Business Development Manager (Commercial Loan/Lending Manager)

Description

Addition Financial is a member-owned, not-for-profit financial cooperative, offering comprehensive financial solutions that help members achieve their financial goals. Our members have built Addition Financial into a billion-dollar institution, rated 5-stars for our strength and security. And in return, Addition Financial has been there for our members and the communities we serve throughout Central Florida, since 1937.

Job Summary

To excel in the Commercial Lending Business Development Manager role, you must be capable of managing a team of Business Development Officers, developing new lending/deposit relationships and a working referral network through community outreach, industry contacts, cold calling, email correspondence and/or warm leads generated by internal marketing campaigns. Ideal candidates must be comfortable calling on potential clients and other centers of influence such as brokers, CPAs/attorneys, other lenders, etc. to ensure loan volume and other goals are consistently met. A successful Business Development Manager should also be capable of requesting, collecting and reviewing financial documents to determine potential clients’ ability to repay loans and identify other factors related to overall credit worthiness.

Essential Functions and Responsibilities:

Achieve Business Development Results:

• Meets or exceeds specific loan & deposit goals by routinely converting self–sourced, qualified prospects into closed deals through consistently ethical business practices.
• Proactively and effectively engages new & existing members to discuss Commercial Loans, Deposit Products and/or other needs, requests/collects/reviews application information and financial documents, negotiates terms and closes business.
• Manages client relationship by clearly communicating expectations regarding the full loan process from application to funding; prepared to begin process at first meeting.
• Works with Commercial Lending Director to set appropriate loan structure & pricing. Acts as the primary point of contact between clients and AFCU.
• Professionally represents AFCU Core Values at outside events, while calling on potential members and during any/all interactions with clients/partners/coworkers.

Develop Outside Referral Network:

• Proactively establishes relationships with relevant outside agents and brokers to increase referral business and improve AFCU’s visibility/awareness in the local community.
• Leverages these relationships to increase application volume for commercial products and provide referral agents with timely communication and follow–up.
• Maintain an active network for business referrals both from outside agents as well as referrals back to them. The relationship should be a mutually beneficial partnership.

Manages Team of Business Development Officers:

• Lead and manage a team of Commercial Lending Business Development Officers, providing guidance, support, and mentorship to maximize their performance and achieve team goals.
• Develop and implement strategic plans to drive business development initiatives and expand our commercial lending portfolio.
• Identify and cultivate new business opportunities within the commercial lending sector, with a focus on commercial real estate.
• Foster strong relationships with key clients, referral partners, and industry stakeholders to enhance business growth and brand reputation.
• Collaborate with internal teams to structure and negotiate loan terms that meet the needs of both the client and the organization.
• Stay updated on market trends, industry regulations, commercial real estate, and competitor activities to identify emerging opportunities and risks.
• Monitor team performance, track sales metrics, and provide regular reports to the Director of Commercial Lending and Business Services.
• Conduct regular team meetings, training sessions, and performance reviews to ensure continuous improvement and professional development. 

Requirements

Experience:  

• 5 -7 years of relevant experience in Commercial Lending
• 1-3 years of relevant management experience.

Education:  

• Equivalent to a college degree in a related field through education or work experience.

Interpersonal Skills: 

• A significant level of trust and diplomacy is required in addition to routine professionalism and tact. The role of Business Development Manager involves extensive personal contact with others and is usually of a personal or sensitive nature.
• Contacting an