Senior Manager Commercial Lending - Position Description

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1 Document Control Region: Role: Classification: Reports to: Present Incumbent: Prepared by: All Senior Manager Commercial Lending Full Time Chief Member Service Officer Vacant Human Resources Date approved/updated: March 2014 Version No: 002 Our Values Integrity Respect Fairness Our values are embedded in our organisation and form the basis of our business planning, recruitment processes, training and leadership development. We provide Trusted Community Banking to our members by living our values to achieve our goals. Our staff treat people as individuals and promote and encourage local decision making and community involvement across our network of branches and agencies. Our employees proudly provide quality service to our members in an honest, reliable, transparent, accepting, approachable, understanding, flexible, equitable and accessible manner, demonstrating our commitment to our members. CMG also has a duty to be true to our purpose as declared within our constitutional objects, true to the principles of the cooperative movement and the Mutual Banking Code of Practice to which we have pledged. Our operating principles and organisational values ensure our differentiation from other financial service providers. Trust is the currency that drives everything at CMG. Position Statement The Senior Manager Commercial Lending is a client facing position whose primary goal is to acquire, retain, deepen and manage relationships with our customers and with a focus on customers who have borrowing requirements in excess of $1M. The Senior Manager is responsible for generating growth in the Commercial Balance Sheet through the sale, marketing, promotion and referral of products utilising a proactive and disciplined approach. The Senior Manager must take a lead role in creating an outstanding client experience. As a Relationship Manager you will have an assigned portfolio of customers who you proactively meet face to face to discover their financial needs and provide product and service recommendations. You will also partner with specialists (such as Wealth Management, Treasury) to ensure our customers get access to experts to assist them to manage their financial needs. Page 1 of 5

2 Key Responsibility Areas Relationship Management o Develop Relationships with businesses within the positions assigned market area. Relationship Management includes knowledge of the customers business, industry, banking needs. The Senior Manager is to assist the client to determine the optimal product utilisation and make routine client contact. Product Knowledge o Develop and maintain significant knowledge of CMG s product offerings, with an emphasis on products that are most needed by target customers as per the demographic profile of CMG s network. The Senior Manager is to develop and maintain financial acumen on client balance sheet and cash flow management to assist customers to achieve financial success. The Senior Manager is to be a Subject Matter Expert (SME) of banking products in the Commercial Market. Community Relations o Become and leader in community involvement through joining a community organisations where business owners are likely to participate. Business Development o Grow customers at a pace faster than general market growth in the identified target markets. Interact with branches and marketing to maximise effectiveness of the business development efforts. Participate in developing CMG; s social media presence by contributing to Facebook statements, the development of a twitter account geared to Regional businesses. Portfolio Management o The Senior Manager will look to develop a portfolio of customers dependent on the size and complexity of customers. This portfolio is to include clients spread across all segments of commercial banking but with an emphasis on CMG s target markets. Deposit portfolio is to equate to a minimum of 50% of the total loan portfolio. Credit Quality o The Senior Manager is responsible for the quality of loans they underwrite. All loans shall be consistent with CMG s risk appetite and within underwriting standards unless approved by Head Office Credit. The Senior Manager is responsible for making contact with clients who are noncompliant with loan covenants and will provide the initial services in the collection of delinquent loans. Loans that are risk graded doubtful or loss will be managed by Credit Collections. Commercial Banking Profitability o The Senior Manager is responsible for the overall profitability of their portfolio and is expected to establish a positive profit trend that is consistent with CMG s strategy. Staff Development o It is expected the Senior Manager will assist in the training and mentoring of their analyst and be proactive in their personal development. Role Competencies Ability to: Communicate efficiently and effectively with management and other staff members of CMG Resolve problems Develop and maintain effective networks with clients and industry colleagues Display confidence when dealing with others Ability to influence others at all levels within and outside CMG. Page 2 of 5

3 Use well developed written communication skills to business case projects and through communications to external stakeholders, suppliers and contractors Adopt and adjust to change and its processes Set priorities, plan workloads, meet deadlines and achieve objectives through the efficient use of time and resources Effectively implement business and operational plans Effectively liaise and coordinate with staff across a diverse range of activities develop and document effective reports, policies and procedures Organisational Compliance Ensure sound operational knowledge of legislative, regulatory and Code of Conduct requirements including (but not limited to), Financial Services Reform Act, Privacy Act, Industry Codes of Practice, EFT, code of Conduct, Financial Transactions Reporting Act, Occupational Health & Safety, Complaint Handling and Dispute Resolution. Ensure a sound knowledge of Community Mutual Group policies, procedures, products, services and systems to comply within the authorities and restrictions in relation to the duties of this role. Ensure adherence to correct identification procedures and confidentiality of information that conform to the requirements of the Community Mutual Group and the Privacy Act when accessing member details. Ensure the management/supervision of direct reporting staff in accordance with organisational compliance. Staff Supervision, Leadership and Development Ensure new employees under your supervision receive adequate instruction and support to successfully complete the new employee orientation program within the specified time frame. Ensure employees under your supervision receive appropriate training and have the necessary competencies to perform the functions required in their role through the development and application of annual training plans with their current or new role. Increase staff motivation and morale through effective performance appraisal and career development by training, coaching, providing feedback and integrating reward systems. Company Advocacy Promote an environment founded on CMG values of Ethical and Honest practices, Client Satisfaction and Caring, Financial Responsibility, Community and Social Commitment. Act as an advocate for CMG in all dealings with members and staff and present a professional image of CMG in all dealings with the public including appropriate dress standards, helpfulness and friendliness. Create a balanced team environment with a focus on continuous improvements, best practice and member focus. Page 3 of 5

4 Professional Development A willingness and capacity to become better equipped to perform job responsibilities by transferring new knowledge and skills gained, through training to the workplace. Ensuring the successful completion of individual training and development activities to update knowledge and skills relating to legislative, policy, system, procedure, product and service requirements inherent in current duties. Performance Management Ensure the setting of mutually agreed goals, objectives and performance measures for the role, identifying Key Performance Areas for (6) six monthly and annual review processes. Selection Criteria Essential: 1. Tertiary qualification in Banking, Accounting and Finance is preferred; 2. A minimum of 5 years experience in Commercial Banking 3. Strong communication skills, both written and verbal 4. Ability to network and build relationships at all levels bother within and outside CMG. 5. Well-developed computer skills with demonstrated experience in the Microsoft Office suite of products. 6. Strong analytical and problem solving skills 7. Demonstrated understanding and preparedness to commit to the organisation s values 8. A current, unencumbered Drivers Licence Desirable: 1. Proven Management skills 2. Demonstrated project management skills Page 4 of 5

5 Acceptance of Responsibilities I have read the requirements and responsibilities outlined in this position description, CMG s Code of Conduct and CMG s Human Resource Policy and agree to meet and adhere to these and have my performance monitored and evaluated in relation to the role as outlined in this position description. I have been made aware how to access CMG s policies and procedures for future reference. I am also aware that should I be in any doubt about the interpretation of a policy or procedure I should consult my immediate manager or the Human Resources Department. I further acknowledge that CMG s policies and conditions of employment are revised on an ongoing basis. CMG commits to advise all employees of changes to policy, procedure and conditions of employment in conjunction with relevant legislative changes. Name: Name: Signed Signed: Date: Date: Senior Manager Commercial Lending Chief Member Service Officer Page 5 of 5

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