COMMERCIAL BANKER

COMMERCIAL BANKER  SUMMARY This position is responsible for the acquisition of new commercial banking clients and the expansion/retention of existing relationships. This position will help structure, underwrite, negotiate, and manage complex credit relationships. This position is responsible for developing and executing relationship management plans for high value clients, including effectively collaborating with client support and product teams as well as senior management. This position must be knowledgeable of the financial needs of our clients and the Bank’s products, including deposit, treasury, card processing, trust, and private banking solutions.   ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned. Business Development: Maintain and grow a profitable book of business through disciplined and proactive business development and relationship management.   Remain highly focused on our target client profile; understand their financial needs and effectively communicate our value proposition.   Develop an in-depth knowledge of Bank products and services; analyze the needs of clients and prospects to effectively recommend appropriate products and services.   Attain established Bank production goals through active participation in the sales management process.   Participate in community events and networking activities to increase awareness and presence of Hawthorn Bank in the community.   Underwriting: Effectively identify key risk factors associated with business opportunities and clearly articulate a thorough credit recommendation.   Prepare credit presentations and participate in the underwriting and credit approval process.   Structure, underwrite and obtain credit approval, negotiate terms, and document credit actions and agreements.   Ensure all loans are documented completely and that any documentation or loan policy exceptions are addressed and resolved.     Relationship Management: Take ownership of the client relationship with the Bank.   Prioritize relationships effectively; have appropriate relationship management plan for each client.   Take a consultative approach to understanding our client’s objectives, effectively identify their financial needs, implement appropriate financial solutions, and undertake ongoing review and assessment to ensure plan execution.   Collaborate with other banking teams and senior management to ensure an excellent client experience.   Anticipate client needs.   Maintain a working knowledge of bank operating policies and procedures which impact commercial relationships.   Portfolio Management: Accountable for overall portfolio management, compliance, and risk.   Monitor direct and operating exposure of portfolio to ensure actual performance is consistent with approved limits and loan structures and consistent with the understanding and expectations that informed our credit approval.   Initiate timely changes to risk ratings to reflect changes in conditions that impact our client and the Bank’s risk exposure, including regulatory compliance.   Complete accurate and timely credit actions, including periodic reviews, renewals, and modifications.   Ensure that borrower reporting requirements and financial covenants are met.   Work in close partnership with credit administration.   Maintain a loan portfolio of $20 to $40 million.   Teamwork and Leadership: Treat people with respect; keep commitments; inspire the trust of others; work ethically and with integrity; uphold organizational values; accept responsibility for own actions.   Exhibit leadership by example, pursuing high performance and professionalism.   Complete Bank training requirements; comply with all Banking regulations, policies, and procedures; maintain proficient knowledge of the rules and regulations; complete administrative tasks accurately and on time; support the Bank’s goals and values.   SUPERVISORY RESPONSIBILITES None.   QUALIFICATIONS To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.   These specifications are general guidelines based on the minimum experience normally considered essential to the satisfactory performance of this position. The requirements listed below are representative of the knowledge, skill and/or ability required to perform the position in a satisfactory manner. Individual abilities may result in some variation from the guidelines.   EDUCATION and/or EXPERIENCE Bachelor’s degree in business, finance, or accounting; equivalent combination of education and relevant work experience may be considered.   Possess a minimum of 3 years of experience managing high value private or commercial banking relationships, and developing, structuring, underwriting, and negotiating complex credit transactions.   Must be a self-starter and have the ability to take ownership of high-profile relationships with minimal supervision while effectively communicating with senior management.   Proven experience in negotiating terms and conditions of approvals within assigned parameters, and preparation and presentation for approval through timely and accurately analyzed credit presentations.   Effective oral and written communication skills with the ability to listen effectively to the issues of clients and employees.   Ability to deal with difficult problems involving multiple facets and variables in non-standard situations.   Effective organizational and time management skills.   Ability to effectively utilize computer technology; must be proficient in Microsoft Office Suite programs.   LANGUAGE SKILLS Ability to read, analyze, and interpret compliance policies, procedures, and disclosures. Ability to comprehend complex and varied documentation contained in a commercial loan file. Ability to interpret business plans, tax returns, and financial statements. Ability to interview customers to obtain detailed and accurate information. Ability to communicate effectively. Ability to respond to requests from auditors and examiners.   MATHEMATICAL SKILLS Ability to work with mathematical concepts such as fractions, percentages, ratios, and proportions to practical situations.   REASONING ABILITY Ability to define problems, establish facts, and draw valid conclusions. Ability to make decisions. Ability to make recommendations.   OTHER SKILLS and ABILITIES Must have the ability to operate the following equipment: telephone, computer, printer, copy machine, fax machine, and calculator. Must have working knowledge of spreadsheet, word processing, presentation, and database software. Advanced PC knowledge.     KEY CONTACTS – Internal and External Has frequent contact with business organizations, commercial brokers, accountants and attorneys regarding lending policies and practices.   Has frequent contact with clients regarding current business, new opportunities, lending policies and problems.CERTIFICATES, LICENSES, REGISTRATIONS Valid driver’s license. Maintain registration with the National Mortgage Licensing System as a mortgage loan originator in accordance with the Secure and Fair Enforcement for Mortgage Licensing Act (SAFE Act).     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 talk and hear.  The employee frequently is required to stand, walk, use hands to handle or feel; and reach with hands and arms.  The employee is occasionally required to climb or balance and 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, and peripheral vision.   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.   The noise level in the work environment is usually moderate.   COMMENTS The position requires some travel to attend various conferences and banking related programs. The position requires the ability to work before and after normal business hours to attend various community events and client meetings.