Commercewest Bank
Head of Commercial Lending
Commercewest Bank, Irvine, California, United States, 92713
Job Summary:
The Commercial Lending Manager (CLM) is responsible for driving business growth by identifying and acquiring new commercial lending clients and managing a team of Commercial Lending Officers (CLO). This position will develop and execute a business development strategy to achieve commercial lending growth targets. The CLM will identify target industries and market segments, assess competition and tailor marketing and sales strategies to maximize lead generation and conversion. The role is highly involved in sales calls, sales activity management, structuring loan proposals, loan pricing, deposit covenants and developing the Banks brand and increasing awareness in the marketplace.
Essential Functions:
Effectively leads, trains, motivates, and develops the CLOs by monitoring, tracking, and managing their overall activity, pipelines and individual performance.
Motivates and holds the group, including themselves, accountable for new loan growth, funded loans, credit quality, and prospect calling activity goals. Conducts weekly sales meetings to monitor client activities, as well as the utilization of the Banks CRM system.
Lead the onboarding process for new commercial lending clients. Collaborate with internal teams, such as credit admin, legal and deposit services group, conduct due diligence and ensure a smooth and efficient client onboarding experience.
Actively participates in the recruitment of top talent to build and maintain a strong team of successful producers.
Collaborate with other internal departments, such as treasury management, deposit services group, to identify cross-selling opportunities and offer comprehensive tailored made financial solutions to commercial lending clients. Foster collaboration and coordination across teams to ensure a seamless client experience.
Participates in industry associations, networking events and community activities to expand professional networks and enhance the banks visibility in the market. Build relationships with referral sources, such as accountants, attorneys and business consultants, to generate client referrals.
Ensure compliance with internal policies regulatory requirements and risk management guidelines. Adhere to the banks credit policies and procedures in the underwriting and origination process. Mitigate risks associated with lending activities and maintain a strong credit portfolio.
Minimum Requirements:
BA preferred or experience in related position.
Minimum of 10 years commercial banking experience with an emphasis in, business development, relationship management and commercial lending to small/middle market businesses.
Strong commercial credit skills in C&I lending and CRE Lending.
Demonstrated ability to effectively lead, manage and motivate a sales team.
Proven track record in sales management, client retention and a confident presenter.
Ability to negotiate and structure loan proposals / pricing.
Must be results driven, self-motivated, self-disciplined and creative.
Excellent written and verbal communications skills.
Strong computer, organizational, and time management skills.
Must be a team player, self-starter, flexible, can manage multiple tasks, and meet deadlines.
Maintains a high degree of confidentiality while presenting a professional image and works well in a team environment.
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The Commercial Lending Manager (CLM) is responsible for driving business growth by identifying and acquiring new commercial lending clients and managing a team of Commercial Lending Officers (CLO). This position will develop and execute a business development strategy to achieve commercial lending growth targets. The CLM will identify target industries and market segments, assess competition and tailor marketing and sales strategies to maximize lead generation and conversion. The role is highly involved in sales calls, sales activity management, structuring loan proposals, loan pricing, deposit covenants and developing the Banks brand and increasing awareness in the marketplace.
Essential Functions:
Effectively leads, trains, motivates, and develops the CLOs by monitoring, tracking, and managing their overall activity, pipelines and individual performance.
Motivates and holds the group, including themselves, accountable for new loan growth, funded loans, credit quality, and prospect calling activity goals. Conducts weekly sales meetings to monitor client activities, as well as the utilization of the Banks CRM system.
Lead the onboarding process for new commercial lending clients. Collaborate with internal teams, such as credit admin, legal and deposit services group, conduct due diligence and ensure a smooth and efficient client onboarding experience.
Actively participates in the recruitment of top talent to build and maintain a strong team of successful producers.
Collaborate with other internal departments, such as treasury management, deposit services group, to identify cross-selling opportunities and offer comprehensive tailored made financial solutions to commercial lending clients. Foster collaboration and coordination across teams to ensure a seamless client experience.
Participates in industry associations, networking events and community activities to expand professional networks and enhance the banks visibility in the market. Build relationships with referral sources, such as accountants, attorneys and business consultants, to generate client referrals.
Ensure compliance with internal policies regulatory requirements and risk management guidelines. Adhere to the banks credit policies and procedures in the underwriting and origination process. Mitigate risks associated with lending activities and maintain a strong credit portfolio.
Minimum Requirements:
BA preferred or experience in related position.
Minimum of 10 years commercial banking experience with an emphasis in, business development, relationship management and commercial lending to small/middle market businesses.
Strong commercial credit skills in C&I lending and CRE Lending.
Demonstrated ability to effectively lead, manage and motivate a sales team.
Proven track record in sales management, client retention and a confident presenter.
Ability to negotiate and structure loan proposals / pricing.
Must be results driven, self-motivated, self-disciplined and creative.
Excellent written and verbal communications skills.
Strong computer, organizational, and time management skills.
Must be a team player, self-starter, flexible, can manage multiple tasks, and meet deadlines.
Maintains a high degree of confidentiality while presenting a professional image and works well in a team environment.
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