VP – ABL Business Development Officer

Position Summary

The VP, Asset Based Lending Business Development Officer is responsible for generation of Asset Based Lending (ABL) loans by proactively calling, developing, and maintaining relationships with business leaders and commercial bank lenders.  Makes business development calls and represents Technology Credit Union (Tech CU) and Tech Capital, LLC (Tech Capital) at seminars, trade shows, etc.  Promotes loan quality, referral relationships, and assesses opportunities for ABL loan eligibility.

The incumbent is responsible for screening and preliminary underwriting of ABL loans for eligibility, ensuring compliance with ABL underwriting guidelines.  Maintains and grows new and existing business client and bank referral relationships.

Supports the organization's mission/vision, corporate values and service guarantees.  Performs to the standards that meet or exceed the stated objectives and fulfills the expectations of all internal and external customers.  Represents the organization in a professional and responsive manner and promotes team participation on departmental and organizational levels.

Responsibilities

Essential Duties

Accountability: 

• Identifies and develops ABL loan opportunities and relationships that align with objectives as established by leadership through the annual goal process. Responsible for new business and referral development and meeting new and potential businesses throughout the United States. 
• Is the primary contact for prospective and current ABL business relationships. Develops and expands those account relationships utilizing, but not limited to; cold calls, business events, direct mailings, direct contact, marketing research data in accordance with established sales plans; cross-selling Tech CU products and services.
• Maintains advanced understanding of ABL standards and related compliance rules and regulations.
• Maintains a strong knowledge of the current ABL/Structured Finance landscape and monitors the competitive environment, making recommendations for changes to maintain/improve competitive advantage.
• Works independently using knowledge and skills normally expected of an experienced Business Development professional.

Targets Businesses and Referral Sources

• Identifies/targets businesses that align with the organizational strategy as it pertains to the ABL focus on small to medium sized businesses with borrowing requirements of $500 thousand to $10 million.
• Identifies, generates and follows up on leads for new ABL loan opportunities; obtain and analyze background information on potential borrowers.
• Represents Tech CU/Tech Capital in community organizations and activities to enhance the organization's image as a leader and maintain/enhance a referral network for business development opportunities.
• Refers clients requiring specialized products and services to other areas of the organization as appropriate.
• Completes all sales activity documentation in the database to provide a record for performance tracking and assist in targeting future sales efforts.
• Maintains a strong network of business contacts, including ABL brokers.

Credit Analysis/Underwriting

• Demonstrates strong skills and experience in lending including the structuring of ABL/Structured Finance loan requests according to established standards. Assists in the gathering of relevant credit information, financial data and other such information needed to initiate and assist the borrower in the credit process.
• Works collaboratively with all partners as necessary in the preparation, review and negotiation of loan documents, underwriting and loan closing.
• Monitors financial performance of businesses for credit quality and maintains portfolio credits including: annual reviews, loan renewals, variances, customer calling, collateral review, compliance with loan agreements and detection of early credit quality issues.
• Delivers, upon approval, a commitment letter to clients and explains details of the entire program.
• Serves as a resource to ABL staff as needed.

Business Development and Sales Origination

• Prepares, maintains and communicates a comprehensive business strategy to expand existing relationships and develop new business.
• Provides community service by participating in community activities as a representative of Tech CU and Tech Capital.
• Works with Tech CU colleagues to develop potential business opportunities.
• Participates or leads in special projects as assigned.

Work Schedule

• Full-time; typically 40+ hours/week
• Flexible schedule within core business hours, Pacific Time, M-F
• Occasional extended early morning or late evening hours, and weekends, typically with advance notice

Workplace Essentials                    

• Supports Tech CU’s Mission and Vision and consistently demonstrates Tech CU’s Values (Accelerate, Collaborate, Innovate, & Cultivate).
• Meets with manager on a regular basis to discuss goal alignment, performance metrics, and development plans.
• Complies with Tech CU policies and procedures.
• Upholds employee Code of Conduct and Business Ethics and ensures confidentiality of the workplace.
• Complies with requirements imposed by federal, state and local regulatory agencies.
• Adheres to internal control and security measures designed to ensure regulatory compliance and mitigate losses and errors.

Qualifications

Education: A Bachelor’s Degree in related business discipline (or equivalent experience) required.

Experience: 7+ years of lending experience with proven history of developing and managing an ABL loan portfolio.

Knowledge/Skills/ Abilities:

• Proven skills in ABL origination and underwriting.
• Well-connected in the business community, including solid contacts with ABL brokers.
• Working knowledge of financial statements, plus requisite analytical and negotiation skills.
• Strong knowledge of the current ABL/Structured Finance landscape and competitive environment.
• Knowledge of current business lending industry trends and underwriting guidelines and regulations, including knowledge of primary commercial products and services; competitive strengths and limitations; pricing arrangements, and fees/rates.
• Proven verbal/written communication and strong presentation skills.
• High level of self-driven initiative and entrepreneurial spirit.
• Driven competitively to reach goals.
• Ability to make in-person sales calls.

Licensing/Certifications: None required.

Travel: Holds a clear and valid drivers’ license.  Possesses current automobile insurance.  Willingness to travel as required, to conduct Tech CU and Tech Capital business.  Overnight travel, when necessary, for business meetings and/or conferences.

Equipment Used: Routinely uses standard office equipment, including computer, phone, copier and other devices.

Physical Requirements: This position requires:

• Speaking and listening to interact with internal and external parties in person or via phone.
• Reading a computer screen and performing keyboarding tasks for up to 70% of the day.
• Sitting at desk and/or conference table for extended periods of time.
• Mobility to attend meetings within office building and offsite.

EQUAL EMPLOYMENT OPPORTUNITY

Technology Credit Union is an Equal Opportunity Employer. All qualified employees and applicants receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetic information, age, disability, veteran status or any other legally protected basis. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

Pay and Benefits

• Position Grade:Commissioned
• Salary Range:$100,000 to $200,000 base salary per year, plus commission
• Commission Structure:This role is eligible for commission based on individual sales performance. Employees in this position typically earn $50,000–$200,000 in annual commissions, depending on results.Total Expected Compensation: $150,000–$400,000 annually (base + expected commissions)This range reflects the good‑faith estimate of what we reasonably expect to pay for this role.
• Work Location:The salary range listed is based on working in the Southeast or Southwest (excluding California) United States. This is expected to be a Remote Work position.

Tech CU is a pay-for-performance organization. We benchmark base pay to the 50th percentile of our market and offer incentive-based compensation tied to individual and company goals.

Tech CU offers a comprehensive benefits package, including:

• Health Coverage: Medical, dental, and vision plans
• Income Protection: Life and disability insurance
• Retirement: 401(k) plan with company match
• Paid Holidays: 12 days annually
• Paid Time Off (PTO):
• Accrue at 7.08 hours per bi-weekly paycheck (approximately 18 days per year)
• Increases with length of service
• Voluntary Time Off (VTO):
• 8 hours annually for full-time employees to support charitable organizations
• Additional Benefits:
• Flexible Spending Accounts
• Employee-paid voluntary benefits
• Leaves of absence in compliance with state and federal regulations