POSITION SUMMARY:

Identify, solicit and close new loan relationships with potential borrowers delivering new small business administration (SBA) and conventional commercial real estate (CRE) customers through business development activity within the assigned market.

ESSENTIAL FUNCTIONS:

Sales:

Conduct new business development activities to achieve new fee income to meet department and individual goals. Network externally focusing on community activities including participation in key organizations to develop introductions to prospects for SBA and CRE loans. Network internally, providing product and service training, cultivating introductions to prospects from Bank officers, and actively set appointments and make joint calls. Market and originate primarily SBA 7A loans SBA 504 and conventional real estate loans as complementary loan products. Establish and maintain a network of referral sources able to bring potential SBA and CRE borrows to the Bank. Obtain complete financial package from borrower and prepare submission package including required credit analysis. Follow-up with borrowers to obtain additional information or clarification for loan package to ensure timely loan decisions. Deliver approved loan package to borrower, obtaining required signatures and facilitating funding. Refer customers to other Bank departments for additional financial service products. Follow-up with customers to ensure satisfaction and cross-sell additional products.

Sales Support:

Develop and maintain lists of prospects and contact with proven successful lead generation sources to consistently plan and conduct appointments accordingly. Maintain regular contact with borrowers to facilitate timely recognition of potential deterioration of credits. Cultivate and maintain strong relationship with local SBA office personnel. Maintain a thorough understanding of Bank’s lending products, rates and fee schedules and research and maintain the same for the Department’s primary competitors in the assigned area. Develop compelling sales and marketing materials aimed at prospects and internal partners. Ensure compliance with the applicable laws, Bank and Department policies when establishing new loans. Report to management as requested on new business, prospects and related sales activities.

KNOWLEDGE, SKILLS & ABILITIES:

• Thorough knowledge of commercial and SBA lending regulations, guidelines and best practices.

• Knowledge of local economic market.

• Knowledge of accounting principles, income tax, finance and loan economics.

• Skills operating a personal computer including word processing, spreadsheet and presentation software.

• Ability to prepare and present presentations to groups of potential borrowers or referral agents.

• Ability to balance sales and credit quality.

• Ability to attend early morning and evening meetings and events.

LICENSES & CERTIFICATIONS REQUIRED:

Maintain a California Drivers License

EDUCATION & EXPERIENCE:

A combination of education and experience equivalent to a bachelor’s degree in business administration, finance or closely related field; and knowledge typically gained through a minimum of five years experience in SBA and commercial lending inducing underwriting and business development.

EXCHANGE BANK IS AN EQUAL OPPORTUNITY/AFFIRMATIVE ACTION EMPLOYER

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)