Account Manager, Business Development

at  DUCA Financial Services Credit Union Ltd

WHY DUCA?

We’re a vibrant, exciting credit union that lives its “profits with a purpose” philosophy in every financial transaction, product, interest rate, and community initiative we offer. Founded in 1954, DUCA has grown from a single branch credit union in Toronto to 19 branches across Southern Ontario with over 85,000 Members we are proud to serve.
We exist to help People, Businesses and Communities Do More, Be More, and Achieve More™.

DUCA (www.duca.com) is the fastest organically growing large Credit Union in Canada distinguished for the following:

• Positive, un-big bank like service experience delivered through Member-facing staff in branch, on the phone (Member-Connect) and via our Mobile mortgage specialists, Wealth Management advisors and Commercial and Business Banking Account Managers.
• Competitive rates.
• Personalized financial solutions, guidance, and service with the lowest possible fees for both Personal and Business Members.
• Profit sharing among Members.
• Multiple ways to bank—online, mobile app, phone/full-service Member Connect Contact Centre, and, of course, in-branch—DUCA is accessible 24/7
• A community philosophy of “profits with a purpose” culminating in the creation of the DUCA Impact Lab (www.ducaimpactlab.com), a charitable foundation committed to helping the credit challenged and underbanked. This led to DUCA’s designation as a B-Corp certified organization, the first ever credit union to receive this global recognition.

A career with one of Canada’s fastest growing credit unions means you’ll find endless opportunities to make a difference with your unique abilities and perspectives. Our people live their purpose while helping others Do more, Be more and Achieve more with their money and their lives. At DUCA, you’ll be part of a vibrant and collaborative team where you’ll be supported to excel and make an impact, no matter what role you play.

ACCOUNT MANAGER, BUSINESS DEVELOPMENT

DUCA is looking for an Account Manager, Business Development, to join our growing team!

Occupational Experience & Education Requirements

• Bachelor level university education or equivalent work experience
• 3 – 5 years individual & corporate lending, relationship management experience and credit adjudication, focusing on lines of credit and term loans secured by investments and life insurance products
• Detailed knowledge of the varied permanent insurance (whole life and universal life) policies, with ability to read and understand insurance and IFA illustrations and policy summaries
• Experience working with independent advisors to offer and deliver upon complex Specialized Lending solutions to their client

Knowledge, Skills & Attributes

• Sound knowledge of the Specialized Lending business ecosystem, including MGAs, insurance companies, MFDA & IIROC dealers and wealth advisory firms
• Strong knowledge of Specialized Lending products and the investment and life insurance assets through which they are secured
• Working knowledge of Specialized Lending credit underwriting processes, policies & underwriting standards
• Exceptional customer service and relationship management skills in Specialized Lending, focusing on investment and insurance advisors
• Strong problem solving and organizational skills, with ability to manage multiple demands under tight timelines
• Independent and highly motivated
• Strong negotiating and influencing skills, sufficient to shape thinking and decisions while responding to underlying concerns or multiple interests
• Proficiency in MS Office Suite with strong knowledge of Excel
• Effective team player and ability to work well within a group settin

Reporting to the Director, Portfolio Management, Specialized Lending, the Account Manager, Business Development will develop, underwrite, and maintain a profitable Specialized Lending portfolio. The incumbent will work with independent investment and insurance advisors to drive business with wholesaling activities as required.
The Account Manager, Business Development will underwrite new business and assist with ongoing annual and other reviews of the portfolio. The incumbent will operate in and support an area of excellence and develop a specialization in the Insurance and Investment Loans product areas.

Key Accountabilities & Duties

• Develop and maintain a profitable Specialized Lending portfolio including Immediate Financing Arrangements (IFAs), Margin Secured Lines of Credit (MSLOCs), and Investment Loans (ILs)
• Cultivate, analyze, recommend (or decline), prepare and fulfill credit requests from independent advisors on behalf of their clients
• Assist in the development of tactical plans to meet annual growth and retention targets
• Perform internal and external wholesaling activities when required to drive business
• Build, maintain, and leverage relationships or networks of contacts which may be influential in establishing competitive advantage and achieving business objectives
• Directly interact with advisors to strategize solutions, gather information, write term sheets and commitment letters, and fulfill credit requests.
• Prepare credit submissions emanating from advisor relationships and also through relationships developed by the VP Sales, Specialized Lending products, consistent with DUCA Specialized Lending policies and underwriting guidelines
• Fulfill expectations for operational excellence, relative to gathering of information, turnaround time on term sheets, Commitment Letters, and explanations for decline decisions, and the writing of professional credits which fulfill the requirements of DUCA’s Credit Risk policies
• Participate in new product development and implementation of efficient end-to-end business processes that leverage technology enablers to ensure new products can be operationalized to deliver a superior Member experience while mitigating risk to DUCA
• Operate in and support an area of excellence and develop a specialization in the Insurance and Investment Loans product areas
• Effectively manage risk/compliance while minimizing and mitigating overall client-level risk relative to the sales and service and growth of the Specialized Lending portfolio
• Skillfully and tactfully manage internal and external stakeholder relationships
• Consult with the Director Portfolio Management and senior leaders in Specialized Lending to help identify and recommend opportunities for operational and product improvements
• Actively monitor the loan portfolio to ensure accounts are operating as authorized and take measures necessary to remedy non-performing assets
• Prepare annual reviews or equivalent within the Portfolio Management area, where required
• Ensure adherence to Service Level Agreements relative to the delivery of all Specialized Lending products to advisors and clients

• Maintain strong understanding of DUCA’s Credit Policy and keep abreast of changes

  Occupational Experience & Education Requirements

• Bachelor level university education or equivalent work experience

• 3 – 5 years individual & corporate lending, relationship management experience and credit adjudication, focusing on lines of credit and term loans secured by investments and life insurance products
• Detailed knowledge of the varied permanent insurance (whole life and universal life) policies, with ability to read and understand insurance and IFA illustrations and policy summaries

• Experience working with independent advisors to offer and deliver upon complex Specialized Lending solutions to their clients

  Knowledge, Skills & Attributes

• Sound knowledge of the Specialized Lending business ecosystem, including MGAs, insurance companies, MFDA & IIROC dealers and wealth advisory firms

• Strong knowledge of Specialized Lending products and the investment and life insurance assets through which they are secured
• Working knowledge of Specialized Lending credit underwriting processes, policies & underwriting standards
• Exceptional customer service and relationship management skills in Specialized Lending, focusing on investment and insurance advisors
• Strong problem solving and organizational skills, with ability to manage multiple demands under tight timelines
• Independent and highly motivated
• Strong negotiating and influencing skills, sufficient to shape thinking and decisions while responding to underlying concerns or multiple interests
• Proficiency in MS Office Suite with strong knowledge of Excel
• Effective team player and ability to work well within a group setting