PURPOSE/OBJECTIVE:
The Team Leader (TL) has a book of business, however, may be expected to relinquish some of that book when making the transition to Team Leader. The TL role will include equal coaching / mentoring and business generation. It is intended to facilitate high level delivery by other Relationship Managers (RM’s). The TL will be expected to assist the RM I on most transactions, the RM II will receive TL assistance on complex transactions and the RM III will have TL support and assistance on an as needed basis. To facilitate the additional responsibilities, the TL will have a dedicated Portfolio Manager (PM) to manage portfolio. The TL will provide managerial oversite of the portfolios of the RMs and consistently attend team pre-deals and credit committees. Responsible for Team Portfolio Management activities.
MAJOR RESPONSIBILITIES:
Primary responsibilities include business generation for self and team. Assist team members in achieving their sales goals while also working to meet Team and Group goals. The TL will also be responsible for maintenance of a smaller portfolio with customer contact of existing and former accounts and oversite of PM's management of the portfolio.
Team and Individual New Business Development & Related Responsibilities
Business Development
- Lead in business generation initiatives for the Team
- Well known in the market as a Bank representative
- Extensive personal network
- Actively manage a prospect list and consistently network with COIs and internal business partners
- Participate in joint calling efforts with RMs and pre-call planning on an as needed basis
Team Management, Mentoring, and Related Responsibilities
Training Responsibilities
- Extensive, especially in coaching and mentoring of AVP/VP RM's. training will include technical lending coaching as well as soft skills such as sales and presentation skills.
Portfolio Management
- Will work with PM to maintain strong portfolio quality, including covenant testing & risk ratings
- Ongoing awareness of risk factors within the portfolio (major lease roll etc.), and be prepared to adjust risk ratings based on expected outcomes
- Maintain contact with team members with respect to delinquencies, Managed Asset Plan review and upcoming maturities.
- Report portfolio issues to the Group Head (GH) as necessary
Underwriting and Due Diligence
- Expert underwriter with highly attuned sense of risk
- Deep understanding of credit risk and varying risk appetites of the Bank
- Expert in due diligence
- Can be creative in finding solutions that can win business
- Can explain complex concepts to the team and coach team members to execute
Credit Interactions
- Presents own deals to credit committee and may delegate presentations to a PM for development purposes.
- Can present and answer all questions from credit committee
- Engages with internal risk review and external audit
Underwriting and Due Diligence
- Expert underwriter with highly attuned sense of risk
- Deep understanding of credit risk and varying risk appetites of the Bank
- Expert in due diligence
- Can be creative in finding solutions that can win business
- Can explain complex concepts to the team and coach team members to execute
Credit Interactions
- Presents own deals to credit committee and may delegate presentations to a PM for development purposes.
- Can present and answer all questions from credit committee
- Engages with internal risk review and external audit
Legal / Loan Closings
- Expert in negotiating loan documents and can guide attorneys
- Manages and guides Appraisal and Environmental Department, as appropriate
Other
Policy and Procedures
- Expert: TL will make recommendations to senior management regarding possible policy enhancements or exceptions
Technology
- Proficient in use of reports as well as research
- TL and PM will use nCino reports to track and maintain team covenants and outstanding financials
Special Projects
- May be considered for special projects as they arise
PROBLEM SOLVING & DECISION MAKING:
Take a leadership role for the entire time: facilitate trainings on underwritings, direct individuals to and review with the team, the legal doc training from the intranet, direct the team to relevant bank and market news. On the business development front, continue to make outgoing calls to network and join RMs on new business calls.
REQUIREMENTS:
Education and Experience:
- Some management experienced preferred, but not required (as a non-manager may be moving into this position; if no direct management experience, some management courses preferred)
- Bachelor’s degree or equivalent experience required
- Proven underwriting abilities, including 10 + years experience as a Commercial Lender
- Formal Bank credit training preferred
Skills/Knowledge:
- Proven leadership skills
- Incumbent should be able to excel with integrity in an entrepreneurial, team-oriented environment
- Well versed in Microsoft Office: Excel and Word
- nCino/Salesforce experience
Working Conditions: Ability to travel and meet clients an inspect assets
About Us
Committed. Inclusive. Courageous. Eastern Bank has built a legacy of investing in the communities we serve and helping our customers, communities and employees thrive and grow. We pride ourselves in having knowledgeable and experienced professionals that can provide the expertise, personal attention and service our customers deserve.
As an inclusive company, we work to ensure that our valued employees are treated fairly, recognized for their individuality, and encouraged to reach their fullest potential. These values have earned us a reputation as a great place to work and provide a strong reason why you should consider a career with us.
