• Ensure appropriate client coverage through disciplined calling efforts, understanding the client’s strategic and financial objectives, and working with TCB product partners to identify appropriate opportunities to deepen the bank’s relationship with the client• Develop a strategic client acquisition pipeline based upon parameters assigned by your line of business to deepen and expand your portfolio and the Bank’s presence in the market.• Embrace the TCB Sales Excellence process to ensure appropriate client and prospect coverage and align with TCB product partners on delivering banking solutions to deepen existing relationships and accelerate new client acquisition• Focus on targets and deadlines; Possess a natural disposition to be focused on achieving production goals and calling metrics.• Ability to implement a proactive approach toward managing expenses to ensure a healthy P&L statement.• Keep abreast of the latest financial and banking product knowledge, financial markets, and relevant regulations.• Stay current on business trends, including businesses which are thriving in your area of expertise.• Surface issues and provide feedback to appropriate corporate functional leaders for visibility and resolution.

• Generates loan volume through building relationships with the community, partner organizations, bankers, accountants & other creative techniques in collaboration with small business support organizations. • Generates new clients & partnerships with support organizations that have a positive economic impact in support of PeopleFund’s target market. • Meet and maintain minimum loan production requirements on monthly basis: $1.2 million dollars annually and 2 closed loans per month. • Evaluate best ways to reach out to prospective clients. • Analyze loan requests based on need, impact & financial viability.• Screen potential clients and educate them about the loan process.• Assist start-ups, established small businesses and nonprofits in preparation for a loan. • Submit loans that have a positive impact in Texas’ lower-income communities. • Conduct annual visits to PeopleFund clients & makes phone calls to delinquent clients. • Ensure loan requests are properly assigned to an underwriter & that deals move expediently through the process. • Identify technical assistance, education & training needs of existing & prospective clients. • Maintain routine contact with loan prospects & existing clients. • Follow up with clients to maintain & strengthen the relationship. • Attend, present and participate in lending events and programs in support of PeopleFund’s mission outside of PeopleFund’s normal work week.• Other responsibilities include community outreach, collections, passing on loan capital & grant opportunities to corporate staff for action. • SBA 504 source leads.

• Supports the corporate action lifecycle events on bank loans where the company is acting as a lender.• Supports various internal stakeholders across the firm including CRMA, IBD, Legal and Sales and trading desks transacting in Bank Loans and handles sensitive MNPI for these stakeholders.• Responsible for sourcing corporate action event information, disseminating to the impacted stakeholders and submitting the desks decision to the Agent/Company.• Fast paced, client centric environment where team members have to continually adapt to changes in the business, markets and regulatory environment.• Demonstrate accurate and timely comprehension and management of voluntary and mandatory Asset Servicing events: Restructurings, Repricing’s of Bank Loans, Bankruptcies, etc.• Proactively address concerns raised by traders, sales, internal or external clients by conducting root cause analysis.• Mitigate MNPI risk through maintaining accuracy in communications with the respective compliance teams and the business.• Proactively work with global Operations business units to assess and streamline processes in order to mitigate risk or control issues and generate efficiencies.• Daily interaction with senior management.

• Operate as the lead point of contact for any and all matters specific to client account management• Build and maintain strong, long-lasting client relationships• Negotiate contracts and close agreements to maximize profit as required• Develop a trusted advisor relationship with key accounts, client stakeholders and executive sponsors• Ensure the timely and successful delivery of our solutions according to client needs and objectives• Communicate clearly the progress of monthly/quarterly initiatives to internal and external stakeholders• Develop new business with existing clients and/or identify areas of improvement to exceed sales quotas• Forecast and track key account metrics (e.g. quarterly sales results and annual forecasts)• Prepare reports on account status• Identify and grow opportunities within book of business and collaborate with sales teams to ensure growth attainment• Assist with high severity requests or issue escalations as needed

• Managed the process of evaluating the credit worthiness and capabilities of the borrower/guarantor, the real estate collateral securing the proposed loan, and adequacy of the loan structure for transactions and relationships• Designed a training document for the process of underwriting a business loan• Monitored asset quality performance and prepared portfolio level credit risk assessments• Determined comparative financial ratio analysis through comparison of size of loan request to applicant’s available income and assets• Analyzed established business operations, local economic circumstances and known management capabilities• Prepared income projections and pro forma balance sheet calculations to determine if a startup business will be able to generate sufficient cash flow for repayment of a loan• Utilized the cash flow and asset test to determine potential available credit from non-federal sources for loan approval• Prepared information on adverse underwriting decisions, rate appeals, underwriting requirements, status and declinations• Evaluated coverage and limit requests and determined the terms to be offered; priced business in accordance with company guidelines• Managed portfolio management by screening all assigned applications within a reasonable time frame and processing applications in aged order• Applied underwriting rules and guidelines, rating manual rules and insurance laws and regulations

• Managed the process of analyzing commercial credit applications to determine the degree of risk involved in extending credit and made prudent business decisions to approve or deny the extension of credit within established credit authority• Demonstrated an advanced knowledge of indirect retail auto financing including knowledge of credit laws and regulations; ensured all queues are worked to acceptable Commercial Vehicle Lending service levels• Cultivated and maintained positive business relationships with dealers, commercial customers and field sales staff to render appropriate credit decisions for commercial financing requests• Compared financial statements, collateral, debt service, personal financial statements and personal cash flow, as applicable to the size and complexity of the commercial transaction• Retained current knowledge along with the ability to independently evaluate and make consistent, quality credit decisions within company guidelines• Developed and maintained business relationships with dealership personnel that ensured volume objectives and credit quality• Effectively upheld consistent purchase policy based on dealer support, portfolio liquidation and management direction• Remained current on competition, underwriting environment, and market conditions, sharing that knowledge within the departments; provided guidance and mentorship to the Underwriting and Credit teams• Utilized Salesforce to track loan updates and status changes

• Built and supervised the day-to-day operations of the Default Processing area focused on delivering world class servicer care and achieving organizational goals within budget; assembled an effective staff through recruiting and hiring exceptional candidates, training, salary administration, performance appraisals, counseling and staff motivation• Coached and guided 5 teams of approximately 60 representatives in a manner that ensured high quality servicer care focused on building and retaining valuable servicer relationships and committed to the delivery of services needed; including efficient allocation of resources, goal setting, forecasting and flexibility to manage change• Accurately assessed employee strengths and development needs including timely and specific feedback and performance management; provided challenging goals, assignments and opportunities for further development• Created and fostered a trusting and engaging work environment with a focus on employee retention; ensured a culture of accountability, integrity and respect• Managed the investigation, research, and payment of all HOA’s, Taxes, and Claims on all foreclosed properties in the United States and Puerto Rico• Initiated and developed relationships with others throughout the business unit and company in order to identify and understand servicer and business needs and implemented solutions to improve effectiveness and results• Monitored research and evaluated technological advances in the industry to identify appropriate alternatives for enhancing current department operations; assessed cost/benefits, made recommendations, developed and oversaw implementation plans