Commercial Relationship Officer

Title: Commercial Relationship Officer

Department: Commercial Operations

Reports to: Director of Commercial Lending

FLSA: Exempt

Job Grade: 13 (starting salary of $89,399.85- $95,105.69 plus incentive)

Job Purpose: Responsible for developing new business, structuring, and closing of commercial loans, as well as maintaining a commercial loan portfolio. Develops ongoing relationships with commercial members by maintaining a sales and service presence in the community and proactively addressing member commercial needs while cross-selling UKFCU products and services to achieve individual, departmental and credit union goals.

Essential Job Results:

JOB SPECIFIC RESULTS

1. Identify, prospect, and develop profitable commercial account relationships (including but not limited to loan and deposit accounts) through inside and outside sales, while managing a pipeline of new opportunities, as well as existing relationships by maintaining a sales and service presence in the community.
2. Provide account services to commercial members in a courteous and professional manner by answering questions in person at the member's place of business and by all other communication channels, assisting in opening accounts, developing relationships for commercial loans and deposits as well as cross-selling other UKFCU products and services.
3. Work with branches and management to encourage referrals and prospecting of commercial opportunities and the tracking of these leads.
4. Structure loans within loan policy. Champions loan opportunities to decision makers for proper approval.
5. Manage commercial loan portfolio, including renewals, modifications, obtaining updated financial information, identifying member performance problems, and portfolio monitoring.
6. Work with members (and commercial credit analysts) to obtain all appropriate financial information and documentation needed to adequately make loan decisions and perform annual reviews.
7. Work with members (and commercial operations specialists) to obtain all appropriate documentation needed to facilitate a loan closing, ensure loan documentation matches the loan approval and maintain a complete loan file after closing.
8. Develop client proposals and assess business needs via personal meetings, interviews, and site visits to businesses to determine the best plan of action for members.
9. Maintains a positive working relationship with members, Credit Union staff, local professionals, centers of influence, and community organizations.
10. Assist with collection efforts on past due relationships as needed.
11. Consult with management about credit policies, standards, and procedures.
12. Maintain awareness of economic and market conditions that may adversely impact the quality of the loan portfolio as well as take part in continuous training to improve business development success and regulation compliance.
13. Conduct collateral site visits.
14. Develop creative methods to report necessary information to management regarding loan trends, competitor products, lost opportunities, and market data to be used for sales growth, product improvements, and marketing plans.
15. Perform general job-related duties as needed to support the department.

GENERAL MEMBER CONTACT STAFF RESULTS

1. Maintains account records by updating member information as necessary.
2. When directly serving commercial members, cross-sells credit union services by answering inquiries, actively informing members of new services and product promotions, ascertaining members' needs, directing members to other staff as appropriate.

GENERAL STAFF RESULTS

1. Maintains member and employee confidence and protects operations by keeping information confidential and sharing on a business-related as-needed basis only.
2. Engages in problem resolution by clarifying the member's complaint; determining the cause of the problem; selecting and explaining the best solution to solve the problem; expediting correction or adjustment; following up to ensure resolution; and keeping the supervisor informed of problems and solutions.
3. Complies with UKFCU policies and procedures by enforcing and adhering to internal UKFCU procedures and board-established policies.
4. Complies with federal, state and local regulations and legal requirements by enforcing and adhering to requirements.
5. Maintains professional and technical knowledge by maintaining an awareness of competitors' rates and terms, industry trends and technology; attending staff meetings; identifying opportunities to attend seminars that enhance skills and maintain knowledge of new products that could assist in improving operational effectiveness; reviewing professional publications; establishing personal networks; benchmarking state-of-the-art practices; and participating in professional societies.
6. Contributes to a team effort by accomplishing corporate and individual goals and other related results as needed.

MINIMUM REQUIREMENTS

• Three to five years of similar or related experience
• Bachelor's Degree or equivalent in Business or related field
• Proven track record of Business Development
• Underwriting knowledge and experience with the loan process from origination to loan closing preferred.
• Strong oral and written communication skills
• Ability to think analytically and creatively with a credit quality focus.
• Ability to communicate effectively with others one-on-one and in small/large groups, fielding questions and responding to requests proactively.
• Ability to foster sound relationships and present a trustworthy and diplomatic image.
• Ability to define problems, collect data, establish facts and draw conclusions while dealing with a variety of abstract and concrete variables.
• Ability to write reports, correspondence and procedures.
• Ability to work independently as well as in a team environment.
• Strong customer service skills

PHYSICAL DEMANDS:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to sit and stand; use hands to finger, handle, or feel objects, tools, or controls; reach with hands and arms; and talk or hear. The employee frequently is required to walk and stand. The employee is occasionally required to stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.

WORK ENVIRONMENT:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The employee will be required to work indoors in a climate-controlled office setting. The noise level in the work environment is usually moderate.

MENTAL DEMANDS:

The mental characteristics necessary to competently perform this job include the occasional need to be persuasive, use good judgment; and the continuous need to use auditory perception, memory, and reasoning ability.

* The intent of this job description is to provide a representative summary of the types of results that will be required of the positions given this title and shall not be construed as a declaration of the specific responsibilities of any particular position. Employees may be requested to perform job-related tasks other than those specifically outlined in this description.

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UKFCU is an equal employment opportunity employer and is committed to providing employment opportunities to minorities, females, veterans, and disabled individuals. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or status as a protected veteran. UKFCU invites you to review the current "EEO Is the Law" poster as part of the application process. A link to the most current posters is. Please also see the 2015 Supplemental EEO Poster.

The Credit Union leadership recognizes that to achieve its vision and mission, it must embed the values of Diversity, Equity, and Inclusion (DEI) in all aspects of the Credit Union's work. Together, the staff, membership and communities are diverse and as such, the Credit Union must reflect and respect that diversity. The Credit Union's leadership recognizes and believes when an organization's leadership and staff are representative of the people that it serves, it can better meet its vision and mission. Further, the Credit Union leadership believes that it benefits when diverse perspectives are represented, respected and included among the discourse and decision-making that takes place at the Credit Union, and with and among its staff, membership and communities.

Applications are only accepted through our online application system. However, if you need assistance with any part of the application process or are unable to apply online because of a medical condition or disability and need an accommodation, please contactto let us know the nature of your request. Please note, UKFCU accepts only employment applications that are complete and received by the Office of Human Resources by the specified deadline for each opening.

This position allows for an optional hybrid work arrangement which includes a combination of both in-office and remote work arrangements. (Maximum of two days remote, three days in-office). To be eligible for the program, employees must complete a minimum of 6 months of continuous, regular employment, be in good standing, and submit a formal hybrid work application prior to being eligible for hybrid work, pending supervisor approval. Work schedules will be established by the employee's supervisor according to business needs. Working locations and schedules may be altered at management discretion.