Serve as an integral member of the client relationship team by providing sales and operational support to Commercial Banking customers and prospects. Work under the general supervision of Commercial Relationship Managers in identifying and meeting the banking needs of customers and prospects. In addition, supports the bank's commercial banking business plan by developing new commercial banking customers. Services and expands the existing customer base under the general direction of the manager. Handles small corporate loans with a loans outstanding portfolio of up to $10,000,000. Total Loans and Deposits should be up to $15,000,000.
Maintains comprehensive knowledge of the bank's products, services and credit standards, trends in commercial banking pricing and products, effective sales and customer service practices, relevant legal issues and other necessary information.
Conduct industry and market research to support calling efforts on Commercial Banking customers and prospects. Participate in pre call planning meetings. Prepare presentations for customers and prospects.
Participate in sales calls and presentations with Commercial Relationship Managers or independently at the direction of the Relationship Manager to implement designated aspects of a relationship development plan. Participate in calling activities with market Centers of Influence and Board of Directors as directed by Relationship Managers.
Profile customers and prospects to identify sales opportunities. Interface with product partners. Provide customers and prospects with information regarding bank products and services and assist with sales implementation. Develop a strong working knowledge of product and service capabilities.
Perform preliminary evaluation of credit requests and prepare pre flight memos for presentation to Loan Administration. Participate in the formulation of credit structure and the preparation of credit transmittals (to central underwriting) and credit terms sheets and commitment letters (to clients). Prepare sales portion of Underwriting Document, including Relationship Development Plan and Relationship Profitability Model. Interface with clients and their professional networks (CPA, Attorney, etc.) to respond to questions, collect information and obtain signatures on legal documents to facilitate credit requests.
Ensure that all sales and calling activities are recorded in the appropriate sales data base and that pipelines are updated and reflect current opportunities.
Actively participate in all market sales meetings. Coordinate and participate in business development initiatives and customer events, working with Marketing and Commercial Relationship Managers.
Evaluate and develop prospect lists for the market, targeting prospects consistent with the bank’s goals and objectives. Maintain and pursue a defined prospect list, conducting calling and other business development activities to generate new business opportunities.
Participate in all training and development opportunities offered and in local civic and charitable organizations in consultation with market management.
Develops an individual business plan, consistent with the bank's plan, to target companies with likely needs. Executes the business plan by making calls, seeking referrals and developing relationships. Identifies the customer's banking needs and matching Compass products and services. Structures and proposes credits and services to the customer. Negotiates, within broad guidelines, credit pricing, terms and structures.
Oversees preparation of loan packages for approval. Facilitates resolution of the credit approval process. Manages and expands existing portfolio by overseeing credit renewals, resolving problems and cross-selling other products with the assistance of product specialists and senior officers.
Required Qualifications :
Bachelor's degree preferably in finance, accounting, real estate, or other business related major. Formal or informal credit and/or commercial loan training with at least 3 years of experience in commercial banking.
BBVA Compass - 15 months ago
The needle of this Compass points south. Compass Bancshares is the holding company for Compass Bank, which does business as BBVA Compass....