. Prepares and distributes adverse action letters for turn-downs.
6. Works with the Appraisal Department to obtain and submit the necessary information for the appraisal process.

Team Collaboration

1. Participates in planning and goal setting for the lending division. Serves on Bank’s Loan Committee and participates in the loan evaluation and decision process.
2. Participates on various committees on behalf of the business unit. Provides input and advice on business issues.
3. Provides any support necessary to promote and support the acquisition of new applicants and customers at the Bank.
4. Supports the efforts of the senior manager and other department managers in team building with other internal customer contact areas.

Compliance

1. Ensures that the Commercial Loan Officers comply with applicable regulations and laws. Keeps updated on compliance developments in Commercial Lending. Ensures that lenders conform to Bank policy and procedures.
2. Coordinates with Compliance Department on all required reporting and important compliance issues. Provides periodic responses to audit findings and loan review issues.
3. Manages the documentation process. Makes sure that all appropriate documents are included in Commercial Lending Processes. Provides initial and on-going staff training on all compliance procedures. Communicates compliance related information to staff.
4. Keeps abreast of regulatory and competitive developments within the area of commercial lending. Attends relevant courses and seminars.
5. Serve on Loan Committee, Business Banking Group. Decisioning impact in all groups.
   

Operations

1. Provides guidance to staff in all areas of the Lending process. Determines appropriate steps in situations requiring independent judgment. Counsels and advises staff to develop Lending process, policy and procedure expertise.
2. Makes recommendations and implements policies and procedures to enhance the effectiveness and efficiency of the Commercial Lending process. Reviews and interprets overall consistency. Identifies quantitative and qualitative trends and recommends action, if appropriate.
3. Remains up to date on all Commercial Lending related regulations and laws, documentation requirements, policies and procedures for Bank and various investors.
4. Coordinates with various Bank business units on any integrated or inter-related processes. Advises and recommends the most effective procedures on related work issues.
5. Ensures that the current technology is providing a strong system to meet the needs of business unit areas. Keeps current on new and upcoming technology that may benefit the Bank. Makes recommendations and assists in the implementation of new technology.

Staff Management/Leadership

1. A Regional Manager is responsible for ensuring that the lenders within his Region are fully competent in all areas of Risk Management.
2. Manages and motivates exempt employees.
3. Assists Bank staff from retail areas with commercial issues.
4. Conducts periodic and annual performance reviews.
5. Makes hiring, salary and promotional recommendations.
6. Provides training, advice, and guidance as needed.
7. Acts as a role model for department staff and employees.
8. Participates in the preparation and on-going monitoring budget. Provides staffing projections for overall budgeted volume.
9. When invited, participates in the Bank’s strategic planning process.
10. Creates the department project lists that reflect the business unit’s strategic plan. Leads the department to achieve completion of the projects.
    

QUALIFICATIONS:

EDUCATION & CERTIFICATIONS:

• Bachelor’s degree in or its equivalent.

KNOWLEDGE, SKILLS & ABILITIES:

• Specialized training in lending, credit or related subjects.
• 7 years of progressively responsible consumer, mortgage, and commercial lending experience.
• Two years of supervisory experience preferred.
• Sound credit background.
• Ability to analyze financial statements.
• Well developed analytical, organizational, interpersonal, negotiation, decision-making and managerial skills.

COMPETENCIES:

• Must have cyber security awareness to protect the digital environment, the Bank, and customers.