commercial manager
20 the last 226 days, recently 2023-07-02
Responsibility
- generate a pipeline of new business opportunities and lending enquiries, delivering against lending objectives
- general
- support the bank’s relationship managers and directors in delivering a first-class customer service by ensuring efficient delivery of all team objectives
Show more +39 - present credit assessments to Bank’s UK Credit Committee and contribute to the Committee’s decision-making process
- working with a team of Relationship Directors in managing existing customers and onboarding new business
- delivery of lending volumes in line with the corporate plan and risk appetite
- accountability and oversight of Onboarding KYC processing for Development, PBTL and Residential loans
- develop and execute a quality and training programme for onboarding of KYC and delivery to members of Commercial Lending Team
- attending customer meetings
- ensure customer relationships are managed within the businesses risk appetite and Commercial Lending procedures & processes
- completing annual credit reviews
- visit customers to discuss the issues leading to the problem loan classification
- ensure high standards of governance, professional integrity and compliance within all regulatory obligations
- assessing the adequacy of policies, processes and controls, preparing reports for senior management
- analyse financial and non-financial information as part of the assessment process
- completing annual AML reviews
- providing support with the preparation of credit papers
- provide support for ongoing KYC processing as required
- develop strong, positive and open working relationships with the Bank’s key stakeholders
- analyse financial & non-financial information as part of the assessment/review process
- supporting the ongoing risk management of the portfolio of clients
- providing customer service support as required
- ensure all conduct and compliance requirements are adhered to and are at the heart of the Bank’s approach
- identification of business opportunities for existing borrowers, including introductions to other RMs/teams
- ensure risk appetite and operational targets for problem account management workout activity are set, managed and monitored as required
- contact customers to obtain relevant information as required
- work with other RMs and teams to share knowledge, work on joint opportunities and to offer and receive support
- actively develop new business in your sector and region and promote the Bank’s lending & banking services and campaigns and events utilising all resources available within an agreed budget
- lead Watch and Recovery customer relationships whilst demonstrating a range of recovery and restructuring techniques across the portfolio to reduce risks and align portfolios to the risk appetite
- complete customer Annual Reviews to the high standards expected for approval including; completing security collateral, financial commitments schedules, memos, balance sheet analysis and Moodys for reports/reviews as required
- support the team in the ongoing management and review of AML submissions, ensure that KYC procedures including the requirements for periodic reviews in accordance with the AML framework on all customer connections are maintained and recorded in accordance with AML policies and procedures
- develop an understanding of the Bank’s products and services. Identify and introduce sales opportunities
- manage and develop a portfolio of existing business customers with the aim of delivering a professional and responsive service
- champion continuous improvement and help to identify and implement process changes to support the Commercial Banking team and wider Bank
- maintain and manage pro-active and appropriate relationships with external suppliers to support Business Support and customer activity
- for any development finance customers this will include site inspections to assess progress of development projects, monitor cost to complete, cost overrun analysis, and cash flow analysis relating to problem management exposures
- formulate and implement a strategy for development of income from your business sector and region and assist with the strategy for the wider Business Banking team
- take responsibility for own personal development and be open to receiving and delivering feedback using the FLOW model
- complete credit advance proposals to the high standards expected for approval including CAPS , security collateral, financial commitments schedule, narrative, balance sheet analysis and Moodys
- act as referral point for AML/KYC queries and providing resolution, and act as central contact between Commercial Lending and the Compliance team
- establish and proactively maintain an effective network of key business introducers in the professional business community and use sector expertise to develop and enhance relationships with borrowers and networks
- recommending appropriate loan restructurings where appropriate and preparing amendment credit papers and credit memos. Monitor Management Information and oversee security and documentation requirements
Requirements
- experience in SME or Corporate lending credit risk roles ideally in a workout environment but good book experience also considered
- experience of winning, structuring and delivering new lending up to £20m, with a high level of complexity, risk and exposure
- preference is this experience includes undertaking customer facing roles
Show more +32 - extensive experience of working with senior executives on specific customer exposures
- knowledge of Commercial Lending environment including competitor products
- demonstrable experience in a similar role within a commercial bank / lender in the UK, including the responsibilities listed above
- strong awareness of the regulatory framework in both regulated and unregulated lending including Conduct and Compliance requirements
- knowledge of commercial property analysis
- able to build a robust pipeline of new business opportunities and have a growing network of external introducers
- demonstrates a proactive approach with ability to meet deadlines
- proven analytical skills with a strong working knowledge of risk control systems, processes and reporting
- understanding of assessing commercial lending transactions in a business development or underwriting capacity
- excellent risk management skills, including KYC & fraud, CDD & vulnerable customers
- strong attention to detail
- excellent interpersonal skills with the ability to engage with clients who are facing stressed trading conditions
- considerable experience in UK commercial lending and demonstrable success in building and managing a portfolio of customer relationships, as well as building relationships with potential new customers
- knowledge of the regulatory environment and ability to apply this to Commercial Lending
- advanced numerical and analysis skills and the ability to interpret financial accounts, forecasts and business plans
- willingness to learn and develop existing skills
- strong leadership capabilities with the ability to communicate effectively with both risk and front-line relationship teams
- analytical skills - able to gather, analyse and interpret information from multiple sources
- ability to work well in a team
- ideally candidates should have experience gained across financial services and banking with significant knowledge of Property Investment transactions, with Development Finance, Asset Finance and Trading SME’s knowledge beneficial
- advanced credit skills and regarded as subject matter expert, with the ability to deal with complex credit proposals, including groups, property development and unusual structures
- evidence of balanced and independent judgement with a proven ability to drive change
- ability to analyse & interpret financial accounts
- good understanding of wider commercial banking services
- proven ability to independently manage a busy and varied workflow, including the ability to progress complex lending proposals accurately and at pace
- ability to represent the Bank at key internal and external events and speaking engagements
- able to work independently and deliver challenging lending targets
- examples of can-do attitude and track record of quick progression
- strong understanding of the end to end lending process, preferably including LMA loan documentation and complex due diligence arrangements, and ability to manage external counsel
- relevant professional qualification is desirable, for example Chartered Institute of Banking or equivalent
- strong understanding of the end to end lending process, including LMA loan documentation and complex due diligence arrangements, and ability to manage external counsel
- ability to exercise sound judgement
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