SUMMARY: Uses sales skills to prospect and acquire profitable member relationships, as well as retain and deepen exiting relationships to meet the business banking needs. Identifies, solicits, cross-sell and closes new and existing loan relationships with potential borrowers. Originates business loans and ensures achievement of maximum loan volume, portfolio quality and excellent member service within the guidelines for TCU policies, procedures and government regulations.
PROFILE:
- Uses sales skills to conduct new business development activities in assigned communities to achieve department and individual goals, in support of the organization’s objectives. Networks in communities focusing on local activities -including participation in key organizations to develop introductions to prospects for SBA and Commercial loans. Professionally represents the credit union and cultivates and maintains strong relationships with local business community organizations. Cross-sells TCU business checking accounts and other services to obtain the total business relationship.
- Networks internally, within assigned areas/region, cultivating introductions to prospects from branch management and retail sales staff. Proactively sets appointments and makes joint calls.
- Appropriately handles inquires and provides information about TCU’s SBA and commercial loans. Establishes and maintains a network of successful lead/referral generating sources that are able to bring prospective new business members to Travis Credit Union. Maintains database of prospective borrowers and their current position in the sales cycle (sales reporting). Consistently plans and conducts appointments accordingly.
- Interviews loan applicants, collects and analyzes financial and related data in order to determine the general cash flow and credit worthiness of the prospect and the merits of the specific loan requests. Performs and completes site visits/inspections of the applicants.
- Meets with existing TCU business members within assigned branches to review their current TCU portfolio of products and services and to assist them with any additional product requests.
- Markets and originates primarily SBA 7A loans, SBA 504 and conventional real estate loans, lines of credit and term loans. Obtains complete financial package and prepares submission package including required basic credit analysis. Follow-up with borrowers as needed to ensure timely loan decisions. Delivers approved loan packages and facilitating funding. Pre-qualifies applicants and cross-sells TCU business checking accounts and other services to obtain the total business relationship. Ensures compliance with the applicable laws and TCU policies and procedures.
- Determines methods and procedures on new assignments and may coordinate activities of other personnel.
Required Skills
SKILLS:
- Knowledge of economic market in the communities TCU serves.
- Knowledge of accounting principles, income tax, finance and loan economics.
- Thorough understanding of all Credit Union products, services, and overall operation and mission.
- Thorough knowledge of Travis Credit Union’s business products, services, rates and fee schedules.
- Proficient in database marketing techniques to include telemarketing, cold call and close business.
- Proven ability to meet sales objectives, recognize customer needs and match them to loan products.
- Knowledge of structuring deals.
- Excellent verbal and written communication skills. Excellent public speaking skills and the ability prepare and effectively facilitate presentations.
- Ability to interact with diverse groups of people including business community members, potential borrowers and referral agents in a professional and diplomatic manner.
- Ability to balance sales and credit quality.
- Excellent organization skills, attention to detail and the ability to work independently and multi-task effectively.
- Ability to maintain confidentiality of sensitive information
- Achieves or exceeds commission based performance standards/loan goals.
- Understands the requirements of the Bank Secrecy Act and ensures compliance through appropriately monitoring and reporting member activity.
- Thorough knowledge of commercial and SBA lending regulations, guidelines and best practices.
- Excellent business development, sales/service skills and strong outbound telephone sales skills.
- Advance proficiency in MS Office products (Word, Excel, and PowerPoint).
Required Experience
- Reports directly to the VP, Business Lending
- Normally receives general instructions on routine work, and detailed instructions on new projects or assignments.
- Typically requires a Bachelor’s degree and 2 to 6 years of related experience; or an advanced degree without experience; or equivalent work experience