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Community Lending Sales Manager
Valley National Bancorp
Jericho, NY, United States
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Job Description
The Community Lending Sales Manager is responsible for the sourcing and development of loans to small businesses, commercial loans in low to moderate income markets and loans that are CRA eligible.
Responsibilities include but are not limited to:
• Source and package loans for small businesses, LMI and CRA eligible prospects.
• Pre-screen loan packages that are self-sourced or referred from TMS prior to submitting to Community Lending Officers.
• Discuss pricing and deal structure with Community Lending Officers and then negotiate with borrower.
• Prepare term sheets for credit management's approval and signature.
• Liaison with Community Lending Officers to close approved deals.
• Develop and maintain pipeline of prospects suitable for small business loans, LMI loans and CRA loans.
• Perform outreach to nonprofit organizations to support the bank's CRA mission and bank initiatives that promote community involvement.
• Ensure that customer requests with the loan department are properly followed and resolved in a timely fashion.
• Respond quickly and effectively on all new business referrals from Senior Management, the branch network or other areas of the bank.
• Develop and maintain new business sources (COIs) such as accountants, attorneys, etc.
• Solicit new business as opportunities may arise from existing customers, at business social functions, or through association in civic and non-profit affiliations.
Requirements
Required Skills:
• High level of interpersonal and social skills in order to present information in one-on-one situations, to small groups, customers and prospects.
• Ability to meet, and discuss credit and business issues with experienced business owners, nonprofit executives and community leaders.
• Understanding of business tax returns, personal tax returns and business financial statements.
• Ability to make outside sales calls and business development calls.
• Ability to work independently with minimal supervision.
• Good verbal, written and interpersonal skills.
• Ability to sell, negotiate deal terms and pricing structure.
• Ability to effectively present information and respond to questions.
• Good time management skills.
• Knowledgeable in CRA and LMI lending.
Required Experience
• High School Diploma and a minimum of one year experience in commercial or retail banking, credit/lending, and outside sales.
• Valid Driver's License.
• Bachelor's Degree preferred.
• Formal bank credit training or equivalent experience; Credit underwriting experience preferred.
• Small business lending and commercial lending experience preferred.