Vice President of Commercial Services

Title: Vice President of Commercial Services

Reports to: Chief Sales Officer

Supervises: Commercial Relationship Managers and Treasury Management Sales and Onboarding Teams

Status: Exempt

Objective

The Vice President of Commercial Services assumes overall leadership responsibility and control of all aspects of Commercial Business and Treasury Management sales strategies, policies, and programs necessary to develop and grow the Credit Union’s commercial loan and deposit services and achieve business membership growth goals. This position leads and provides expertise in all sales functions of the Commercial Services Department. Functions include Commercial Lending (including complex credits), Cash/Treasury Management, Portfolio Management, Fee Management, and ancillary products and services that are valuable to Business Members.

This position is a critical leadership role providing guidance and support to the Commercial Services team in order to achieve organizational business goals and objectives and partners with other lines of business to support a business owner and their employees’ personal financial needs.

Duties and Responsibilities

• Oversees the strategic direction, development, and execution of the organization’s treasury management program and services to enhance the member experience through innovative treasury solutions
• Responsible for the conceptualization and implementation of Commercial Services growth sales strategies, initiatives, and programs for both lending and deposit/revenue solutions
• In partnership with the Branch Director, develops, implements and continuously improves a plan to grow small business membership and initiate small business lending activities through branch associates
• Provides initial review of new lending opportunities to determine viability and next steps to ensure both quality loan production, relationship deepening, and a great member experience
• Develops and implements commercial and TM sales team related policies, procedures, risk controls and tools and resources
• Develops and executes strategic sales plans to achieve individual and team revenue goals; Prepares proposals, pricing models, and RFP responses; Maintains a robust pipeline of opportunities and track progress
• Serves as a subject matter expert on commercial loan/deposit and treasury products including ACH, wire transfers, remote deposit capture, fraud prevention tools, and liquidity management.
• Provides oversight responsibility for Treasury management services provider, ensuring service level agreements (SLAs) are met, and resolving performance issues to maintain high-quality service delivery; Negotiate and oversee contracts with suppliers, ensuring compliance with company policies, cost-effectiveness, and alignment with organizational goals.
• Develops, implements, measures and continuously improves membership initiatives and strategies to attract new business members and commercial loans and deposits
• Manages required reporting and supports the coordination of annual relationship reviews
• Seeks out and attends various community and membership-based events to provide visibility for the credit union and cultivate a strong COI network; Performs public presentations that support the organization’s community and civic objectives
• Manages the department's budget, including forecasting, monitoring expenses, and ensuring financial targets are met; Develops and implements budget plans to optimize resource allocation and financial performance
• Gathers and analyzes member feedback to continuously improve services and member satisfaction; Develop and implement strategies to enhance member experience and address needs effectively

• Oversees the commercial services team by interviewing, hiring, and training new team members, as well as developing credit union associate coaching sessions, monitoring productivity and tactical execution, and conducting written performance reviews. Provide guidance and direction to the team in developing and assigning priorities as well as monitoring the status of special projects on an ongoing basis
• Assist in other areas as directed by Credit Union management
• Develop an understanding of credit union history, philosophy, organization, policies, and operational procedures

• On a self-directed basis, continue to improve individual level of competency through training and certification on established educational programs

• Must be able to relate to other people beyond giving and receiving instructions:

• Work well with partners and peers
• Perform work activities requiring negotiating, instructing, supervising, persuading, or speaking with others
• Respond appropriately to constructive feedback from a supervisor

Required Qualifications

• Bachelor's degree in business, finance, related field or equivalent education and experience
• Seven to ten years of related progressive experience in Commercial Business Development and sales, Portfolio Management (including workout) or Treasury Management preferably in a financial services environment
• Minimum five years’ proven leadership experience managing large teams and complex programs; Strategic management of sales or Business Development Department
• Strong project / program planning and execution experience
• Ability to work in a fast-paced, results-driven environment
• Excellent verbal and written communication skills and interpersonal abilities
• Formal Commercial Credit Training preferred
• Certified Treasury Professional (CTP) or Accredited ACH Professional (AAP) designation preferred at time of hire or required within 12 – 18 months of hire.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of the job, the employee is regularly required to sit; use hands to manipulate, handle, feel, and talk or hear. The employee is frequently required to reach with hands and arms. The employee is occasionally required to stand and walk. The employee must occasionally lift and/or move up to 15 pounds. Specific vision abilities required by this job include close vision, distance vision and ability to adjust focus.

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