Summary/Objective At the direction of the Chief Lending Officer the C&I Team Leader performs a variety of complex relationship management and leadership functions necessary to support the Commercial & Industrial Team in meeting its collective goals, as well as produce satisfactory individual results related to attracting new Commercial & Industrial business and managing a Commercial & Industrial loan portfolio. This position will work directly with a designated team of C&I Relationship Managers (and assigned Commercial Banking Assistants), providing guidance and support in sales, underwriting and portfolio management. Team Leader will be responsible for assessing any training needs, including sales and credit to make sure the team members are properly trained to meet the needs of their job. Team Leader will be responsible for supporting and managing any sales process established for the C&I Team. Essential Functions
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The C&I Team Leader will work with the C&I Team and CLO specifically to: As Team Leader:
Identify sales and other training needs, and actively participate in ongoing sales process.
Partner with other business lines to cross-sell products and services that meet the needs of the clients.
Ensure adherence to the loan process and all policy/procedures, etc.
Set appropriate strategies for C&I team as well as sales goals for the team.
Ensure appropriate portfolio management requirements are met, for C&I team and individually.
Ensure the C&I team is engaged in market opportunities to deliver the Burke and Herbert Bank brand. Responsible for C&I team’s sales and portfolio management performance.
Develop and coach team member to successfully convert sales opportunities.
Conduct sales meetings, 1-1s and joint calling as appropriate.
Responsible for annual evaluations of team members’ performance. As Individual Relationship Manager:
Individually manage relationships in order to meet or exceed sales goals.
Oversee document origination, negotiation, closing and funding.
Service and manage existing clients. Oversee exceptions, delinquencies, NSFs and upcoming maturities.
Review client credit needs and design solutions.
Negotiate credit terms, loan repayment methods and collateral specifications with client.
Manage existing portfolio of clients and monitor client relationship for compliance with credit standards.
Evaluate potential customer loan requests and make loan recommendations.
Provide financial advice and counsel to clients and prospective clients regarding trends and conditions of the business environment and general banking trends.
Participate in community and business functions/groups to ensure a positive image for the bank within the regions marketplace. Establish referral contacts within the community.
Complies with all policies and procedures as applied to the Bank's BSA/AML policy.
Perform other duties as assigned.
Knowledge of Bank/Loan Policies and procedures.
Working knowledge of applicable laws and regulations.
Working knowledge of applicable loan documentation.
Good written and verbal communications skills.
The ability to organize, prioritize and perform multiple tasks in a fast paced environment.
Be a Team Player.
Effectively manage the sales process for the C&I Team. Focus on results and managing others to achieve goals.
Lead team through organization changes.
Supervisory Responsibility This position has supervisory responsibilities. Work Environment This job operates in an office setting. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines. Office environment with job duties conducted via telephone, face to face meetings, and on the computer. Physical Demands This position requires manual dexterity, the ability to lift files and opening cabinets. This position requires bending, stooping or standing as necessary. Travel Travel may be required for this position. Education and Experience
College diploma or equivalent preferred.
Experience providing support in a team environment strongly preferred.
Commercial & Industrial relationship Management and underwriting experience strongly preferred.
Five or more years of Commercial & Industrial experience required.
Experience leading a sales team.
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.
Internal Employees are eligible to post for this position. Burke & Herbert Bank is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law. If you are disabled and need assistance in the application process, please contact Human Resources at 703-519-1633 or by email at email@example.com.