Director of Commercial Lending Sales (Sales)

General Summary (What is done and why)

Under the direction of the Head of Commercial Sales, the Director of Commercial Lending Sales is a key leadership role responsible for driving commercial growth and performance, and relationship management across the Credit Union's footprint.  The Director will lead and develop a team of Commercial Loan Officers (CLOs) and Business Loan Officers (BLOs), establish strong cross-functional routines with treasury management and merchant services teams, and execute strategies that align with the broader organizational sales goals. The Director will analyze performance data, identify sales gaps, implement individualized sales plans and regularly report to the Head of Sales with actionable insights and recommendations.

Essential Functions, in Priority Order (Majority of duties, but not meant to be all inclusive or prevent other duties from being assigned as necessary)

1. Identify sales performance gaps and develop tailored sales strategies for CLOs and BLOs.  Time: 20%
2. Participate in client appointments alongside CLOs and BLOs to support, mentor, coach and ensure we are delivering quality service.  Time: 20%
3. Oversee the sales pipeline, sales targets, identifying potential opportunities and managing lead generation activities to maximize revenue generation.  Time: 20%
4. Prepare regular sales reports, performance dashboards and key metrics to provide insights to commercial leadership.  Time:20%
5. Partner with treasury management, merchant services, and retail to drive process, efficiencies and overall business growth.  Time: 10%
6. Identify new market opportunities and customer segments for business expansion.  Time: 5%
7. Support the coordination of materials needed for internal and external audits.  Time: 3%
8. Provides operational support, guidance and special projects as necessary.  Time: 2%

Education (Minimum education required to perform the duties of this position)

• Bachelor's degree in business-related field or two years of related work experience required.

Experience (Minimum experience required to perform the duties of this position)

• In addition to the education requirement:
• Five years of management experience preferred.
• Ten years of commercial loan/sales experience required.
• Ten years of commercial treasury and merchant sales and product experience.
• Knowledge of business / banking industry and related functions.
• Knowledge of related computer applications such as Microsoft products, including: Word, Excel, Outlook and Power Point.
• Knowledge of Credit Union policies, products and services.

 

Knowledge, Skills and Abilities (Minimum technical and communication skill levels and licenses/certificates normally required to perform the duties of this position)

• Strong analytical abilities. 
• Strong written and verbal communication.
• Strong interpersonal, organizational and problem resolution skills.  
• Strong knowledge base of FI products, services, features, benefits and pricing.
• Able to meet deadlines and manage projects. 
• Must have reliable transportation and valid driver's license.

Required Competencies

• Innovation Management
• Drive for Results
• Building Effective Teams
• Demonstrates Courage
• Customer Focus
• Integrity and Trust
• Self-Development
• Business Acumen
• Developing Direct Reports and Others
• Managing Through Systems
• Organizational Agility
• Problem Solving
• Willingness to travel regularly across the multi-state region

Mental Requirements

• Ability to apply logical or scientific thinking to a wide range of intellectual and practical problems.  Able to deal with very difficult concepts and complex variables.
• Ability to compute discount, interest, profit, and loss; ratio and proportion and percentage.  Able to compute ratios and percentage and to create and interpret financial graphs.  Able to perform very simple algebra.
• Ability to read scientific and technical journals, abstracts, financial reports, and legal documents.  Ability to prepare articles, memos, editorials, journals, critiques and manuals using proper punctuation, spelling and grammar. Ability to prepare and make comprehensive presentations, participate in formal debate, communicate spontaneously (unplanned), and communicate resourcefully before an audience.

Tools and Equipment Used

• All available general office equipment as needed.

• All available computer software and hardware as needed.

Working Relationships/Contacts (Positions with which incumbent has frequent contact)

• Daily, personal/written/phone contact with Credit Union staff.
• Daily, personal/written/phone contact with Credit Union members.
• Periodic personal update meeting with supervisor.

Physical Demands (Physical effort generally associated with this position)

Work involves standing and walking for brief periods of time, but most work is done from a seated position.  There is potential for eyestrain from reading detailed reports and computer screen.  Deadlines, workloads and pressure to achieve goals may cause increased stress levels.

Working Conditions (Typical working conditions associated with this type of work and environmental hazards, if any, that may be encountered in performing the duties of this position)

Internal -- work is normally performed in climate-controlled office environment, where exposure to conditions of extreme heat/cold, poor ventilation, fumes and gases is very limited. Noise level is moderate and includes sounds of normal office equipment (computers, telephones, etc.).  No known environmental hazards are encountered in normal performance of duties. Length of day is unpredictable; long hours may be required to accommodate deadlines or special meetings.

External -- Travel is required. 50-75%

EOE/Vets/Disability