Specialty Lending Business Development Officer

SUMMARY:

The position of Specialty Lending Business Development Officer is responsible for developing new deposit, loan, and treasury services for a defined target market, including corporate, middle market, and sponsor-backed clients (independent sponsors, private equity firms, and family offices), while providing a superior level of customer relations and ensuring compliance with Bank policies and procedures. This role is responsible for originating and managing relationships across a broad range of commercial and specialty lending solutions, including asset-based lending, factoring, syndicated credit facilities, interest rate hedging products, and complex treasury management services. The position requires active participation in sales management, pipeline development, and achievement of Bank goals. The Specialty Lending BDO represents incumbents with deep relationships across lower middle market and sponsor-backed companies.

ESSENTIAL FUNCTIONS:

PRODUCTION

• Engages in business development activities and solicitation of new business prospects; participates in community affairs, business and service organizations, including public speaking;
• Instills and maintains a positive sales environment through education of the Bank's products and services; meets with customers to discuss needs and outlines appropriate Bank services to resolve problems as necessary.
• Develops and manages relationships within corporate, middle market, and sponsor finance segments, including private equity firms, independent sponsors, and family offices.
• Identifies, structures, and delivers solutions including asset-based lending, factoring, syndicated loans, hedging, and complex treasury services.
• Contributes to the overall profitability of the Bank by managing both pricing of loans and deposits in order to meet NIM goals; assists in the implementation of cost controls and income generation activities, including non-interest income to ensure compliance with budget. Partners closely with branch team.
• Consistently applies sound decision-making techniques pertaining to inquiries, approvals, and requests as they apply to existing policies and procedures, keeping within assigned approval limits.
• Participates in various internal committees assigned by management.
• Uses the Bank's operating systems to perform job duties applying knowledge and accuracy.

PORTFOLIO MANAGEMENT

• Manages a loan portfolio, keeping up to date on Large Loan Servicing standards, covenants, borrowing bases, loan maturities, renewals, collection of exceptions, and collection efforts.
• Portfolio will include a mix of commercial and specialty lending relationships, including sponsor-backed and structured finance transactions with more complex monitoring requirements.
• Investigates and follows up on significant changes in the status of existing customers; takes action if review results in a change status for the loan and/or relationship including, but not limited to, risk rating changes and line limit changes.
• Collaborates with the Credit Analyst for the review of annual financial statements, covenants, and borrowing base monitoring. If the review results in a change in status for the loan and/or relationship, including but not limited to risk rating changes or line limit changes, they will ensure the changes are reflected in the core system.
• Reviews post loan closing of booked loans to ensure accuracy of customer data, billing/payments, and loan details in the system of record.

COLLABORATION

• Collaborates with the Credit Department regarding loan structure, underwriting and approvals.
• Partners with Specialized Lending, Capital Markets, Treasury Services, and Credit teams to structure complex financing solutions.
• BDO IV provides coaching and mentoring to other officers in resolving inquiries, providing support, and commercial lending.
• Develops a professional collaborative relationship fostering open communication with the Branch Manager and Retail Market/Area Retail Manager for their assigned branch(es).
• In partnership with the Retail Market/Area Retail Manager, provides coaching and mentoring to Branch staff regarding customer/community presentations, calling efforts, and deposit and loan growth.
• Works with the Branch staff to process, solve and answer complex customer transactions, problems or inquiries.

SAFETY AND SOUNDNESS

• Ensures implementation and compliance of Bank security procedures and protects customer deposits, bank assets and staff.
• Maintains discipline aligned with conservative leverage, senior secured structures, and full relationship expectations.
• Assists in the Bank's compliance with regulatory requirements and sales growth goals by representing the Bank at all CRA activities and public relations programs, such as but not limited to; first-time home buyer programs, trade shows, economic and community development groups, and neighborhood revitalization programs.
• Prepares a variety of routine and special reports as required.
• Maintains an advanced knowledge of financial industry status and trends.
• Completes annual compliance courses within the assigned due dates.
• Adheres specifically to all corporate policies and procedures. Also adheres to Federal and State regulations and laws; including the Bank Secrecy Act and the Anti-Money Laundering Act.

SERVICE EXCELLENCE

• Adheres to our Service Excellence standards and promotes their implementation with peers and with branch associates they support.
• Reinforces the application of superior customer service along with customers and employees. For example; responds to inquiries, takes ownership for the outcome, engages manager if escalation is needed, and works with the appropriate department or person to resolve issues, exhibiting the necessary follow-through with customers and/or internal employees to ensure a timely resolution.

GENERAL QUALIFICATIONS:

Knowledge & Experience: These specifications are general guidelines based on the minimum experience normally considered essential to the satisfactory performance of this position. Individual abilities may result in some deviation from these guidelines.

• Bachelor's degree in business, finance, or related field or equivalent work experience.
• Educational experience, through in-house training sessions, formal school or financial industry related curriculum, should be business or financial industry related.
• Intermediate knowledge of Bank operations, products and services; related state and federal laws and regulations, and other Bank operational policies and procedures.
• Excellent organizational and time management skills - ability to work with minimal supervision.
• Intermediate skills in computer terminal and personal computer operation; mainframe computer system; word processing, spreadsheet and specialty software programs.
• Exceptional verbal, written and interpersonal communication skills with the ability to apply common sense to carry out instructions and instruct personnel.
• Experience with complex commercial or specialty lending transactions (ABL, sponsor finance, or structured credit) preferred.

Physical Demands/Work Environment: Vision, hearing, speech, dexterity, visual concentration. A valid driver's license is required. Must have the ability to stand, walk, sit and use hands and fingers. Must have the ability to work the hours and days required to complete the essential functions of the position, as scheduled. The environment is a professional office with standard office equipment.

Cognitive Requirements: Learning, thinking, concentration, ability to exercise self-control, ability to work in a customer relations' environment. Must be able to pay close attention to detail and be able to work as a member of a team. Must have the ability to interact effectively with co-workers and customers, and exercise self-control and diplomacy in customer and employee relations' situations. Must have the ability to exercise discretion as well as appropriate judgments when necessary.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.