Small Business Lender

About the role

FIRSTRUST BANK recognizes the leader in you. As one of the region’s foremost community banking institutions, we take pride in fostering leadership. As a Firstrust employee, your growth is our growth. For you, that means great benefits, performance-based pay, a meaningful role, and resources to help your success. For us, that means employees who offer exemplary customer service with a commitment to our values — honesty, integrity and accountability.

Develop new bank business relationships primarily through lending to small businesses and small real estate investors (defined as loan maximums of $1MM for C & I loans and $1.5MM for real estate loans). Grow commercial deposits and cross sell banking products and services. Works with Branch Manager, Credit Risk, Portfolio Manager and Loan Processor to close selling process.

Schedule

Hybrid position.

Responsibilities

• Onboard, manage and grow loan portfolio (small business and small real estate investor lending up to $1MM C&I / $1.5MM real estate).
• Work with Portfolio Manager to manage the portfolio, including line of credit renewals, term loan re-sets, past due payments and loan servicing issues.
• Assess, thoroughly review and analyze financial information to determine lending needs.
• Maintain solid understanding of cash flow and small business operating cycle and how business products and services can support businesses in the portfolio.
• Develop and implement select customer referral strategies to increase client satisfaction and portfolio growth for business customers.
• Arrange meetings between customers or prospective customers and appropriate bank representatives.
• Negotiate credit terms, such as credit structure costs, loan repayment methods and collateral specifications.
• Provide superior sales and service to Small Business Banking customers and prospect base.
• Identify and provide appropriate financial solutions which lend to maximum retention rates, growth and profitability.
• Contact and visit prospective customers to determine product/services needs and perform sales presentations to match company’s products with identified needs.
• Provide guidance to customers so they may make informed decisions about their financial needs.
• Ensure consistent approach on segment related deals by previewing all deals to assist with credit concerns and facilitate deal flow.
• Review all loan documents for accuracy prior to closing.
• Properly and accurately execute all loan documents.
• Properly file, or forward for filing, all loan documents according to existing procedure once executed.
• Represent the bank in various civic and community functions to enhance its image and develop new business.
• Perform duties as assigned by the SVP, Team Leader-Small Business Sales.
• Maintain knowledge of software/systems utilized between departments, specifically Salesforce and VIKAR.

• Ensure new opportunities are profitable, are the appropriate credit profile for Firstrust, and are worth getting the members of the Firstrust management team involved.

• Generate new business banking credits of $5–7MM funded loans annually, and in addition, achieve growth in deposits and fee income.

• Assist in the development of new business for Firstrust.
• Remain alert to expressed customer/prospect needs to suggest appropriate services.
• Direct customers to appropriate person to establish business relationships.
• Perform other duties as assigned.

Physical Requirements

• Excellent interpersonal, analytical and problem-solving skills.
• Regularly required to drive a motor vehicle to travel to client locations and events.
• Communicate and exchange information with all levels of management, clients and outside vendors.
• Apply and estimate analytical data for trends and reporting purposes.
• No identified on-the-job risks.

Qualifications

• Three to five years of external commercial lending business development sales.
• BS in Business Administration, Finance, or relevant sales experience / banking experience of five to seven years.
• Thorough knowledge of banking products and services.
• Excellent communication, credit, sales, and public relations skills.
• Self-starter capable of developing new business.
• Proficiency in Microsoft Office (Word, Excel and Outlook).
• Knowledge of software/systems utilized between departments, specifically Salesforce and VIKAR.