Summary: The Floor Plan Lender position involves initiating new commercial floor plan lending relationships and nurturing them to expand the Bank’s customer base and profitability through business development activities. It requires a deep understanding of the Bank’s offerings and lending policies, and a commitment to excellent customer service. Additionally, the position demands expertise in regulatory compliance and proficiency in analyzing financial statements and cash flows.
Essential Duties and Responsibilities: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Essential duties and responsibilities include the following:
•Oversees all elements of the Floor Plan Portfolio sales cycle including business development, prospect qualification, needs analysis, and close of sale to meet and exceed sales goals.
•Routinely collects and reviews reports and financial statements to determine changes in borrower’s economic conditions. Analyzes and efficiently responds to the changing financial condition of the client.
•Maintains constructive and positive working relationships with borrowers, and their representatives, as well as referral sources, and Bank partners. Delivers ICE both internally and externally.
•Collaborates with internal teams to ensure seamless delivery of banking solutions, providing tailored business solutions to match the financial needs of their customers.
•Reviews loan requests and credit history. Prepares proposed credit memos, including recommendations for loan pricing and terms, working in concert with Business Banking management and/or the Credit department.
•Develops independent channels to prospect for new Floor Plan Management clients. Manages and determines what products and services would best meet their financial needs. Looks for opportunities to cross-sell and refer to other business lines (e.g., business and non-business checking, credit cards, and/or lines of credit).
•Has authority to accomplish floor plan lending strategies by seeking new dealership relationships, increasing dealer penetration, hosting partnership events, providing training and education, and enforcing contractual non-compliance and continuously improving dealer relationships.
•Develops floor plan management sales proposals and pricing proformas for prospective and existing clients to further develop and strengthen business relationships.
•Reviews Profit and Loss Statements to drive positive financial performance, reviewed annually for Floor Plan clients.
•Maintains accountability for the attainment of annual production goals, which will be subject to change per annual review practices.
•Demonstrates the capacity to work independently to negotiate the various and complex terms and conditions of all floor plan loans including, but not limited to, cash flow and collateral review/audits.
•Collaborates with the Commercial and SBA business development departments on companywide initiatives including developing plans, strategizing, and executing ways to generate deposits and grow fee income of top customers.
•Conducts Dealer background and analysis for initial underwriting and presents structured financing and credits of approval based on risk considerations to Credit Loan Committee as required by Bank Loan Policy.
•Communicates approvals and declinations to prospects and customers in written or verbal form as required by Bank procedures and federal guidelines.
•Maintains complete confidentiality with internal and external customer information.
•Utilizes organization’s customer relationship management software to enter and log all sales activities daily. Submits prospect reports and weekly pipeline to management. Ensures all data is accurately entered and managed within tracking system.
•Serves as an ambassador of the IncredibleBank brand, enhancing Bank reputation and developing additional business opportunities and centers of influence. Represents the bank with honesty and integrity while delivering high levels of customer service in all interactions.
•Performs other related duties as required or assigned as necessary for the department to function effectively.
Education/Experience:
•Bachelor’s degree in Marketing, Business, or Finance preferred or equivalent combination of education or experience.
•5-8 years of sales experience, revenue producing, and/or commercial indirect lending experience.
•Demonstrated customer relationship management and/or business development experience required.
•Excellent mathematical and analytical skills required.
•Prior commercial underwriting experience a plus.
Other Responsibilities:
Perform other related duties as required or assigned that are in the spirit of this job description and position as necessary for the Bank and the Department to function effectively.
Supervisory Responsibilities:
Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
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