Title: Director of Commercial Services
Reports to: Chief Sales Officer
Supervises: Commercial Relationship Managers, Outbound Sales Representative – Small Business
Status: Exempt
Objective
The Director of Commercial Services assumes overall leadership responsibility and control of all aspects of Commercial Business sales strategies, policies, and programs necessary to develop and grow the Credit Union’s commercial loan and deposit services and achieve business membership growth goals. This position leads and provides expertise in all sales functions of the Member Business Services Department. Functions include Commercial Lending (including complex credits), Cash and Treasury Management Sales, Portfolio Management, Fee Management, and ancillary products and services that are valuable to Business Members, including partnership with other lines of business to support a business owners and their employees personal financial needs. Additionally, the position provides guidance and leadership to the Commercial Services team in order to achieve organizational business goals and objectives.
Duties and Responsibilities
- Responsible for the conceptualization and implementation of Commercial Services growth sales strategies, initiatives, and programs for both lending and deposit solutions
- In partnership with the Branch Director, develops, implements and continuously improves a plan to grow small business membership and initiate small business lending activities through branch associates
- Provides initial review of new lending opportunities to determine viability and next steps to ensure both quality loan production, relationship deepening, and a great member experience
- Develops and implements sales/sales team related policies, procedures, tools and resources
- Develops, implements, measures and continuously improves membership initiatives and strategies to attract new business members and commercial loans and deposits
- Manages required reporting and supports the coordination of annual relationship reviews
- Seeks out and attends various community and membership-based events to provide visibility for the credit union and cultivate a strong COI network; Performs public presentations that support the organization’s community and civic objectives
- Manages the department's budget, including forecasting, monitoring expenses, and ensuring financial targets are met; Develop and implement budget plans to optimize resource allocation and financial performance
- Identifies, assesses, and mitigates risks associated with commercial lending
- Gathers and analyzes member feedback to continuously improve services and member satisfaction
- Develops and implements strategies to enhance member experience and address their needs effectively
- Oversees the commercial services team by interviewing, hiring, and training new team members, as well as developing credit union associate coaching sessions, monitoring productivity and tactical execution, and conducting written performance reviews.
- Provides guidance and direction to the team in developing and assigning priorities as well as monitoring the status of special projects on an ongoing basis
- Performs all duties in a manner that is fully compliant with applicable industry regulations as well as KEMBA policy and procedures
- Develops an understanding of Credit Union history, philosophy, organization, policies, and operational procedures
- On a self-direct basis, continues to improve individual level of competency through training and certification on established educational programs
- Relates to others beyond giving and receiving instructions:
- Communicates with coworkers or peers without exhibiting behavioral extremes
- Performs work activities requiring negotiating, instructing, supervising, persuading, or speaking with others
- Responds appropriately to feedback from leaders
- Performs other duties as required by management
Required Qualifications
- Bachelor’s degree in related field or equivalent education and experience
- Seven (7) to ten (10) years of related progressive experience in Commercial Business Development and sales, Portfolio Management (including workout) preferably in a financial services environment
- Minimum five (5) years at a managerial level or above
- Formal Commercial Credit Training preferred
- Strategic management of sales or Business Development Department
- Strong project / program planning and execution experience
- Excellent verbal and written communication skills and interpersonal abilities
Physical Demands
The physical demands listed below represent those necessary to perform the essential functions of this role. Reasonable accommodation may be provided to enable individuals with disabilities to perform these functions.
The employee is regularly required to sit, use their hands, reach with their arms, and communicate verbally and orally. Occasional standing, walking, and lifting of objects up to 15 pounds are required. Vision requirements include close, distance vision, and focus adjustment.
Equal employment opportunity, including veterans and individuals with disabilities.
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