In this role, you will provide expert guidance to loan officers (LOs) and business bankers (BBOs) in structuring and processing SBA loan deals. While you will not be responsible for directly generating SBA loans, you will oversee and manage SBA loan applications referred to you through LOs and BBOs within your assigned market territory. Your primary responsibility will be ensuring these loans are successfully processed and closed. You will be accountable for meeting a pull-through goal for the SBA loans within your assigned territory, driving efficient loan origination, and ensuring deals are closed on time.
Responsibilities include providing support for credit analysis, underwriting, structuring loans, managing the loan pipeline, and ensuring each deal meets SBA guidelines and client objectives. Additionally, you will attend external SBA-related events to promote the bank’s SBA offerings, build relationships, and drive SBA loan growth in your market. You will also act as the SBA subject matter expert (SME) for the loans in your assigned territory, ensuring smooth and efficient loan closings from start to finish.
This role is essential to driving SBA loan growth and providing a smooth experience for clients from start to finish.
Key Responsibilities:
SBA Loan Structuring & Guidance:
- Develop, manage, and maintain a pipeline of internally referred SBA loan opportunities for assigned territory/market. Goaled on the closing of the referred SBA loans from the assigned market
- Support the Business Banking and Commercial Lending teams for SBA loan production throughout the Rockland Trust footprint.
- Provide expert guidance to loan officers and business bankers in structuring SBA loan deals, ensuring that all loan terms and conditions meet SBA requirements.
Client Relationship Duties:
- Front-Facing Responsibilities: Speak directly with customers and meet in person when necessary, providing expert guidance on SBA loan options (7(a), 504, Express) and advising clients on which product best meets their needs.
- SBA Subject Matter Expert (SME): Act as the SBA SME for assigned sales teams and/or deals, possessing deep knowledge about SBA loan programs, guiding business owners through the process of applying for and securing SBA financing.
- Client Communication: Communicate directly with clients to gather necessary financial documents, clarify requirements, and answer any questions regarding the SBA loan process.
- Process Guidance: Help clients understand the eligibility criteria, loan terms, paperwork, and how the SBA process works. Ensure a smooth process from start to finish by acting as a trusted advisor.
- Sales Support: Assist the sales teams in ensuring loans are structured in a way that aligns with client needs and SBA requirements. Provide expertise and support to secure the best SBA solution for clients.
- Loan Growth & Relationship Management: Partner with the SBA Market Executive to develop and implement strategies that drive SBA loan growth in your defined market. Focus on expanding the number of SBA loans originated, identifying new business opportunities, and building sustainable client relationships.
- Promote SBA Financing: Actively promote the benefits of SBA financing to business owners, educating them about loan options and fostering long-term relationships.
- Networking & Referral Building: Build and maintain relationships with referral sources, such as accountants, brokers, and business consultants, to generate new leads and opportunities for SBA loans which will be handed off to a BBO or LO.
- Documentation Assistance: Assist clients with gathering and understanding the necessary documentation for the SBA loan application, ensuring the process is efficient and transparent.
- Problem Resolution: Assist with problem resolution throughout the SBA lending process, providing solutions for any challenges that arise for clients.
- Educate Clients & Stay Informed: Educate clients on SBA loan products, requirements, and the application process. Stay informed on industry trends and SBA lending programs to provide up-to-date and relevant advice.
Attend external SBA related events:
- Represent the bank at SBA-related events, conferences, and networking functions in your assigned market. Build relationships with key stakeholders such as local business owners, SBA-approved lenders, and other professionals in the SBA lending space.
Eligibility Review:
- Eligibility Analysis: Analyze the borrower’s financial documents, business plans, etc., to determine their eligibility for SBA loans.
- Document Compliance: Ensure documents comply with SBA guidelines.
- Prescreening SBA Deals: Complete initial prescreen of all SBA deals to ensure both file completeness and eligibility.
- Pre-Underwriting Review: Review all SBA deals before submission to underwriting, ensuring all necessary documentation and information is present.
- Deal Memos: Prepare SBA deal memos for all transactions, summarizing key details for internal review and approval.
- Conduct thorough credit analysis of borrowers’ financial statements, tax returns, credit reports, and business plans to evaluate loan eligibility and risk. Ensure that loan applications meet the credit and risk criteria set forth by the SBA and the organization.
Pipeline Management:
- Oversee assigned SBA loan pipeline, ensuring that each loan is progressing through the various stages (e.g., application, underwriting, approval, and closing) in a timely manner. Proactively manage and prioritize pipeline deals to meet deadlines and targets.
Qualifications:
- Bachelor’s degree in Business, Finance, Accounting, or a related field. Additional certifications or qualifications in SBA lending are a plus.
- Minimum of 3-5 years of experience in SBA lending, commercial lending, or business banking, with a focus on structuring and processing SBA loans.
- In-depth understanding of SBA loan products (7(a), 504, Express), SBA regulations, and compliance guidelines. Strong understanding of credit analysis, underwriting practices, and pipeline management.
- Strong analytical and problem-solving skills, with the ability to structure loans that meet both client needs and SBA guidelines. Proficiency in evaluating financial documents, conducting credit assessments, and effectively managing a loan pipeline.
- Experience in client relationship management, including direct communication with clients, providing advice on SBA loan options, and resolving client issues.
- Excellent communication and interpersonal skills, with the ability to work effectively with loan officers, underwriters, business bankers, and external stakeholders.
- High attention to detail and a strong ability to review documentation and assess risk to ensure compliance with SBA and internal policies.
- Ability to build relationships with referral sources and clients, actively seek new business opportunities, and promote SBA loan products.
- Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint). Familiarity with SBA software and loan management systems is a plus.
Preferred Skills:
- Certification or training in SBA lending
- Experience with SBA loan origination and servicing software.
- Knowledge of federal and state loan compliance regulations.
Our goal is to offer our colleagues the most generous benefits package possible. We strive to provide colleagues with a comprehensive benefits package and an environment that supports a healthy work-life balance. Colleagues who work 20 hours or more per week are eligible to participate in our health insurance program. Other benefits include: Competitive compensation with performance incentive awards, Dental Insurance, a 401K and DC Plan for your retirement, Life Insurance, Vacation Time, Day Care Reimbursement, Tuition Assistance for graduate and undergraduate programs, an award winning Wellness program and much more!
At Rockland Trust you'll find a respectful and inclusive environment where everyone is given the chance to succeed. We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
