Position Summary:
Responsible for developing, managing and growing a portfolio of commercial and agriculture relationships. Responsible for identifying needs and providing assistance to current and prospective Bank customers for the purpose of recommending and selling Pillar Bank products and services and advising customers of lending and banking service options available. Also responsible for analyzing risk, approving and disbursing loans to customers in accordance with established Bank policies. Prepares and presents loan and credit analysis to committees for use in the making of lending decisions on new, renewal and extension loans. Responsible for expanding and deepening existing customer relationships through referrals to other business. Responsible for leading the market through community involvement, new business development activities, and a strong market presence.
Key Duties & Responsibilities
Essential duties and responsibilities include the following; however, this list is not all inclusive and other duties and responsibilities may be assigned.
General
1. Maintain the mission, values and vision of Pillar Bank.
VISION: To empower people to live more vibrant and successful lives.
MISSION: We are a trusted and caring local partner who is committed to providing the guidance and resources for people in our communities to thrive.
VALUES:
- Independence. We make local decisions that benefit the people who live and work in our community.
- Care. We proactively listen and respond to the needs of our customers, employees, and community.
- Effort. We go out of our way to provide advice, education, and solutions that are pathways for success.
- Growth. We are passionate about evolving and developing, both as individuals and as a community.
- Connection. We aim to positively impact those around us by showing up and giving back.
- Trust. We uphold the highest standards of honesty, integrity, confidentiality, and security.
2. Maintain the Pillar Bank Principles
Pillar Bank Principles embody the behaviors, philosophies, and practices that are the foundation of our unique culture. It reflects how we relate to our customers, our community, each other, as well as our stakeholders including suppliers, vendors, and regulators. It is who we are, and it’s what drives our extraordinary success.
3. Remain up-to-date regarding company policies and procedures and perform all functions in accordance with Pillar Bank policies and procedures.
4. Provide the highest quality of customer service in an efficient, professional and accurate manner consistent with Pillar Bank’s values and standards.
5. Ensures compliance with all state and federal regulations and laws including but not limited to: The Bank Secrecy Act. Understands compliance issues and attend training as they relate to the position. Responsible to the President and indirectly responsible to the Board of Directors with respect to these duties and responsibilities. Assists in leading and maintaining lending compliance.
Customer Service and Sales - Lending
1. Responsible for loan/line growth through client portfolio and other proactive measures to grow market share, as well as retain / grow existing portfolio. Ongoing focus of building solid and long lasting relationships by engaging all customers in a positive manner through client prospect calling activities consisting of in person and telephone outreach, direct mail efforts and working collaboratively with internal partners. Follow up on leads generated through all sources.
2. Lead and oversee the area market.
3. Prospect new relationships through proactive calling efforts, while retaining and deepening existing relationships. Promote the Bank’s loan products and programs internally and in the community through regular contact with commercial and agriculture prospective clients and other proactive measures to grow market share as well as retain and grow existing portfolio.
4. Develop banking relationships by reviewing and analyzing financial data to determine the merits of specific loan/line requests and recommend structure.
5. Conduct regulatory compliant loan pre-qualification interview. Provide financial advice and counsel to customers and prospective clients regarding trends and conditions of the business environment and general banking trends though bank approved sources. Explain loan options and alternatives (rates, types, repayment lengths, etc.); assist with completing loan application forms, gather all pertinent information necessary to make loan commitment decision; prepare cash flows and calculate key financial ratios to analyze loans, arrange for appraisals of real estate, agricultural, commercial and personal property, verifies customer credit by completing appropriate credit checks and determining if customer is a credit risk. Adequately documents all customer contacts with appropriate comments.
6. Maximize bank profitability through appropriate pricing of new loan originations, fee income and selling of all bank products and services.
7. Approves or declines loans within specified loan limit according to Bank policy. For loans above loan limit, presents loan applications to the Loan Committee or Chief Credit Officer for approval. Prepares appropriate documentation substantiating recommendation. Notifies non-qualifying applicants in a timely manner.
8. Works closely with appropriate Loan Assistant for document preparation, processing and check disbursal. Reviews work for accuracy. Presents completed loan documents to customers and discusses approval/disapproval of loan and loan terms and conditions with customers.
9. Maintains current and accurate documentation of loan information files. Composes letters and prepares notices relating to loan activities, installment loans, past dues, loan file exceptions, answers to customer questions, etc.
10. Visits loan customers as needed or scheduled to review management of collateral (property, etc.).
11. Responsible for collection activities relating to loans. Contacts customers to determine the reason for the past due condition and helps them to bring their account current; counsels customers with financial problems to determine alternative courses of action. May prepare notices to cure default, summons or complaints, replevins, voluntary surrenders, docket judgments, and request financial disclosures, garnishments, account histories, etc. May attend court hearings when necessary.
12. Conducts solicitation, origination, processing, and closing in full compliance with internal policies and procedures as well as applicable regulations and laws now in effect and those in the future, as they become effective including but not limited to ECOA, RESPA, Bank Secrecy Act/Anti-Money Laundering and S.A.F.E. Act requirements, Fair Housing Act (FAHA), Fair Credit Reporting Act (FCRA), Unfair and Deceptive Acts and Practices (UDAP) and the Community Reinvestment Act (CRA).
13. Ensures positive public perception by extending a warm welcome to existing or potential customers, identifying their needs, presenting solutions through product benefits, overcoming resistance, completing the sale, and nurturing relationships, personally committing to consistently exceed customer expectations.
14. Identify needs and refer customers to other employees within and across lines of business who can best meet those needs. Sell bank products to new and existing customers, using the established company sales process while maintaining sales and procedural proficiency in all services to achieve a complete banking relationship. Participates in joint calls to further develop relationships.
15. Assists customers and potential customers with questions, problems, and inquiries regarding Bank services and loans, in person and by telephone. Resolves related account issues to ensure customer satisfaction, including phone and in-person. Directs customers to other appropriate Bank employees as needed. Assists other Bank employees with questions and concerns relating to loans.
16. Informs supervisor of current and potential loan activity. Keeps up to date on lending laws, rules, and regulations. Recommends loan policy changes to supervisor.
17. Participates in the strategic planning and implementation process for the market area.
18. Oversee the day-to-day activities of the entire branch.
Other
1. May prepare loan reports for Bank and regulatory authorities. May assist with organizing, researching, and preparing special Bank projects.
2. Provide leadership in the community through regular participation in local organizations and events. Your involvement will be aligned with the Bank’s Core Values and Principles, helping our communities to grow and to develop.
Additional Duties and Responsibilities:
1. May actively participate in Bank committees as requested such as ALCO Committee.
2. May prepare and notarize documents for customers.
3. Attends all required meetings, participates in training and appropriate professional development as requested.
4. Sells insurance and other Bank products as appropriate.
Work Relationships and Scope:
Works very closely with all lending personnel and with other bank employees. Has regular, daily contact with customers and businesses. May also have contact with regulators, government agencies and other outside parties relating to loans. May have contact with credit bureaus, insurance companies and other outside parties relating to loan documentation. Has regular access to highly confidential customer and Bank financial information.
Qualification Requirements:
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.
Education, Training and Experience:
Requires 4-year college degree in finance, agriculture or business administration (or related area) and a minimum of 5 – 7 years of commercial lending experience. Extensive experience in commercial, agriculture, real estate loan underwriting and loan portfolio management. Leadership and supervisory experience preferred.
Other:
Must be able to report to work on a regular and timely basis. Position will be required to spend a percentage of their time actively pursuing opportunities outside of the office. Work hours are normally during regular business hours; however occasional evening and weekend work is required. May be required to occasionally attend meetings that are out-of-town and overnight.
This position requires traveling between offices and to complete other business tasks. The use of a personal automobile for transportation may be required. An active driver’s license and vehicle insurance per Pillar Bank policy is required. Must be bondable.
Knowledge, Skills and Abilities:
- Demonstrated ability to provide the highest quality of customer service;
- Excellent verbal and written communication and presentation skills;
- Demonstrated understanding of commercial business management, finance and macroeconomics;
- Understanding of Bank financial and operational requirements;
- Proven track record of prospecting new business and enhancing existing relationships;
- Knowledge of farm production methods and products;
- Extensive knowledge of bank services and products;
- Strong negotiation skills;
- Demonstrated analytical and financial analysis skills;
- Thorough understanding of risks (market, rate, leverage, etc.) as it applies to the lending/borrowing process;
- Ability to read and interpret technical loan documents, financial statements, ratios and tax returns;
- Ability to listen, reason, think, concentrate and interact with others;
- Good problem solving skills and attention to detail;
- Skills in understanding of interest rate computations and federal/state laws regarding loan and depository practices;
- Intermediate mathematical skills (addition, subtraction, multiplication, division, fractions, percentages, decimals);
- Ability to follow and comprehend written and verbal instructions;
- Ability to compose routine business correspondence and reports (good grammar, spelling, punctuation, etc.);
- Ability to maintain the integrity of highly confidential customer and Bank information;
- Ability to prioritize workload, work effectively under pressure, meet deadlines, make quick and reliable decisions and ability to handle sensitive, reasonably complex, and confidential information
- Ability to write legibly;
- Ability to effectively and positively communicate and function as a team leader, give and receive prompt, effective and appropriate communication and ability to function independently;
- Ability to establish effective working relationships and consistently and effectively collaborate well with other colleagues, customers and the public;
- Ability to interact professionally, work under difficult and stressful conditions as necessary, particularly in customer situations;
- Strong organizational skills and ability to manage multiple tasks;
- Working knowledge and competence in Microsoft Office (including spreadsheets, Power Point and Word) and banking application software.
Equipment Operated:
Calculator, fax, copier, telephone, mainframe and personal computers, computer printers, and various computer software including Microsoft Word and Excel.
Working Conditions and Physical Demands:
Work is performed largely sitting at a desk in a pleasant office environment with minimal chance for personal injury. Employee is frequently required to sit, talk and hear, use hands to write, operate keyboard and handle objects and to reach with hands or arms. There are frequent wrist and finger manipulations due to filing, compiling, calculating, and computer work. Frequent mental and visual concentration for computer usage, entry of repetitive information. Vision requirements include close vision, distance vision and ability to adjust focus. May need to bend, stoop, and lift to move office materials and retrieve files including occasionally lifting up to twenty pounds.
