Business Lending Officer II

To acquire, retain, and grow business clients within an assigned area through the sale of Business Banking products and services to these clients. Acts as a member of the overall banking team to ensure client needs are met. To prospect and develop new relationships with prospective clients; assist all team members in the business development, team-based selling, and lending functions; and cross-sell products and services as appropriate

1. Establish and cultivate a network of business banking contacts and referral sources to effectively generate sales leads in target industries. 2. Identify target clients for productive sales calls. Utilize prospecting lists, MCIF reports, referrals from existing clients, branch referrals, etc. to generate call list. Set priorities, organize, and establish call objectives. Make efficient sales calls; achieve calling program goals in number and sales results. 3. Profile client; identify needs and cross-sell opportunities; make recommendation for appropriate product, service, or referral, serve as the primary contact for that client and handle any problems that arise. 4. Meet and exceed sales goals in loans, deposits, fee income and referrals for assigned group of branches or markets, by setting weekly and daily goals and following up on leads in a timely manner. 5. Meet and exceed cross sell goals by selling a wide range of products and services. 6. Negotiate loan structure including appropriate terms (within policy) as well as rate and fee structure. 7. Ensure compliance with lending policies and regulations; recommend credit overrides when appropriate and consistent with a total relationship management strategy. 8. Obtain all necessary customer financial information and documentation required for credit analysis on loans maturing or renewing which are assigned specifically or assigned to branches within area of responsibility. 9. Monitor past dues on assigned accounts and work with collections department to obtain payment. Work with Special Assets on any loans requiring work out. 10. Ensure a smooth hand-off of client for on-going relationship management. Keep Branch Manager/Lender apprised of issues/opportunities related to business clients. 11. Refer credit needs less than $50M-100M to Branch Manager. 12. Provide guidance on servicing/selling business clients, understanding the business owner, and the local market opportunities. 13. Act as an expert resource for business banking products and services. Lead branch Lunch N Learn or other training sessions on business products and services. 14. Attend regional retail sales meeting and branch sales meeting (only assigned branches) on a regular basis. 15. Partner with underwriters and portfolio specialists to ensure timely review of credit and a high level of customer service. 16. Respond, inform, and help in ensuring accurate client information by submitting complete application packages along with a cover memorandum explaining the proposed request and follow-up. 17. Work with other LOB partners to make joint calls on prospective and existing clients, develop prospecting opportunities and to sell through to existing clients. Profile and/or document each contact made with prospective and existing clients. 18. Participate in civic and social activities that will provide networking opportunities. 19. Attend work on a regular basis, on time, and to withstand varying degrees of stress.
REQUIREMENTS
Bachelor's degree in Finance, Accounting, or Marketing. Four to five years commercial and consumer lending experience. Strong sales experience with the ability to sell a wide range of products and services. Experience with word processing and spreadsheet software programs. Valid state driver's license, proof of insurance and available transportation.

Must have the knowledge of business banking or the ability to learn deposit, loan, and other business related products. Must posses strong credit skills and previous credit training or ability to successfully complete and apply credit training (consumer and business). Ability to meet or exceed sales goals or targets, by asking for business, developing leads, making outbound teleconsulting sales, and developing referral sources. Ability to understand and articulate the issues related to managing wealth assets, business needs, concerns, and financial needs. Must be flexible; readily adapts to change and new products, systems or methods. Listens well to clients and others; identifies and clarifies issues, seeks to understand others. Ability to meet new people and develop contacts in the community.