Commercial Team Lead III (Hybrid--Fredericksburg, VA)

Position Description

The Commercial Team Lead III is responsible for the overall performance and management of team’s borrowing and non-borrowing portfolio. Typical team will consist of 4-10 bankers, including self. The Team Lead is accountable for developing and implementing a business plan to acquire, retain and expand relationships and grow the team’s loan and deposit portfolio, while monitoring the portfolio to insure credit quality standards and procedures are met. The Team Lead will be a sales leader by developing a cohesive, experienced and effective team. Team Lead will mentor, coach, and support the group in its loan, deposit and fee income goals. It is expected that the Team Lead III will split time as a producer and coach.

Position Accountabilities

Relationship Management (60%)

• Work closely with internal partners to facilitate the development of new business relationships as well as develop prospects through lead lists and Centers of Influence (COI).
• Responsible for acquiring, retaining and expanding customer relationships.
• Develop and maintain a quality loan portfolio, obtaining deposits and cross-selling other Bank products and services along with building strong customer relationships.
• Maximize bank profitability through appropriate pricing of new loan originations, fee income, and cross selling of all bank products and services, including Treasury Services products Prepare correspondence, commitment letters, loan memorandums and associated documents as required.
• Monitor loan portfolio and maintain updated financial information.
• Expand existing knowledge base of commercial and other products and services, including loan policy, documentation, structuring and regulatory requirements.
• Ensure the portfolio administration and risk management of each client relationship is in compliance with established credit policy, procedure and business strategy as well as commercial and regulatory guidelines.
• Identify and successfully capitalize on cross-sell opportunities and makes appropriate referrals.
• Execute a call program to acquire, retain and expand customer relationships.
• Maintain pipeline of existing relationships and new prospects.
• Collect and maintain financial information on borrowers and interact with customers to ensure that all banking needs are being met.
• Provide financial advice to customers and profitably sells appropriate products and services to those prospects and clients.
• Prepare correspondence, commitment letters, and loan memorandums and associated documents as required.
• Ensure that own work is in compliance with applicable policies, procedures, laws, regulations and guidelines.
• Participate in organizations and projects to establish referral contacts and Centers of Influence (COI) within the community.
• Other Duties as Assigned

Leadership/Management (40%)

• Assist in mentoring teammates, to include credit analysis, financial spreading and underwriting.
• Regularly meets with team of bankers to ensure that individual goals and objectives are set, monitored and met in support of the Bank’s strategic plan related to market penetration and production.
• Assist team to call on non-customers; negotiate transactions; cross sell the Bank’s products and services; and obtain approval for new loan requests.
• Ensure timely and thorough monitoring of all credits in individual portfolio, as well as assigned team members portfolio’s
• Provide timely response to requests for extension of credit by approving loans within established lending limit or make recommendations on loans requiring higher approval authority.
• Provide direct reports with proper tools and authority to execute their assigned functions. Develops skills of team through goal setting, coaching, problem resolution, delegation, training, counseling and performance management.
• Assist manager and work collaboratively with Human Resources to recommend staffing levels and approves personnel actions such as hiring, terminations, promotions, transfers, training and development of staff, timely performance reviews and salary increases, in accordance with legal and acceptable Bank personnel practices.
• Accountable for the establishment and management of team’s individual goals. Provide regular ongoing coaching and performance feedback to team.
• Coach team members to successfully navigate through the client selection sales negotiation, underwriting, approval, documentation and closing processes.

Organizational Relationship

This position typically reports to a Commercial Group Leader, Market President or Regional President

Position Qualifications

Education & Experience

• Bachelor’s degree in Business, Economics or Finance preferred, or equivalent banking experience
• Minimum of 10 years’ experience as a commercial banker
• Previous leadership experience preferred

Knowledge & Skills

• Strong credit skills evident
• Possesses excellent C&I lending and product knowledge and organization skills
• Ability to service and originate real estate and more challenging and complex C&I loans
• Ability to make knowledgeable loan decisions based on information supplied by the customer verified through a rigorous underwriting process, strong ability to structure loans
• Demonstrates effective problem solving and excellent collaboration and inter-personal communication skills
• Proven track record with sales and new business development in conjunction with exceeding sales goals.
• Ability to work well in a sales driven environment.
• Excellent organizational skills, initiative, dependability and ability to work with minimal direction
• Knowledge of applicable laws and regulatory compliance related to commercial lending
• Proficient computer skills with good working knowledge of Microsoft Office programs including Excel, Word and Outlook.
• Strong professional writing skills

Salary offered will be based on several factors including but not limited to education, work experience, certifications, etc.  This position is also eligible to participate in either an applicable incentive compensation plan for the position or a discretionary profit sharing bonus program.  General information on our comprehensive benefits package can be found by visiting https://www.atlanticunionbank.com/about/careers/benefits. 

We are proud to be an Equal Employment Opportunity employer.  We maintain a drug-free workplace.