SVP, Market Area Commercial Lender

MutualOne Bank•Framingham, MA

5d•Hybrid

About The Position

The SVP, Market Area Commercial Lender is primarily responsible for generating new commercial lending business by meeting with clients, prospects, and referral sources. The incumbent serves as the Bank's primary commercial banking representative within an assigned market area and is responsible for developing new commercial relationships, expanding existing client relationships, increasing market share, and growing commercial loan, deposit, cash management, and U. S. Small Business Administration (SBA) lending relationships. The incumbent is also secondarily responsible for monitoring their new portfolio for on-going risk, including documentation, the security for the loan, and the on-going business conditions and rental income that serve as the source of cash flow for the loan (as well as any other relevant information to the credit). Responsibilities include constant client communication and meetings, as well as monitoring financial performance, collateral and onsite in person visits which are clearly documented. Ongoing and frequent updates to the SVP, Chief Lending Officer, as required, are also essential. The incumbent is responsible for originating, structuring, negotiating, and managing commercial real estate, owner-occupied commercial real estate, commercial and industrial (C&I), and Small Business Administration (SBA) loan relationships (as well as any other credit enhancements to facilitate growth of the Bank’s commercial loan portfolio). This position plays a key role in executing the Bank’s growth strategy through proactive business development and relationship management. Responsibilities include sourcing and closing new commercial lending relationships, expanding existing client relationships, developing centers of influence, and identifying opportunities to increase both loan and deposit balances while enhancing the Bank’s market presence.

Requirements

Bachelor’s degree is required
Extensive knowledge of financial institution’s commercial lending policies and procedures
A minimum of ten years of progressively responsible commercial lending experience, with thorough understanding of credit analysis
Demonstrated success in commercial business development, portfolio management, and relationship management with new business contacts for the Bank
Experience with commercial real estate, C&I, and SBA lending required
Strong business development and relationship management skills
Comprehensive understanding of commercial real estate, commercial and industrial, and SBA lending
Knowledge of cash management and commercial deposit products
Strong networking, negotiation, and presentation skills
Ability to build and maintain strategic referral source relationships
Understanding of BSA/AML, OFAC, CRA, SBA compliance requirements, and applicable banking regulations
Demonstrated ability to independently manage a commercial loan portfolio while achieving growth objectives

Nice To Haves

a master’s degree is preferred
Working knowledge of SBA programs, SOP requirements of multiple related programs, and underwriting standards preferred
Established network of business and professional contacts within the market area preferred

Responsibilities

Develop and execute an annual business development plan designed to generate new commercial loans, SBA loans, commercial deposit, cash management, and fee income opportunities.
Originate, structure, and manage commercial loan relationships while supporting the growth of commercial deposits and overall profitability.
Actively prospect for new business to new customers primarily through calling efforts, networking, community involvement, centers of influence, and referral source development.
Establish and maintain relationships with accountants, attorneys, commercial real estate brokers, business brokers, financial advisors, and other professional referral partners.
Interview prospective borrowers, analyze financing needs, provide counsel regarding appropriate credit structures, and work with the Credit Administration Department to underwrite loans in accordance with Bank policies and industry standards.
Review appraisals, environmental reports, credit reports, background investigations, financial statements, tax returns, rent rolls, borrowing base reports, covenant compliance reports, and other information necessary to evaluate credit risk and support lending decisions.
Structure, negotiate, and communicate loan terms and conditions and present loan recommendations to the appropriate approval authority.
Develop, originate, and manage SBA 7(a), SBA 504, and other government-guaranteed lending opportunities in accordance with Bank policy, SBA requirements, and regulatory guidance.
Coordinate SBA eligibility determinations, documentation requirements, guaranty compliance, and portfolio administration while maintaining expertise in SBA lending programs and procedures.
Cross-sell commercial deposit, cash management, and other Bank products and services to existing and prospective customers to deepen relationships and expand profitability.
Recommend strategies and proposals to expand the Bank's commercial real estate, commercial and industrial (C&I), and SBA lending businesses to the SVP, Chief Lending Officer.
Participate in the development and execution of marketing initiatives to promote the Bank's commercial lending and business banking services.
Monitor assigned loan portfolios for evolving risks, covenant compliance, collateral adequacy, documentation exceptions, and changing borrower conditions, escalating concerns to senior management, as appropriate.
Maintain regular contact with borrowers and conduct periodic site visits to evaluate business operations, management performance, collateral condition, and overall credit quality.
Monitor economic, industry, and market trends that may impact borrower performance and the Bank's lending activities.
Develop and recommend lending policies, procedures, and process improvements to enhance lending effectiveness, service quality, and operational efficiency.
Research and remain current on applicable laws, regulations, SBA program requirements, and industry best practices, ensuring compliance and advising management regarding changes that may affect lending activities.
Prepare and provide regular reports to the SVP, Chief Lending Officer regarding business development activities, pipeline management, portfolio performance, and market opportunities.
Represent the Bank at business, civic, charitable, professional, and community organizations to strengthen the Bank's market presence and reputation.
Assist in achieving commercial loan production, SBA production, deposit growth, fee income, portfolio quality, and profitability goals established by management.
Maintain knowledge of Bank policies, lending practices, regulatory requirements, and industry developments through ongoing internal and external training and professional development activities.